Negotiating Two Steps Ahead of the ‘Fiscal Cliff’
Program on Negotiation and Harvard Business School professor Deepak Malhotra recently sat down with CNBC to discuss the fiscal cliff and how Democrats and Republicans can not … Read Negotiating Two Steps Ahead of the ‘Fiscal Cliff’
Are You an Overconfident Negotiator?
In 1901, J.P. Morgan wanted to buy the Carnegie Steel Company from its founder, Andrew Carnegie.
Carnegie was 65 years old and considering retirement. As Harold C. Livesay … Read Are You an Overconfident Negotiator?
Program on Negotiation (PON) Film Series Screening of ‘The Island President’ Featured in the Harvard Crimson
The Program on Negotiation Film Series recently screened “The Island President,” the story of President Mohamed Nasheed’s efforts to garner world-wide attention on climate change, as rising … Read This Post
Practicing to Be Spontaneous
In both improv and negotiation, confidence often comes from having fallback routines. Improv performers buy time by resorting to “physical business” – pouring an imaginary glass of … Read Practicing to Be Spontaneous
Team Building, One Player at a Time
In late October, the Detroit Tigers were preparing to face off against the San Francisco Giants in Major League Baseball’s World Series. In 2002 and 2003, the … Read Team Building, One Player at a Time
Use Time Delays to Advantage
For decades, General Electric and the Environmental Protection Agency (EPA) sparred over who would pay for the removal of PCBs, or polychlorinated biphenyls, that GE had discharged … Read Use Time Delays to Advantage
Simulating International Negotiations: The U.S.-Iran Crisis
When tensions rise between parties, the temptation to escalate commitment to a specified position can be overwhelming—and the likelihood that negotiations will resolve the dispute becomes increasingly … Read This Post
Negotiation Skills Tips: Be a Relationship Negotiator
During talks, effective relationship negotiators focus on a variety of noncontractual issues, including:
Getting to know the other side well
Establishing a positive personal chemistry between the leadership … Read This Post
How Not to Deal with Regulators
A major grocery chain wanted to build a new superstore on a 10-acre parcel in a suburban town that lacked any sort of food store. Using the … Read How Not to Deal with Regulators
Unilateral Initiatives in the Israeli/Palestinian Conflict
Yaakov Katz, a correspondent for The Jerusalem Post and Jane’s Defence Weekly, and Prof. Robert Mnookin, the Samuel Williston Professor of Law at Harvard Law School, will … Read This Post
Measuring the Cost of Betrayal Aversion
Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They … Read Measuring the Cost of Betrayal Aversion
Managing Internal Conflict: Russia’s Bid to Join the WTO
In June 1993, a little over a year after the fall of communist rule in Russia, President Boris Yeltsin submitted an application for Russia to join the … Read This Post