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
Great Negotiator Schedule Announced
Drafts of the case studies of President Martti Ahtisaari’s work in Aceh and Kosovo are available for review in order to prepare for this year’s Great Negotiator … Read Great Negotiator Schedule Announced
Shakespeare and Negotiation
“Shakespeare and Negotiation”
with
Leo Smyth
A not-too-serious concoction of Readings and Reflections on some Shakespearean ideas about the handling of disputes.
Date: September 21, 2010
Time: 12:00PM to 1:00PM
Where: Pound … Read Shakespeare and Negotiation
Should You Ignore a Threat
Adapted from “Threat Response at the Bargaining Table,” first published in the Negotiation newsletter.
Consider how you would respond to threats and ultimatums such as these during a … Read Should You Ignore a Threat
“International Finance and How It Affects the Negotiation of Global Conflicts”
“International Finance and How It Affects the Negotiation of Global Conflicts”
with
Loch Adamson
and
Richard Parker
Date: September 21, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International … Read This Post
Find Strength in Numbers
Adapted from “Make Your Weak Position Strong,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
A common complaint among managers and executives who … Read Find Strength in Numbers
Conquering the Challenges in the Toughest Negotiations
Negotiating with an adversary you don’t trust or who you think may be out to harm you requires a special set of skills. Your tone and language … Read This Post
Don’t Be Cursed
Adapted from “How to Win an Auction—and Avoid the Sinking Feeling that You Overbid,” first published in the Negotiation newsletter.
Imagine that at the beginning of class, a … Read Don’t Be Cursed
Getting to No
Adapted from “When You Mean No, Say So!” first published in the Negotiation newsletter.
Too often, we say yes when we shouldn’t. Wanting to be team players at … Read Getting to No