Adapted from “Negotiating with Regulators,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
When preparing to launch new products, plans, and innovations, an organization often must apply for licenses, permits, and other types of regulatory approvals from government agencies. Thankfully, even the most elaborate application processes allow individual regulators a … Read Dealing With the Government 
PON affiliated professor Brian Mandell was interviewed for an article on the Harvard Kennedy School homepage today discussing his intersession course, Advanced Workshop in Multiparty Negotiation and Conflict Resolution. Click here to read the full article.
“The class — of which the objective is to develop the next generation of master negotiators — is structured so … Read Prof Mandell Featured on Kennedy School Website
PON Professor James Sebenius answers these critical questions during an interview before last month’s Executive Education classes:
Why is it so important for managers and business people to become skilled negotiators?
Why is preparation and set up so important in negotiations?
Why do you enjoy teaching students in Executive Education courses?
To watch more PON Videos, click here.
To watch … Read Video of Professor Sebenius
Associated Press
The NFL is negotiating with the players’ union to accept a new labor agreement that would include an 18-game season in 2011. The NFL’s lead negotiator said talks are focused on the extended season, economics, the rookie salary system and free-agency rules. With the current agreement expiring in March, both sides acknowledge their responsibility … Read Negotiating Next Year’s Football Season
This event has been canceled due to inclement weather.
The Women and Public Policy Program and the
Center for Public Leadership in coordination with
IGA 308M: Inclusive Security present:
“The Difference Difference Makes in Mediation”
Date: January 12, 2011
Time: 6:00PM
Location: JFK Jr. Forum
Littauer Building, 1st Floor
John F. Kennedy School of Government
Harvard University
79 JFK Street
Cambridge, MA 02138
This event is free and … Read More
Adapted from “Why Your Next Negotiation Power Trip Could Backfire,” first published in the Negotiation newsletter.
Powerful negotiators generally don’t devote enough time to considering the other side’s point of view, Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee have written in Negotiation. As a consequence, the powerful may fail … Read A Powerful Strike-out
Adapted from “Helping Your Adversary to Let Go,” first published in the Negotiation newsletter.
Why is it that so many lawsuits aren’t settled until the parties reach the courthouse steps?
Sometimes the reason is strategic: each side may be waiting for the other to blink first. Dwight Golann, a legal scholar and veteran mediator, has identified another … Read Let Go of Lawsuits
Adapted from “What Divides You May Unite You,” by James K. Sebenius (professor, Harvard Business School), first published in the Negotiation newsletter.
Mark Twain once quipped that “it is differences of opinion that make horse races.” Along these lines, differences in beliefs about how future events will unfold—what a key price will be, whether a technology … Read Agreeing to Disagree
In this video, PON Professor Lawrence Susskind discusses compensatory payments made after the Gulf Oil Spill at an event held at the MIT Museum. Click read more to watch the full video on the PON site.
To watch this video on the MIT World website, click here. … Read Negotiating the Gulf Disaster Video
Michael Wheeler (MBA Class of 1952 Professor of Management Practice, Harvard Business School)
Studies show that our hunches about when people are being honest aren’t much better than a coin toss. In this article, Michael Wheeler reveals six strategies for distinguishing lies from truth in a negotiation.
Read More … Read Is That Really Your Best Offer?
Adapted from “Will Your Emotions Get the Upper Hand?” first published in the Negotiation newsletter.
Angry individuals approach situations with confidence, a sense of control, and negative thoughts about others. In negotiation, these tendencies can trigger overconfidence, unrealistic optimism, and aggression, yet they buffer decision makers from indecision, risk aversion, and overanalysis, write professors Jennifer … Read The Upside of Anger
Adapted from “What Divides You Can Unite You,” by Susan Hackley (managing director, Program on Negotiation), first published in the Negotiation newsletter.
When we think about negotiating with people from other cultures, we tend to think globally: how might differences in nationality or race affect our bargaining outcomes? But cultural differences can also be local, existing … Read Bridging the Gap Between Groups
