Should you bargain with the Devil?
In an age of terror, our national leaders face this sort of question every day. Should we negotiate with the Taliban? Iran? North Korea? What about terrorist … Read Should you bargain with the Devil?
Crisis negotiations: how should the US engage with Iran?
Negotiation experts played a variety of roles in working through possible scenarios for negotiating with Iran over the issue of nuclear capability. As shown on the PBS … Read This Post
Let Them Know How You Feel
Just before a meeting with her boss, Cindy peeks into his secretary’s office and whispers: “How’s his mood today?” When the secretary gives a thumb’s up, Cindy … Read Let Them Know How You Feel
Allies and Enemies
Imagine that you and a colleague get into an argument about the layout of a final report in front of a coworker you both like. Now suppose … Read Allies and Enemies
Mediating disputes on the job
Adapted from “Resolve Employee Conflicts with Mediation Techniques,” first published in the Negotiation newsletter.
If you manage people, disputes will show up at your door. The marketing … Read Mediating disputes on the job
Choosing a mediator
Adapted from “Beyond Blame: Choosing a Mediator,” by Stephen B. Goldberg (professor, Northwestern University), first published in the Negotiation newsletter.
When a negotiation escalates into a dispute, most … Read Choosing a mediator
Professor Guhan Subramanian featured in TheDeal.com
Guhan Subramanian is one of the most prominent — and ambitious — legal academics of his generation. The 39-year-old is the only person who’s ever held tenured … Read This Post
Should You Trust Your Agent?
You’ve found a beautiful condo that you’d like to call your own. You conduct a thorough assess¬ment of its value and identify several other ap¬pealing properties in … Read Should You Trust Your Agent?
Join PON to Celebrate the Publication of Professor Robert Mnookin’s New Book “Bargaining with the Devil”
On Thursday, February 4, 2010, join us to celebrate the publication of Professor Robert Mnookin’s new book Bargaining with the Devil: When to Negotiate, When to Fight. … Read This Post
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