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.
Who are the founders of PON?
The Program on Negotiation (PON) is the world’s first teaching and research center dedicated to negotiation, and its founders are among the true pioneers in the field. … Read Who are the founders of PON?
Pick the Right Agent
So, you’ve decided to use an agent in your next negotiation. Now what?
It’s important not to rush headlong into the process of choosing an agent—picking the first … Read Pick the Right Agent
Compare and contrast
Adapted from “What Makes Negotiators Happy?” First published in the Negotiation newsletter.
We all know that people have a strong need to compare their outcomes with those of … Read Compare and contrast
Afghanistan: How to end the violent conflict and promote reconciliation
“Afghanistan: How to end violent conflict and promote reconciliation.”
with
Ambassador Peter Galbraith
Date: April 13, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room … Read This Post
The threat of bad publicity
Adapted from “Driving the Deal Home,” first published in the Negotiation newsletter.
Having trouble convincing someone to follow through on a promise? Borrow a page from the National … Read The threat of bad publicity
“Are We Exclusive?”
Ron McAfee, a carpenter and roofing expert, spent considerable time working with a condominium association on the design of a new roof deck. After gaining agreement on … Read “Are We Exclusive?”
Eyeing the Competition
Ford vs. GM. Coke vs. Pepsi. Oxford vs. Cambridge. These famous rivalries remind us that the top two achievers in a given realm often compete fiercely with … Read Eyeing the Competition
The Brazilian Experience on Dispute Systems Design (DSD): the TAM and Air France cases
“The Brazilian Experience on Dispute Systems Design (DSD): the TAM and Air France cases”
with
Diego Faleck (LL.M. ’06),
Chief of Staff of the Secretariat of Economic Law of … Read This Post
Prof. Robert Mnookin featured in Harvard Gazette
Professor Robert Mnookin was featured in the print version of the Harvard Gazette in February 2010. Prof. Mnookin’s new book, “Bargaining with the Devil: When to Negotiate, … Read Prof. Robert Mnookin featured in Harvard Gazette