Staying in touch with strategic partners
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 … Read Staying in touch with strategic partners
Dropping anchors
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 … Read Dropping anchors
Powerful Thoughts
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 … Read Powerful Thoughts
“The Future of Cuba, Cuban-Americans, and the U.S. Government: Reconciliation or War Crime Tribunals and Property Restitution?”
“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, … Read This Post
Prof. Guhan Subramanian featured in Forbes India
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 … Read Prof. Guhan Subramanian featured in Forbes India
When women make good agents
Adapted from “When Does Gender Matter in Negotiation?” by Dina W. Pradel (vice president, Y2M), Hannah Riley Bowles (professor, Harvard Kennedy School), and Kathleen L. Mcginn (professor, … Read When women make good agents
Too much commitment?
Adapted from “Are You Overly Committed to the Deal?” First published in the Negotiation newsletter.
A telecommuter hires a carpenter to build a workstation for her home … Read Too much commitment?
Overestimating our resolve
Adapted from “Predicting Your Response to Conflict,” first published in the Negotiation newsletter.
Imagine an upcoming negotiation. How will you respond if your opponent seems bent … Read Overestimating our resolve
Winners of Harvard Law School’s 57th annual Williston Competition Announced
Winners of Harvard Law School’s 57th annual Williston Competition, Harvard’s annual contract negotiation and drafting competition for first-year law students, were announced on Monday, April 5.
This year’s … Read This Post
Fine-Tuning Your Contract
When negotiators sign on the dotted line, they sometimes worry about the wrong concerns. “Did I overpay?” wonders the buyer as he inks the sales agreement. Across … Read Fine-Tuning Your Contract
Beware Your Lawyer’s Biases
Parties in litigation are often overly optimistic about their chances of winning in court. This tendency reduces the bargaining range for settlement because one or both parties … Read Beware Your Lawyer’s Biases
A second look at snap decisions
Adapted from “It’s Not Intuitive: Strategies for Negotiating More Rationally,” by Max H. Bazerman and Deepak Malhotra (professors, Harvard Business School), first published in the Negotiation newsletter.