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
How Much Exclusivity is Enough?
On February 14, 2005, telecommunications giant Verizon announced that it would buy MCI for $6.75 billion in cash and Verizon stock. The announcement followed closely on the … Read How Much Exclusivity is Enough?
Negotiating the Fiscal Crisis
How can we avert a full-throttle drive over the fiscal cliff? Despite some promising signs of movement on both sides of the aisle, the current negotiation approach … Read Negotiating the Fiscal Crisis
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