Making room for intuition in negotiation
Adapted from “The Heat of the Moment,” first published in the Negotiation newsletter, January 2007.
Imagine that after ample preparation and weeks of negotiations with three potential vendors, … Read Making room for intuition in negotiation
When negotiation goals backfire
Adapted from “Managers: Think Twice Before Setting Negotiation Goals,” first published in the Negotiation newsletter, May 2009.
In the years leading up to its collapse, energy-trading company Enron … Read When negotiation goals backfire
Herbert Kelman and the Pursuit of a Two-State Solution
Many PON-affiliated faculty have been at the forefront of scholarship and policy on Middle East issues. Herbert Kelman, Professor of Social Ethics, Emeritus, at Harvard University, has … Read This Post
Conflict management from the start
Adapted from “Before You Sign on the Dotted Line…”first published in the Negotiation newsletter, May 2009.
After reaching an agreement, professionals often rely on their lawyers to draw … Read Conflict management from the start
Negotiating: Five things you need to know
Jeswald W. Salacuse, the Henry J. Braker Professor of Law at the Fletcher School
Negotiation skills are an essential part of life – and can be applied in … Read Negotiating: Five things you need to know
Bargaining with the Devil:
Strategies and Techniques for Negotiating with Tough Opponents
Bargaining with the Devil
A PON Webinar
with
Professor Robert Mnookin
Samuel Williston Professor of Law, Harvard Law School
Chair, Program on Negotiation Executive Committee
Date: Tuesday, October 4, 2011
Time: 1:00 PM to … Read This Post
The link between happiness and negotiation success
Adapted from “How Mood Affects Negotiator Trust,” first published in the Negotiation newsletter, September 2006.
Social psychologists are learning a great deal about the connections among emotions, negotiation … Read This Post
Have you negotiated the authority you need?
Adapted from “Great Deal—But How Will It Play at the Office?” by Jeswald W. Salacuse (professor, Tufts University), first published in the Negotiation newsletter, October 2006.
Deal or no-deal in the Middle East: three forces leading to a deadly collision
In June 2011, Professor James Sebenius analyzed three ominous forces in this article for Power and Policy.
On May 15, 2011, thousands of Palestinians rushed Israel’s Syrian and … Read This Post
2011 Program on Negotiation Fall Open House
Interested in negotiation and conflict resolution?
Come to the Program on Negotiation Open House!
The open house will begin at 6:30pm on Monday, October 3rd in the PON Library, … Read 2011 Program on Negotiation Fall Open House
Negotiating among friends
Adapted from “Pick the Right Negotiating Team,” first published in the Negotiation newsletter, November 2007.
We’ve all seen teams and work groups implode under the stress of … Read Negotiating among friends
Defend yourself against deception
Adapted from “Are You Prepared for Dirty Tricks?” first published in the Negotiation newsletter, August 2010.
Should you simply refuse to negotiate with someone you know has … Read Defend yourself against deception