Fickle Intuition
Placing Trust in Others
When it comes to trusting others, negotiators often rely on their gut instincts.
Recent studies indicate, however, that extraneous factors can sway such judgments.
For example, … Read Fickle Intuition
PON co-sponsors negotiation skills training for Israeli and Palestinian students
Thanks to leadership from the Middle East Negotiation Initiative (MENI) of the Program on Negotiation at Harvard Law School, a series of negotiation skills trainings was recently … Read This Post
The Role of Designers in Negotiating Israeli-Palestinian Borders
This presentation by Karen Lee Bar-Sinai and Prof. Robert Mnookin is the third of four seminars exploring the role of urban planning in negotiation, co-sponsored by … Read This Post
A Value-Creating Condition Thwarted
In late 1999, with its stock in free fall, NCS HealthCare, a provider of pharmacy services to long-term care facilities, began “exploring strategic alternatives” – code in … Read A Value-Creating Condition Thwarted
Negotiation Tips: A Value-Creation Checklist
By following these tips in your next negotiation, you’ll improve your chances of meeting everyone’s interests.
Before you sit down at the bargaining table, imagine a wide-range of … Read Negotiation Tips: A Value-Creation Checklist
The Story of Goldman Sachs: Negotiating a Vision
In 1986, the investment bank Goldman Sachs was a $38 billion business owned by more than 100 active and retired partners.
While the partnership structure had insulated the … Read The Story of Goldman Sachs: Negotiating a Vision
Seeing May Be Misleading
Consider the first-ever televised debates between the U.S. presidential candidates in 1960.
Studies of the audience after the first of four debates revealed that in the eyes of … Read Seeing May Be Misleading
Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
Program on Negotiation at Harvard Law School Chair Robert Mnookin was recently invited to a panel discussion on San Francisco radio station KQED’s ‘Forum’ to discuss the … Read This Post
Advance Your Prospects by Asking for Advice
Successful professionals understand the value of self-promotion – helping others see what you’ve accomplished and what you can achieve for them. … Read Advance Your Prospects by Asking for Advice
Training for Non-Face-to-Face Negotiations
Negotiating by email poses a set of challenges that one doesn’t often encounter in face-to-face negotiations.
Without the benefit of seeing your counterpart’s body language, what one person … Read Training for Non-Face-to-Face Negotiations
Happy Holidays from the Program on Negotiation.
The offices of the Program on Negotiation will be closed from December 24 through January 1, 2013. … Read Happy Holidays from the Program on Negotiation.
Negotiation Skills: 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 Negotiation Skills: Plant a Trust Land Mine