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
Sreedhari Desai wins IACM Graduate Scholarship
Ms. Sreedhari Desai, the PON 2009-2010 Graduate Research Fellow, received the International Association for Conflict Management’s Graduate Scholarship award for two of her papers. The first, “Some … Read Sreedhari Desai wins IACM Graduate Scholarship
International Association for Conflict Management’s 23rd Annual Conference
In collaboration with the Program on Negotiation and other cosponsors, the 23rd annual International Association for Conflict Management conference will be held in Boston July 24-27. The … Read This Post
When peace breaks out
Adapted from “Framing a Negotiation to Foster Cooperation,” first published in the Negotiation newsletter.
Sometimes in negotiation, against all apparent odds, peace breaks out. Union leaders and management … Read When peace breaks out