Adapted from “Strategies for Overcoming E-Mail’s Weaknesses,” first published in the Negotiation newsletter.
Negotiators communicating via e-mail can easily be blinded to the medium’s pitfalls. In her research, professor Janice Nadler of Northwestern University Law School confirms that the “impoverished” nature of e-mail—its dearth of physical, social, and vocal cues—often leads to misunderstandings, ambiguous messages, and … Read Improve Your Online Negotiation Results 
Adapted from “Closing the Deal,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
You’ve followed the negotiation guidebooks to a T, uncovered the parties’ key interests, brainstormed creative solutions, and even developed good rapport with your counterpart. You’ve done everything right…but you still don’t have agreement.
How do you turn the other … Read How to Turn a Maybe Into a Yes
“Taking stock of Cambodia 20 years after the Paris Peace Agreement”
with
Kevin Doyle
and
Stephen Marks
Date: February 1, 2011
Time: 4:00-6:00 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-262, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Kevin Doyle is the editor-in-chief of The Cambodia Daily newspaper in Phnom Penh where he has … Read More
Robert Mnookin (Samuel Williston Professor of Law, Harvard Law School)
As a negotiator, you have to deal with the devil (someone not trustworthy) sometimes. Should you make a deal or fight? In this article, the author recommends asking five questions to help you decide which course to pursue.
Read more. … Read More
Adapted from “Will Your Proposals Hit the Mark?” First published in the Negotiation newsletter.
In negotiation, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be the most effective way to get to “yes.”
Let’s look at another story about consumer behavior, as described by Itamar Simonson of Stanford’s … Read Let Them Compare and Contrast
The Program on Negotiation Spring 2011 Events Calendar:
February 1: Herbert C. Kelman Seminar on International Conflict Analysis and Resolution, Negotiation, Conflict and the News Media: Cambodia, Kevin Doyle and Steve Marks, 4:00pm-6:00pm
February 15: Brown Bag Lunch Series: Hamas, Hezbollah, and the Muslim Brotherhood – Obstacles to Peace in the … Read More
Adapted from “Negotiating Sacred Issues,” first published in the Negotiation newsletter.
In a classic New Yorker cartoon, a dinner guest shows up for the party, hands the host a $20 bill, and announces that this was the amount he had planned to spend on a bottle of wine before he ran out of time. Negotiation buffs … Read Is the Issue Really Sacred?
Adapted from “The High Cost of Low Focus,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter.
Has someone (perhaps a significant other) ever told you that you’ve previously seen or heard something that you don’t recall? When someone says, “I already told you that!” in exasperation, do you assume that … Read When Focus Comes at a Price
The Conflict Prevention and Resolution Institute (CPR) selected the Harvard Negotiation and Mediation Clinical Program (HNMCP) to be the recipient of its 2010 Problem Solving in the Law School Curriculum Award at its annual awards banquet on January 11, 2011 at the New York offices of Fulbright & Jaworski LLP. The clinic’s director and founder, … Read More
Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)
(An excerpt from the book Negotiation Genius by Deepak Malhotra and Max H. Bazerman)
When conflicting interests are involved, none of us is immune from the effects of personal or professional bias. In … Read Conflicts of Interest
Adapted from “Telling Time in Different Cultures,” first published in the Negotiation newsletter.
Despite the bloody conflicts in the Middle East, people of goodwill from both Arab and Western nations earnestly seek to collaborate in diplomatic and business transactions. An article by Ilai Alon of Tel Aviv University and Jeanne Brett of Northwestern, however, cautions that … Read The Right Time to Negotiate
Adapted from “The Surprising Benefits of Conflict in Negotiating Teams,” first published in the Negotiation newsletter.
In December 2008, incoming U.S. president Barack Obama created a stir by appointing Senator Hillary Clinton, his bitter opponent for the Democratic nomination, to be his secretary of state. Could Obama expect loyalty from someone he had traded barbs with … Read When Teams Work
