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
A fast food chain in your historic town?
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a two-team, multi-issue negotiation between representatives … Read A fast food chain in your historic town?
Reconciling differences for a joint venture
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.The following role simulation is a two-party, four-issue negotiation between representatives of … Read Reconciling differences for a joint venture
Occupational safety
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a six-person integrative negotiation among representatives … Read Occupational safety
A professor’s missing manuscript
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a two-party short awareness-building exercise in … Read A professor’s missing manuscript
Pharma talks
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a three-party, multi-issue contract negotiation among … Read Pharma talks
Ehud Eiran interviewed about Gaza Flotilla
Ehud Eiran, an affiliate of the Program on Negotiation and former fellow who is currently a research fellow at the Belfer Center for Science and International Affairs … Read Ehud Eiran interviewed about Gaza Flotilla