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
Accentuate the Positive
Adapted from “Promote the Positive or Minimize the Negative?” First published in the Negotiation newsletter.
Tory Higgins, a social psychologist, and his colleagues Lorraine Chen Idson and Nira … Read Accentuate the Positive
Keeping Your Options Alive
Adapted from “Better or Best: Keeping Your Options Open,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Jim, a well-regarded residential developer operating … Read Keeping Your Options Alive
When Does Personality Matter?
Adapted from “When Tough Talk Is Beside the Point,” by Hal Movius (instructor, The Program on Technology Negotiation, Program on Negotiation, Harvard Law School), first published in … Read When Does Personality Matter?
Profiting from Collaboration
CNBC’s television series Collaboration Now featured Professor Deepak Malhotra discussing how successful collaboration can help companies overcome barriers that are holding them back and meet the needs … Read Profiting from Collaboration
Jeswald Salacuse Article Published in International Negotiation Journal
Jeswald Salacuse’s article Teaching International Business Negotiation: Reflections on Three Decades of Experience was published in International Negotiation, Volume 15, Number 2. The full article can be … Read This Post