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
Sreedhari Desai Featured on Harvard Business School Website
Sreedhari Desai, the PON 2009-2010 Graduate Research Fellow was featured on the Harvard Business School website this week discussing her paper “When Executives Rake in Millions: Meanness … Read This Post
Multiparty Negotiation wins IACM Outstanding Book Award
Multiparty Negotiation by Lawrence Susskind and Larry Crump (2008) won the International Association for Conflict Management’s 2008-2009 Outstanding Book Award at the 23rd annual IACM Conference last … Read This Post
When Emotions Converge
Adapted from “I Know Exactly How You Feel,” first published in the Negotiation newsletter.
Theorists have long distinguished one-shot deals from repeated negotiations. People who know they’ll never … Read When Emotions Converge
Expand the Pie with Matching Rights
Adapted from “Create Value with Matching Rights,” first published in the Negotiation newsletter.
The problem: You and your counterpart have different ideas about how much freedom you should … Read Expand the Pie with Matching Rights
The Power of Vivid Data
Adapted from “What’s Really Relevant? The Role of Vivid Data in Negotiation,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter.
Students at … Read The Power of Vivid Data