To Negotiate or Not? That Is the Sometimes Agonizing Question
Tufts Magazine: Negotiating Life
By Jeswald Salacuse (Henry J. Braker Professor of Law, Fletcher School of Law and Diplomacy, Tufts University)
When involved in conflict, it is often difficult … Read This Post
Avoiding “Close Calls” in Negotiation
Adapted from “How ‘Close Calls’ Can Hurt You,” first published in the Negotiation newsletter, October 2009.
In the early 1990s, NASA managers and engineers were warned by an … Read Avoiding “Close Calls” in Negotiation
Negotiating ‘Sacred’ Issues
Adapted from “Break Down ‘Sacred’ Barriers to Agreement,” first published in the Negotiation newsletter, April 2009.
As negotiators, we’re trained to believe that almost every issue is ripe … Read Negotiating ‘Sacred’ Issues
Negotiation training leads to more effective water diplomacy
Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as … Read This Post
When Negotiation Trumps Procurement Auctions
Adapted from “Negotiations versus Auctions: New Advice for Buyers,” first published in the Negotiation newsletter, August 2007.
Economists have long advocated auctions as an effective means of increasing … Read When Negotiation Trumps Procurement Auctions
Adapting to Your Counterpart’s Style
Adapted from “Negotiating with Chameleons,” first published in the Negotiation newsletter, April 2007.
Like the title character in Woody Allen’s movie Zelig, some people smoothly adopt the manner … Read Adapting to Your Counterpart’s Style
Bye Bye Belgium?
The New York Times
Co-authored by Robert Mnookin (Samuel Williston Professor of Law, Harvard Law School; Chair, Program on Negotiation at Harvard Law School) and Alain Verbeke
Belgium’s days … Read Bye Bye Belgium?
Successful negotiation strategies lead to bright future for 2011 Stanley Cup Champion Boston Bruins
As Zdeno Chara, the captain of the Boston Bruins, hoisted the Stanley Cup at the conclusion of the 2011 Stanley Cup playoffs, fans could celebrate with abandon, … Read This Post
The Value of Satisfaction
What do people value when they negotiate? Research by professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of … Read The Value of Satisfaction
Consider the Setting
Adapted from “The Crucial First Five Minutes,” first published in the Negotiation newsletter, October 2007.
Your designated meeting place can have a critical impact on talks. When you … Read Consider the Setting
Build Your Bargaining Endowment
Adapted from “Want to Pull Ahead of the Competition?” by Michael Wheeler (Class of 1952 Professor of Management Practice, Harvard Business School), first published in the Negotiation … Read Build Your Bargaining Endowment
The Emerging Global Regime for Investment
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets … Read The Emerging Global Regime for Investment