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
Questioning threats
Adapted from “How to Defuse Threats at the Bargaining Table,” by Katie A. Liljenquist (professor, Brigham Young University) and Adam D. Galinsky (professor, Northwestern University), first published … Read Questioning threats
The negotiating QB
Adapted from “The Brett Favre Trade: A Win-win Deal in a Win-lose Game,” first published in the Negotiation newsletter.
In the middle of the National Football League’s off-season, … Read The negotiating QB
Opening students up to negotiation
Working It Out is a 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation. Written by Getting to YES co-author Roger Fisher and Difficult … Read Opening students up to negotiation
Cross-cultural negotiations
Culture-along with many other variables-often affects international negotiations. The book Culture and Negotiation focuses on the distinctive impact of culture, both in creating unexpected opportunities for dispute … Read Cross-cultural negotiations
Smoking out liars
Adapted from “How Body Language Affects Negotiation,” first published in the Negotiation newsletter.
In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully … Read Smoking out liars
Negotiation or an auction?
Adapted from “Negotiations Versus Auctions in Procurement,” first published in the Negotiation newsletter.
When developing procurement contracts, when should you hold an auction, and when should you negotiate? … Read Negotiation or an auction?
Make your threat more credible
Adapted from “Making Threats Credible,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
While the stakes are usually lower, negotiation often resembles a … Read Make your threat more credible
Advertising at a charity walk
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Ocean Splash is a two-party, two-issue scoreable negotiation between a charity … Read Advertising at a charity walk
Gravel quarry or hiking grounds?
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Rockwell Quarry is a five-party, multi-issue negotiation among elected officials, property … Read Gravel quarry or hiking grounds?
Budget turmoil inside a hospital
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Negotiating Budget Cuts at Newtowne Hospital is a six-person negotiation among … Read Budget turmoil inside a hospital