Recent Posts

Take their advice

By on / Daily, Negotiation Skills

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 a daily basis, for at least three reasons: to improve the quality of our decisions, to validate our choices, and to diffuse risk. Advice seeking also generates significant … Read Take their advice

Funny business

By on / Daily, Negotiation Skills

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 agreement.

That’s what Finnish researcher Taina Vuorela confirmed in a comparative study of two real-world transactions. One was an internal meeting of a sales team trying to hammer out … Read Funny business

PON hosts “world premiere” of Abraham Path Initiative Films

By on / Conflict Resolution, Daily, Events, Harvard Negotiation Project, Negotiation Skills, PON Film Series

The PON Film Series has shown nearly 50 films over the past several years at events that are open to students and the public. On December 8, the PON Film Series had a “world premiere” of several short films about the Abraham Path Initiative, a hiking trail being developed in the Middle … Read More

Boston Globe Highlights Kenneth Feinberg’s Visit to Prof. Robert Bordone’s Dispute System Design Course

By on / Business Negotiations, Daily, Dispute Resolution, Mediation

On Tuesday, December 8, 2009, the Front Page of the Boston Globe featured an article on Kenneth Feinberg, President Obama’s “Pay Czar.” Feinberg was a guest lecturer at Professor Robert Bordone’s Dispute Systems Design Course.

To read the Boston Globe article online, click here.

For more information about the Dispute Systems Design Course and Prof. Bordone’s clinical … Read More

Turn Vicious Cycles Into Virtuous Ones

By on / Business Negotiations

For decades, Hormel Foods and its employees enjoyed one of the most cooperative and productive labor-management relationships in the processed foods industry. But beginning in the late 1970s, when Hormel pushed for wage concessions, the company’s relationship with its workforce began to deteriorate, especially at the plant in Austin, Minn., the quiet “company town” where … Read Turn Vicious Cycles Into Virtuous Ones

“Northern Ireland Peace Process: What Then, What Now, What Next?”

By on / Conflict Resolution

The Belfer Center for Science and International Affairs, the Minda de Gunzburg Center for European Studies, and Program on Negotiation
Present
The Right Honorable Shaun Woodward,MP
Secretary of State for Northern Ireland
on
“Northern Ireland Peace Process: What Then, What Now, What Next?”

Date: Wednesday, December 2nd
Place: Allison Dining Room, 5th Floor Taubman Building
Harvard Kennedy School Campus
Time: 10:30-11:45 … Read More

Seeing the Middle East in a New Way: Films from the Abraham Path with William Ury

By on / Conflict Resolution, Daily, Dispute Resolution, Events, International Negotiation, PON Film Series

presents:

Seeing the Middle East in a New Way: Films from the Abraham Path

with William Ury

Tuesday, December 8, 2009
7:00PM
Ames Courtroom, Austin Hall
Harvard Law School Campus
Join the Program on Negotiation for a film screening and discussion about The Abraham Path (Masar Ibrahim al Khalil), a route of cultural tourism which follows the footsteps of Abraham/Ibrahim through the … Read More

Making the first move

By on / Daily, Negotiation Skills

Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter.
Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to … Read Making the first move

What Makes Negotiators Happy?

By on / Business Negotiations

The question above may seem silly. Getting more of what we care about seems the obvious answer. Yet negotiators often don’t know how to accurately assess a good outcome; instead, they rely on outside indicators to determine their satisfaction, for instance by comparing their outcomes to those of others. Your negotiated annual salary of $100,000 … Read What Makes Negotiators Happy?