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
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