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
Negotiation: Challenge or threat?
Adapted from “Do Attitudes Influence Results?” first published in the Negotiation newsletter, January 2007.
Many people consider negotiations to be stressful and threatening. Others view them as challenges … Read Negotiation: Challenge or threat?
Negotiating in three-dimensions
James Sebenius and David Lax, co-authors of 3D Negotiation, share their thoughts on why negotiation is a core skill for all managers in this interview with Martha … Read Negotiating in three-dimensions
Have you chosen the right counterpart?
Adapted from “Reach Your Target with Backward Mapping,” first published in the Negotiation newsletter, March 2010.
Here’s the problem: Your negotiation seems to be over before it has … Read Have you chosen the right counterpart?
Why it pays to build relationships
Adapted from “When Lose-Lose Wins,” first published in the Negotiation newsletter, August 2004.
Does negotiation research promote the creation of joint gain at the expense of relationship building? … Read Why it pays to build relationships
When you have all the power
Adapted from “The Danger of ‘Take It or Leave It,’” by Ian Larkin (professor, Harvard Business School), first published in the Negotiation newsletter, January 2010.
Imagine that one … Read When you have all the power