A Better Approach to Decision Making
When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to Blink?
Should you completely ignore your rapid cognitions?
The Universal Negotiauction
The sale of Vivendi Universal Entertainment in the summer of 2003 was one recent high-profile negotiauction. … Read The Universal Negotiauction
An International Negotiation for an All-American Brand
On February 14, the news broke that Berkshire Hathaway, the conglomerate run by Warren Buffett, is planning to purchase H.J. Heinz—and its iconic Heinz ketchup—for $23 billion. … Read This Post
Bet you didn’t know… Personnel matters in negotiation.
When outsiders become overachievers
When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, … Read This Post
Learning from the deficit-reduction talks
Does anyone down there know how to cut a deal?” Senate Republican Mitch McConnell said to Vice President Joe Biden. It was Sunday, December 30, 2012, the … Read Learning from the deficit-reduction talks
Emotion and Judgment
The work of University of Iowa neuroscientists Antoine Bechara, Daniel Tranel, and Hanna Damasio demonstrates the effects of emotion on decision making. … Read Emotion and Judgment
A Tale of Two Matching Rights
In March 2005, German powerhouse SAP agreed to buy Retek, a small company that offered information management software, for $8.50 a share. The deal included a matching … Read A Tale of Two Matching Rights
Think Like a Mediator
To set the stage for a productive discussion, open a difficult conversation with the Third Story, advise the authors of Difficult Conversations. The Third Story is one … Read Think Like a Mediator
International Negotiations: Threats at the Bargaining Table
The agreement seemed well on its way to being passed. On November 20, U.S. Secretary of State John Kerry announced that the United States and Afghanistan had … Read This Post
PON Podcast: My Neighbourhood with Julia Bacha, Just Vision
The Program on Negotiation at Harvard Law School and the Middle East Initiative at the Harvard Kennedy School held a panel discussion following a screening of My … Read This Post
Making the Most Out of Negotiation Training
A passive approach to learning rarely leads to future negotiation success. To maximize your training experience, follow these guidelines. … Read Making the Most Out of Negotiation Training
Finding the Right Process in India
In 1995, a new government came into power in the Indian state of Maharashtra and canceled a 20-year power purchase agreement with the Dabhol Power Company, a … Read Finding the Right Process in India