Recent Posts

Negotiating When the Rules Suddenly Change

By on / Daily, Negotiation Skills

Michael Wheeler (MBA Class of 1952 Professor of Management Practice, Harvard Business School)

When a volatile situation threatens to derail your negotiation, drawing lessons from the military can be useful. In this article, the author explains three strategies to give you a decided advantage.

Read More … Read More 

Negotiation Video of Professor Lawrence Susskind Teaching Executive Education

By on / Business Negotiations, Daily, Resources, Videos

This negotiation video is a segment taken from PON’s “Negotiation Pedagogy Series, Part 2.” MIT Professor Lawrence Susskind uses the case “Teflex Products” to teach an Executive Education Seminar on how to deal with an angry public.

To watch more PON Videos, click here.

To watch PON videos on YouTube, click here. … Read More 

The Longest War: Challenges and Negotiation Strategies in Afghanistan

By on / Daily, Events, International Negotiation, Student Events, Students

“The Longest War: Challenges and Negotiation
Strategies in Afghanistan”
with
Hassina Sherjan and Michael O’Hanlon
co-authors of “Toughing It Out In Afghanistan”

 
Date: February 18, 2011

Time: 12:00PM to 1:30PM
Where: Hauser Hall, Room 105, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.
Click here for a campus map.

About the Speakers
Hassina Sherjan is the president of Aid … Read More 

Putting Negotiation Training to Work

By on / Daily, Negotiation Skills

Adapted from “Transferring Negotiation Knowledge,” first published in the Negotiation newsletter.

After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. … Read More 

Hamas, Hezbollah, and the Muslim Brotherhood – Obstacles to Peace in the Middle East or Opportunities?

By on / Daily, Events, International Negotiation

“Hamas, Hezbollah, and the Muslim Brotherhood-
Obstacles to Peace in the Middle East or Opportunities?”
with

Robert Pastor
Date: February 15, 2011

Time: 12:00PM to 1:30PM
Where: Pound Hall, Room 202, Harvard Law School Campus
The foreign policy of the United States and its allies have been based on the premise that all three organizations are immutable threats to … Read More 

Avoid the Green-eyed Monster

By on / Conflict Resolution

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter.

Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania.

Why might negotiators be more … Read More 

Looking for a Breakthrough

By on / Conflict Resolution

Adapted from “Speaking the Same Language,” first published in the Negotiation newsletter.

Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens–a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable.

Professor Linda Putnam, a communications scholar at Texas A&M University, … Read More 

Negotiating Online? Meet Face to Face First

By on / Business Negotiations, Daily

Adapted from “How to Negotiate Successfully Online,” by Kathleen L. McGinn (professor, Harvard Business School) and Eric J. Wilson (Cogos Consulting), first published in the Negotiation newsletter.

The intricacies of electronic negotiation can be dizzying. You’re likely to find yourself communicating with numerous people you’ve never met about issues you each value differently, and you all … Read More 

Dispute Prevention: It’s a Good Idea, Right?

By on / Business Negotiations, Daily

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; co-author of Built to Win, Breaking Robert’s Rules and Breaking the Impasse)

Putting a dispute handling system in place has been shown to eliminate many disagreements or misunderstandings. So why are some industries reluctant to do so? In this posting, the author … Read More 

Improve Your Online Negotiation Results

By on / Business Negotiations, Daily

Adapted from “Strategies for Overcoming E-Mail’s Weaknesses,” first published in the Negotiation newsletter.

Negotiators communicating via e-mail can easily be blinded to the medium’s pitfalls. In her research, professor Janice Nadler of Northwestern University Law School confirms that the “impoverished” nature of e-mail—its dearth of physical, social, and vocal cues—often leads to misunderstandings, ambiguous messages, and … Read More 

How to Turn a Maybe Into a Yes

By on / Daily, Negotiation Skills

Adapted from “Closing the Deal,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.

You’ve followed the negotiation guidebooks to a T, uncovered the parties’ key interests, brainstormed creative solutions, and even developed good rapport with your counterpart. You’ve done everything right…but you still don’t have agreement.

How do you turn the other … Read More 

“Taking stock of Cambodia 20 years after the Paris Peace Agreement”

By on / Daily, Events, The Kelman Seminar

“Taking stock of Cambodia 20 years after the Paris Peace Agreement”

with

Kevin Doyle
and
Stephen Marks

Date: February 1, 2011

Time: 4:00-6:00 PM

Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-262, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).

Speaker Bios
Kevin Doyle is the editor-in-chief of The Cambodia Daily newspaper in Phnom Penh where he has … Read More