TONIGHT- Professor Robert Mnookin to be Featured on PBS
PON Chair, Professor Robert Mnookin will be featured on the PBS NewsHour tonight discussing his recent book, “Bargaining with the Devil: When to Negotiate, When to Fight.”
To … Read This Post
Set Yourself Up for Success
Adapted from “Do a 3-D Audit of Barriers to Agreement,” by James K. Sebenius (professor, Harvard Business School), first published in the Negotiation newsletter.
When talks stall, it’s … Read Set Yourself Up for Success
Social Comparisons In Ultimatum Bargaining
Author: Iris Bohnet, Professor of Public Policy, Harvard Kennedy School; director of the Women and Public Policy Program; associate director of the Harvard Decision Science
The effects of … Read Social Comparisons In Ultimatum Bargaining
The 2010 Great Negotiator
On September 27, 2010, Nobel Peace Prize recipient (2008) and former President of Finland (1994-2000) Martti Ahtisaari will be honored with the 2010 Great Negotiator Award by … Read The 2010 Great Negotiator
When Power Corrupts
Adapted from “Does Power Corrupt in Negotiation?” First published in the Negotiation newsletter.
How does power affect negotiators? In a study of hundreds of pairs of negotiators, researchers … Read When Power Corrupts
Get the Kinks Out
Adapted from “Should You Get the Kinks Out?” by Ian Larkin (professor, Harvard Business School), first published in the Negotiation newsletter.
You may have heard about the power … Read Get the Kinks Out
Caveat Emptor?
Adapted from “Fair Enough? An Ethical Fitness Quiz for Negotiators,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Imagine that you bought a … Read Caveat Emptor?
A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future
Author: Max Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School, author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises
Over … Read This Post
Choose Your Words
Adapted from “Metaphorical Negotiation,” first published in the Negotiation newsletter.
Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas … Read Choose Your Words
Offering Gifts—With Strings Attached
Adapted from “Give a Gift that Keeps on Giving (to You),” first published in the Negotiation newsletter.
It was the kind of windfall that would make any employee … Read Offering Gifts—With Strings Attached
Family Matters
Adapted from “All in the Family: Managing Business Disputes with Relatives,” by Frank E. A. Sander (professor, Harvard Law School) and Robert C. Bordone (professor, Harvard Law … Read Family Matters
The 900-pound Counterpart
Adapted from “Negotiating with a 900-pound Gorilla,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
Does your company ever have to negotiate … Read The 900-pound Counterpart