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
When “fairness” is a distraction
Adapted from “Accept or Reject?” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
Negotiators usually have strong feelings about fairness. Unfortunately, … Read When “fairness” is a distraction
What should journalists and conflict management professionals learn from each other?
“In the Global Village, Can War Survive?” by Program on Negotiation managing director Susan G. Hackley looks at the work of journalists and conflict management professionals, two … Read This Post
NYTimes Article Highlights Kagan’s Dilemma at Harvard Law School
A New York Times article published May 6 highlights the dilemma Supreme Court nominee and former dean of Harvard Law School Elena Kagan faced over whether to … Read This Post
Mnookin Discusses Elena Kagan on NHPR
Professor Mnookin discusses Elena Kagan, Supreme Court nominee and former dean of Harvard Law School on New Hampshire Public Radio. Mnookin describes Kagan as a “remarkably gifted, … Read Mnookin Discusses Elena Kagan on NHPR
Mnookin interviewed about Kagan nomination
PON Chair, Robert Mnookin was interviewed yesterday about the nomination of former Harvard Law School Dean, Elena Kagan. Click here to read the article. … Read Mnookin interviewed about Kagan nomination
Great expectations?
Adapted from “Faulty Expectations,” first published in the Negotiation newsletter.
One of the most common, clear recommendations to emerge from negotiation literature is the need to consider the … Read Great expectations?
Gain greater leverage with sole suppliers
Adapted from “Negotiating with Sole Suppliers,” by David Lax (managing principal, Lax Sebenius LLC), first published in the Negotiation newsletter.
Negotiators often wonder how to do business with … Read Gain greater leverage with sole suppliers