Adapted from “Learn to Negotiate with an Open Mind,” first published in the Negotiation newsletter.
After wrapping up a difficult negotiation, it’s tempting to forget about it and move on. The regret triggered by counterfactual thinking, or reflections on “what might have been,” can be so painful that many people will do whatever they can to … Read Should You Dwell on Past Negotiation Outcomes? 
Adapted from “Stubborn or Irrational? How to Cope with a Difficult Negotiating Partner,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
Suppose you’re an experienced salesperson entering into negotiations for a contract renewal with a company you’ve successfully done business with for years. Recently, your counterpart at the other company … Read Dealing With a Stubborn Counterpart
“Understanding public protests in Egypt and Iran: What is similar, what is different”
with
Hoochang Chehabi
and
Nazila Fathi
Date: February 22, 2011
Time: 4:00-6:00 PM
Where: Knafel Building, 1737 Cambridge Street,
Bowie Vernon Room (Room N-262), Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Houchang Chehabi is Professor of International Relations and History at Boston University. He specializes in Middle … Read More
Michael Wheeler (MBA Class of 1952 Professor of Management Practice, Harvard Business School)
When a volatile situation threatens to derail your negotiation, drawing lessons from the military can be useful. In this article, the author explains three strategies to give you a decided advantage.
Read More … Read Negotiating When the Rules Suddenly Change
This negotiation video is a segment taken from PON’s “Negotiation Pedagogy Series, Part 2.” MIT Professor Lawrence Susskind uses the case “Teflex Products” to teach an Executive Education Seminar on how to deal with an angry public.
To watch more PON Videos, click here.
To watch PON videos on YouTube, click here. … Read More
“The Longest War: Challenges and Negotiation
Strategies in Afghanistan”
with
Hassina Sherjan and Michael O’Hanlon
co-authors of “Toughing It Out In Afghanistan”
Date: February 18, 2011
Time: 12:00PM to 1:30PM
Where: Hauser Hall, Room 105, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.
Click here for a campus map.
About the Speakers
Hassina Sherjan is the president of Aid … Read More
Adapted from “Transferring Negotiation Knowledge,” first published in the Negotiation newsletter.
After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. … Read Putting Negotiation Training to Work
“Hamas, Hezbollah, and the Muslim Brotherhood-
Obstacles to Peace in the Middle East or Opportunities?”
with
Robert Pastor
Date: February 15, 2011
Time: 12:00PM to 1:30PM
Where: Pound Hall, Room 202, Harvard Law School Campus
The foreign policy of the United States and its allies have been based on the premise that all three organizations are immutable threats to … Read More
Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter.
Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania.
Why might negotiators be more … Read Avoid the Green-eyed Monster
Adapted from “Speaking the Same Language,” first published in the Negotiation newsletter.
Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens–a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable.
Professor Linda Putnam, a communications scholar at Texas A&M University, … Read Looking for a Breakthrough
Adapted from “How to Negotiate Successfully Online,” by Kathleen L. McGinn (professor, Harvard Business School) and Eric J. Wilson (Cogos Consulting), first published in the Negotiation newsletter.
The intricacies of electronic negotiation can be dizzying. You’re likely to find yourself communicating with numerous people you’ve never met about issues you each value differently, and you all … Read Negotiating Online? Meet Face to Face First
Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; co-author of Built to Win, Breaking Robert’s Rules and Breaking the Impasse)
Putting a dispute handling system in place has been shown to eliminate many disagreements or misunderstandings. So why are some industries reluctant to do so? In this posting, the author … Read Dispute Prevention: It’s a Good Idea, Right?
