The Enduring Power of Anchors
In past issues of Negotiation, we’ve reviewed the anchoring effect – the tendency for negotiators to be overly influenced by the other side’s opening bid, however arbitrary. … Read The Enduring Power of Anchors
When Umbrella Agreements Spring Leaks in Dispute Resolution
Negotiators tend to want the best of both worlds. When reaching an agreement, they want to nail down parties’ respective rights and responsibilities, but they also want … Read This Post
Crisis Negotiations – Rolling the Dice in Court
Going to trial, it’s said, is like rolling the dice. That proved true when an exasperated federal judge, the Honorable Gregory A. Presnell, ordered litigants to play … Read Crisis Negotiations – Rolling the Dice in Court
Conflict Management – Evenhanded Decision Making
As discussed in past articles, anchoring and framing can bias important decisions in negotiation. A buyer may make a more generous offer than she intended, for example, … Read Conflict Management – Evenhanded Decision Making
When More is Less
It’s an article of faith in negotiation that expanding the pie of value enhances the parties’ welfare. When there’s only one issue on the bargaining table, the … Read When More is Less
Announcing the 2012-2013 PON Graduate Research Fellows
The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research … Read This Post
Great Negotiator Award 2012
The Program on Negotiation at Harvard Law School, in conjunction with the Future of Diplomacy Project at Harvard Kennedy School, honored distinguished statesman and former Secretary of … Read Great Negotiator Award 2012
Goals Gone Wild
Max H. Bazerman sat down with Sean Silverthorne of Harvard Business School’s Working Knowledge to discuss goal setting and how to effectively set goals on an individual … Read Goals Gone Wild
Getting Off on the Wrong Foot
Sometimes negotiators get off on the wrong foot. Maybe you and your partner had a different understanding of your meeting time, or one of you makes a … Read Getting Off on the Wrong Foot
Yemeni Activist and Nobel Peace Prize winner Tawakkol Karman to speak at Harvard
The Program on Negotiation at Harvard Law School, in partnership with The Center for Public Leadership and the Institute of Politics at Harvard Kennedy School
invites the public … Read This Post
Specific versus Abstract Negotiation Skills Training
Researchers have argued that negotiators learn more from cases and real-world experiences when they can take away an abstract version of the lesson. Such abstractions come from … Read This Post
Taking ADR Too Far
More and more companies are inserting alternative dispute resolution (ADR) clauses in their contracts with customers and vendors, and even in agreements with their own employees. ADR … Read Taking ADR Too Far