How to Lighten Your Burdens
For decades, General Electric (GE) and the Environmental Protection Agency sparred over who would pay for the removal of PCBs, or polychlorinated biphenyls, that GE had discharged … Read How to Lighten Your Burdens
Handling Shady Dealers
In 2004, U.S. Air Force procurement officer Darleen Druyun was sentenced to nine months in prison on corruption charges after it was discovered that she had favored … Read Handling Shady Dealers
Make more out of less
Adapted from “When More Is Less,” first published in the Negotiation newsletter.
It’s an article of faith in negotiation that expanding the pie of value enhances parties’ welfare. … Read Make more out of less
Breaking Free of Gridlock: Prof. Bordone featured on CNN
Click here to see Professor Bordone on CNN and in the Harvard Law School Green Room.
Breaking Free of Gridlock: Prof. Bordone discusses what politicians can learn from … Read This Post
Improve their satisfaction
Adapted from “Make Them More Satisfied with Less,” first published in the Negotiation newsletter.
In negotiation, sometimes you just don’t have much to give. If your department’s … Read Improve their satisfaction
How to Avoid a Do-Over
Remember that big sales contract you negotiated last fall, the one that got you a fat year-end bonus? Well, your manufacturing department has just told you that … Read How to Avoid a Do-Over
Prof. Robert Mnookin on “All things considered” on NPR
On February 13, 2010, Prof. Robert Mnookin was interviewed on National Public Radio’s show, “All things considered” about his new book, “Bargaining with the Devil: When to … Read This Post
Negotiate! Radio
Robert H. Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight, will be interviewed on March 17th, 2010 on Negotiate! Radio. Negotiate! Radio … Read Negotiate! Radio
The Installment Plan
Which of these scenarios would make you happier? … Read The Installment Plan
A more cooperative divorce
Adapted from “Negotiating a More Civil Divorce,” first published in the Negotiation newsletter.
In the United States, lawyers who recognize the benefits of collaborative negotiation are sometimes … Read A more cooperative divorce
Should you be nasty or nice?
Adapted from “Honey or Vinegar?”, first published in the Negotiation newsletter.
Who brings out the best in us: someone nice or someone nasty? According to a recent … Read Should you be nasty or nice?