Recent Posts

Mediating disputes on the job

By on / Daily, Mediation

Adapted from “Resolve Employee Conflicts with Mediation Techniques,” first published in the Negotiation newsletter.

If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a … Read More 

Choosing a mediator

By on / Daily, Mediation

Adapted from “Beyond Blame: Choosing a Mediator,” by Stephen B. Goldberg (professor, Northwestern University), first published in the Negotiation newsletter.

When a negotiation escalates into a dispute, most managers understand the value of seeking out a mediator for professional assistance with the matter. The question of whom to hire, however, is less clear-cut. What type of … Read More 

Professor Guhan Subramanian featured in TheDeal.com

By on / Business Negotiations, Daily, Resources, Reviews of Books

Guhan Subramanian is one of the most prominent — and ambitious — legal academics of his generation. The 39-year-old is the only person who’s ever held tenured positions at Harvard’s law and business schools, and on the side he advises companies on M&A and corporate governance. After authoring numerous academic papers and a corporate law … Read More 

Should You Trust Your Agent?

By on / Business Negotiations

You’ve found a beautiful condo that you’d like to call your own. You conduct a thorough assess¬ment of its value and identify several other ap¬pealing properties in the same neighborhood and price range. Believing you’ve found the magic bid, you phone your real-estate agent. … Read More 

Join PON to Celebrate the Publication of Professor Robert Mnookin’s New Book “Bargaining with the Devil”

By on / Daily, Events

On Thursday, February 4, 2010, join us to celebrate the publication of Professor Robert Mnookin’s new book Bargaining with the Devil: When to Negotiate, When to Fight. This event is co-sponsored by Harvard Law School, the Program on Negotiation, and Facing History and Ourselves.

The evening will begin with a reception at 5:30 PM in Ropes … Read More 

Gender matters

By on / Negotiation Skills

Adapted from “Gender Assertiveness and Implicit Sexism,” first published in the Negotiation newsletter.
Most gender research in negotiation has examined differences between women and men, such as the tendency of women to be more anxious about the process and to set lower aspirations than men. The question of how people react to female negotiators versus … Read More 

Are you afraid of commitment?

By on / Daily, Negotiation Skills

Adapted from “Overcoming Stage Fright: How to Prepare for a Negotiation,” by Michael Wheeler (Professor, Harvard Business School), first published in the Negotiation newsletter.

Many negotiators grow anxious as they approach the bargaining table, a reaction that puts them in good company with other distinguished professionals. Laurence Olivier’s stage fright almost ended his acting … Read More 

Learning from the Soda Wars

By on / Business Negotiations

This past November, in an unusual move, Costco, the largest wholesale club in the United States, removed Coca-Cola products from its shelves and posted messages telling shoppers that Coke products would not be available until the company lowered its prices. … Read More 

Business Negotiations: Spoiler Alert!

By on / Business Negotiations

At one time or another, most of us have confronted a fellow negotiator who seemed intent on blocking even our most reasonable requests and actions. This was the situation faced by Alexis, the CIO at a midsize publishing company. Phil, the company’s CEO, hired Alexis to create an online information system tailored to the needs … Read More 

New Live-Mediation Teaching Video Available for Purchase

By on / Daily, Mediation, Pedagogy at PON

What Makes a Good Mediator?

In preparation for last May’s Mediation Pedagogy Conference at Harvard Law School, NP@PON produced a video of an actual landlord-tenant small claims mediation – from start to finish, including side-bar conversations. It is rare that actual (as opposed to staged or acted) mediations are available for instructional purposes. The mediator in this case is Charles … Read More 

To Avoid Disaster, Plan Ahead

By on / Business Negotiations

In the midst of the recent financial crisis, accusations of greed on Wall Street have sounded across the globe. Greed may be a significant factor in the collapse of credit markets, but it’s not the only one. Overlooked in cries to punish the “bad apples” is the role of a mistake that virtually all negotiators … Read More 

Insights from a Communication and Negotiation Conference: The Benefits of Not Knowing

By on / Daily, Negotiation Skills, Pedagogy at PON

An Experiment: Exploring Interdisciplinary Linkages between Negotiation and Communication Studies

What would negotiation pedagogy look like if we focused more on the core meanings and practices of communication? How can understanding the underpinnings of communication – the components of conversation and the exchange of meaning – help us understand and improve our negotiations? The weekend of … Read More