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, our fairness perceptions tend to be biased in a self-serving manner. Research has shown that, at the end of a negotiation, most people feel they were more cooperative … Read When “fairness” is a distraction 
“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 groups who operate in the demanding world of conflict, and suggests ways they could – and should – learn from each other. “Conflict management professionals should tell their … Read More
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 allow the military to recruit at Harvard Law School.
Professor Robert Mnookin, head of PON is quoted saying “Elena is very good at reading the lay of the land, … Read More
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, likeable person. She has a brilliant legal mind and is an extraordinarily capable leader.”
To listen to the full interview, click here. … Read Mnookin Discusses Elena Kagan on NHPR
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
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 other party’s decisions. Ample evidence shows that negotiators too often fail to think about the other negotiator or do so in a simplistic manner. Professors Kristina A. Diekmann … Read Great expectations?
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 sole suppliers who know they don’t have any real outside alternative and who take advantage of this. Without the power of a realistic best alternative to a negotiated … Read Gain greater leverage with sole suppliers
Adapted from “Handle with Care: Negotiating Strategic Alliances,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
Some business partnerships are more important than others. This is especially true in supply chains, where producers of key components can be irreplaceable.
Consider the relationship between two hypothetical companies, Brattlebury Corporation, which manufactures … Read Staying in touch with strategic partners
Adapted from “Anchors or Trial Balloons?”, first published in the Negotiation newsletter.
The power of anchors in negotiation has been demonstrated time and again. Sellers who demand more tend to get more. Indeed, the initial asking price is usually the best predictor of the final agreement.
A trio of researchers may have found an important exception … Read Dropping anchors
For many people, thinking about the role of power in negotiation can be paralyzing. In fact, the same people who are anxious about negotiating in general tend to be anxious about exerting their power during negotiation. Why? Perhaps because most of us realize that power, even when not explicitly discussed, is often the precipitating and … Read Powerful Thoughts
“The Future of Cuba, Cuban-Americans,
and the U.S. Government:
Reconciliation or War Crime Tribunals and Property Restitution?”
with
Jorge I. Dominguez
and
Anita Snow
Date: May 4, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-354*, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
*Please note this event is not in the usual room.
Speaker Bios
Jorge I. Domínguez is … Read More
Professor Guhan Subramanian was featured in Forbes India in April 2010. Professor Subramanian discusses his latest book Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace, which was published in February 2010.
Click here to read the full article.
Professor Subramanian will be teaching Advanced Negotiation: Deal Design and Implementation at the Harvard Negotiation Institute June 14-18. For … Read Prof. Guhan Subramanian featured in Forbes India
