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
When the Sexes Face Off
Adapted from “Battles of the Sexes,” first published in the Negotiation newsletter.
What happens when men and women compete with one another for scarce resources? In a fascinating … Read When the Sexes Face Off
Are You Overlooking Mediation?
Adapted from “Why Aren’t Mediation and Arbitration More Popular?” First published in the Negotiation newsletter.
Many scholars have noted that the business community would greatly benefit from third-party … Read Are You Overlooking Mediation?
Choosing Your Next Relationship
Adapted from “For Better or Worse: How Relationships Affect Negotiations,” by Kathleen L. McGinn (professor, Harvard Business School), first published in the Negotiation newsletter.
Six years ago, Esther … Read Choosing Your Next Relationship
Making Time for Relationships
Adapted from “Leverage Time to Your Advantage,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
Businesspeople often make the mistake of beginning negotiations … Read Making Time for Relationships
What Exactly Are You Saying?
Adapted from “The Perils of Powerful Speech,” first published in the Negotiation newsletter.
Death to modifiers! All hail the active verb. Be succinct.
Those are Strunk and White’s commandments … Read What Exactly Are You Saying?
Think Fast!
Adapted from “What Negotiators Can Learn from Improv Comedy,” by Lakshmi Balachandra (lecturer, MIT Sloan School of Management) and Michael Wheeler (professor, Harvard Business School), first published … Read Think Fast!
Check Your Impulses
Adapted from “Fickle Intuition,” first published in the Negotiation newsletter.
When it comes to trusting others, negotiators often rely on their gut instincts. Recent studies indicate, however, that … Read Check Your Impulses