Bring Long-Term Concerns to the Bargaining Table
It can be difficult to keep future concerns at the forefront of your company’s most important decisions. Fortunatly, research on intergenerational conflict has uncovered best practices for … Read Bring Long-Term Concerns to the Bargaining Table
Negotiation Design Dimensions: A Checklist
Here the Program on Negotiation offers a checklist of negotiation design categories. Whether your overall negotiation design is decide-announce-defend (DAD) or full-consensus (FC), or a hybrid of … Read Negotiation Design Dimensions: A Checklist
Plant a Trust Land Mine
In any negotiation, you’re likely to have information about the other party or about the deal (industry facts, economic health, new products, and so on) that the … Read Plant a Trust Land Mine
2013 Winner of the Raiffa Doctoral Student Paper Award
The Program on Negotiation has awarded Netta Barak-Corren the 2013 Howard Raiffa Doctoral Student Paper Award for her paper, co-written with Edy Glozman and Ilan Yaniv, “False … Read This Post
Leaving millions on the table
It’s hard to imagine a situation in which negotiating counterparts would choose to sacrifice hundreds of millions of dollars rather than reach agreement. But this is the … Read Leaving millions on the table
Bet you didn’t know… New research on employee satisfaction, sadness, and selfless negotiators.
Satisfied employees, satisfied customers?
In a new study, Shu-Cheng Steve Chi of the National Taiwan University and his colleagues find that the degree to which salespeople enjoy their … Read This Post
HNLR Symposium Review: “Ideas and Impact: Roger Fisher’s Legacy”
On March 2, 2013, the Harvard Negotiation Law Review held their 2013 Symposium, entitled “Ideas and Impact: Roger Fisher’s Legacy.” This event celebrated Professor Fisher, co-founder of … Read This Post
Announcing the 2013-2014 PON Graduate Research Fellows
The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research … Read This Post
PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
On March 4th, the Program on Negotiation at Harvard Law School hosted a panel discussion entitled: “Negotiations by Other Means: Track II, Unilateral Action, Robust Third Party … Read This Post
Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
On November 1, 2012, Professor Kerri Johnson from the University of California, Los Angeles, delivered a talk at the Harvard Kennedy School. Her lecture, entitled “Social Perceptions … Read This Post
Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
On April 3, 2013, the Program on Negotiation hosted Jason Matusow, General Manager of International Standards at Microsoft, … Read This Post
Wheelers and Dealers?
Car salespeople truly understand how to use modest concessions to extract much larger ones.
First, they spend a long time legitimating the sticker price and suggesting that it’s … Read Wheelers and Dealers?