Gender matters
Adapted from “Gender Assertiveness and Implicit Sexism,” first published in the Negotiation newsletter.
Most gender research in negotiation has examined differences between women and men, such as … Read Gender matters
Are you afraid of commitment?
Adapted from “Overcoming Stage Fright: How to Prepare for a Negotiation,” by Michael Wheeler (Professor, Harvard Business School), first published in the Negotiation newsletter.
Many negotiators … Read Are you afraid of commitment?
Learning from the Soda Wars
This past November, in an unusual move, Costco, the largest wholesale club in the United States, removed Coca-Cola products from its shelves and posted messages telling shoppers … Read Learning from the Soda Wars
Business Negotiations: Spoiler Alert!
At one time or another, most of us have confronted a fellow negotiator who seemed intent on blocking even our most reasonable requests and actions. This was … Read Business Negotiations: Spoiler Alert!
New Live-Mediation Teaching Video Available for Purchase
In preparation for last May’s Mediation Pedagogy Conference at Harvard Law School, NP@PON produced a video of an actual landlord-tenant small claims mediation – from start to … Read This Post
To Avoid Disaster, Plan Ahead
In the midst of the recent financial crisis, accusations of greed on Wall Street have sounded across the globe. Greed may be a significant factor in the … Read To Avoid Disaster, Plan Ahead
Insights from a Communication and Negotiation Conference: The Benefits of Not Knowing
An Experiment: Exploring Interdisciplinary Linkages between Negotiation and Communication Studies
What would negotiation pedagogy look like if we focused more on the core meanings and practices of communication? … Read This Post
Summary of Mediation Pedagogy Conference Participant Survey Results
To better understand the teaching needs of the mediation community, Negotiation Pedagogy at the Program on Negotiation (NP@PON) organized a Mediation Pedagogy Conference in May of 2009. … Read This Post
To trust or not to trust
Adapted from “The Payoff of Trust,” by Iris Bohnet (Professor, Harvard Kennedy School), first published in the “Negotiation newsletter.”
It’s natural to fear trust betrayal, or the violation … Read To trust or not to trust
Should You Make the First Offer? Making the First Move in Negotiations
Should you make the first offer? Few questions related to negotiation have yielded more attention and debate. The conventional wisdom among some: Don’t make the first offer, … Read This Post
Take their advice
Adapted from “Turn Your Adversary into Your Advocate,” by Katie A. Liljenquist and Adam D. Galinsky, first published in the Negotiation newsletter.
Most of us seek advice on … Read Take their advice
Funny business
First published in the Negotiation newsletter.
You don’t have to be serious to be a serious negotiator. Humor, deftly used, can be a positive factor in promoting … Read Funny business