Don’t Just Do the Math
Adapted from “Do the Numbers Get in Your Way?” by Brian J. Hall (professor, Harvard Business School) and P. Trent Staats (vice president, Verenium Corp.), first published … Read Don’t Just Do the Math
Great Negotiator Award Featured in Harvard Crimson
President Martti Ahtisaari, former President of Finland and Nobel Peace Prize Recipient, was presented the Great Negotiator Award by the Program on Negotiation and the Future of … Read This Post
The Curse of Knowledge
Adapted from “When You Assume Too Much,” first published in the Negotiation newsletter.
Decision makers often overlook others’ viewpoints. When we do take others’ thinking into account, we … Read The Curse of Knowledge
Negotiate with Your Kids?
Adapted from “Negotiate Better Relationships with Your Children,” first published in the Negotiation newsletter.
Getting a good night’s sleep and eating a healthy dinner might seem like obvious … Read Negotiate with Your Kids?
Keep it Out of Court
Adapted from “Turn Disputes into Deals,” by by Robert H. Mnookin (professor, Harvard Law School) first published in the Negotiation newsletter.
In 1982, writer and movie producer Art … Read Keep it Out of Court
Make Compensatory Payments in the Gulf Coast NOW!
Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the … Read Make Compensatory Payments in the Gulf Coast NOW!
Former President Martti Ahtisaari honored with Great Negotiator Award!
The Program on Negotiation at Harvard Law School Will Honor Former President of Finland Martti Ahtisaari with the 2010 Great Negotiator Award
Co-sponsored with the Future of Diplomacy … Read This Post
Mirror, Mirror
Adapted from “The View from the Other Side of the Table,” by Adam D. Galinsky (Northwestern University), William W. Maddux (professor, INSEAD), and Gillian Ku (professor, London … Read Mirror, Mirror
Are Your Talks too Complex?
Adapted from “When More Is Less,” first published in the Negotiation newsletter.
It’s an article of faith in negotiation that expanding the pie of value enhances parties’ welfare. … Read Are Your Talks too Complex?
Negotiating for Career Satisfaction
Adapted from “Beyond Salary: Negotiating for Job Satisfaction and Success,” first published in the Negotiation newsletter.
Most people enter employment negotiations assuming that compensation and benefits are the … Read Negotiating for Career Satisfaction
A World of Difference: How Culture Affects Negotiating Style
Tufts Magazine, Tufts University: Negotiating Life
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The … Read This Post
Jeswald Salacuse Article Published in Tufts Magazine
Jeswald Salacuse published a column in the Summer 2010 issue of Tufts Magazine.
His article suggests that weaker parties can:
Build relationships with third parties
Develop alternatives
Use linkage
Take initiative
Divide and … Read This Post