Divorce Negotiations
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Trask Divorce is a two-party, multi-issue negotiation between lawyers representing … Read Divorce Negotiations
Making and Using Films to Teach Negotiation
Access to multimedia content is rapidly increasing throughout the world, with videos and short clips permeating our daily life – whether in gas stations, on ATMs, cell … Read Making and Using Films to Teach Negotiation
Announcing the 2010-2011 PON Graduate Research Fellows
The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research … Read This Post
When incentives strike out
Adapted from “Managers: Think Twice before Setting Negotiation Goals,” first published in the Negotiation newsletter.
The next time you’re tempted to dangle performance incentives in front of your … Read When incentives strike out
Know your rights!
Adapted from “Matching Rights: A Boon to Both Sides,” by Guhan Subramanian (professor, Harvard Business School and Harvard Law School), first published in the Negotiation newsletter.
Teams across cultures
Adapted from “Team Negotiating: Strength in Numbers?”, first published in the Negotiation newsletter.
According to conventional wisdom, when it comes to negotiation, there’s strength in numbers. Indeed, several … Read Teams across cultures
After the deal is inked
Adapted from “Uncover Hidden Value with a Post-settlement Settlement,” first published in the Negotiation newsletter.
You’ve reached an agreement that you find satisfactory and your counterpart does as … Read After the deal is inked
Get the sequence right
Adapted from “Set off a Chain Reaction,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Artful sequencing in negotiation means lining up … Read Get the sequence right
How entitled are you?
Adapted from “Entitlement in Negotiation,” first published in the Negotiation newsletter.
Simon Gachter of the University of St. Gallen in Switzerland and Arno Riedl of the University of … Read How entitled are you?
NY Times asks Harvard’s Associate Professor Hannah Riley Bowles about women and salary negotiation
Women need to take the initiative in asking for a raise, Associate Professor Hannah Riley Bowles at the Harvard Kennedy School explains in a New … Read This Post
Aim high…or not?
Adapted from “How High Should You Aim?”, first published in the Negotiation newsletter.
Research shows that moderately difficult goals can energize people and increase their performance. In negotiation, … Read Aim high…or not?
A nudge in the right direction
Adapted from the Negotiation newsletter.
A bank in the Philippines started a program that encouraged would-be nonsmokers to open savings accounts and, for six months, deposit the amount … Read A nudge in the right direction