Should You Go Dutch?

By on / Business Negotiations

Most everyday auctions are English: they begin with an opening bid, continue with ascending bids, and end when the bidding stops. But for some assets, the seller opens at a very high price, then moves down rather than up if all bidders are silent. … Read More 

Turn Vicious Cycles Into Virtuous Ones

By on / Business Negotiations

For decades, Hormel Foods and its employees enjoyed one of the most cooperative and productive labor-management relationships in the processed foods industry. But beginning in the late 1970s, when Hormel pushed for wage concessions, the company’s relationship with its workforce began to deteriorate, especially at the plant in Austin, Minn., the quiet “company town” where … Read More 

“Northern Ireland Peace Process: What Then, What Now, What Next?”

By on / Conflict Resolution

The Belfer Center for Science and International Affairs, the Minda de Gunzburg Center for European Studies, and Program on Negotiation
Present
The Right Honorable Shaun Woodward,MP
Secretary of State for Northern Ireland
on
“Northern Ireland Peace Process: What Then, What Now, What Next?”

Date: Wednesday, December 2nd
Place: Allison Dining Room, 5th Floor Taubman Building
Harvard Kennedy School Campus
Time: 10:30-11:45 … Read More 

Seeing the Middle East in a New Way: Films from the Abraham Path with William Ury

By on / Conflict Resolution, Daily, Dispute Resolution, Events, International Negotiation, PON Film Series

presents:

Seeing the Middle East in a New Way: Films from the Abraham Path

with William Ury

Tuesday, December 8, 2009
7:00PM
Ames Courtroom, Austin Hall
Harvard Law School Campus
Join the Program on Negotiation for a film screening and discussion about The Abraham Path (Masar Ibrahim al Khalil), a route of cultural tourism which follows the footsteps of Abraham/Ibrahim through the … Read More 

Making the first move

By on / Daily, Negotiation Skills

Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter.
Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to … Read More 

Why We Misjudge What’s Fair

By on / Business Negotiations

Researchers Frederick G. Banting and John Macleod were jointly awarded the Nobel Prize in 1923 for their partnership in the discovery of insulin. After receiving the prize, Banting publicly contended that Macleod, the head of their laboratory, had been more of a hindrance in the research than a help. For his part, Macleod, in speeches … Read More 

What Makes Negotiators Happy?

By on / Business Negotiations

The question above may seem silly. Getting more of what we care about seems the obvious answer. Yet negotiators often don’t know how to accurately assess a good outcome; instead, they rely on outside indicators to determine their satisfaction, for instance by comparing their outcomes to those of others. Your negotiated annual salary of $100,000 … Read More 

The Role of Track I actors in Reconciliation: The UN in Iraq

By on / Conflict Resolution, Daily, Events, International Negotiation, The Kelman Seminar

“The Role of Track I actors in Reconciliation: The UN in Iraq”

with

Eileen Babbitt

Date: December 8, 2009
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Second Floor, N-262 (Bowie Vernon Room), Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).

Speaker Bio
Eileen F. Babbitt is Professor of International Conflict Management Practice and Director of the International Negotiation … Read More 

PON saddened by the death of artist and Great Negotiator, Jeanne-Claude

By on / Daily, Events, Great Negotiator Award, Negotiation Skills, News

“The Program on Negotiation is deeply saddened to learn of the death of Jeanne-Claude, half of the dynamic and brilliant artistic partnership of Christo and Jeanne-Claude,” commented Robert H. Mnookin, Chair of the Program on Negotiation at Harvard Law School. “In September 2008, we honored Christo and Jeanne-Claude as the Program on Negotiation’s “Great Negotiators”. … Read More 

Friends of Negotiation Journal Gather to Celebrate its 25th Anniversary

By on / Daily

Friends of Negotiation Journal – current and former editors, advisory board members, frequent authors and reviewers, and Program on Negotiation stalwarts who were there at its founding – gathered last week at Harvard to celebrate the journal’s 25th year and 100th issue.

The event was hosted by journal editor Michael Wheeler and PON executive committee chair … Read More 

Is Your Agent Faulty?

By on / Business Negotiations

Top executive pay attorney Joseph Bachelder was representing a client who’d just been chosen as a company’s next CEO. After a first session with the board’s representative to hammer out a compensation package, Bachelder took his client aside and informed him that he would get everything he wanted from the negotiation, according to the Wall … Read More