Check Your Confidence
Many negotiators understand the importance of estimating the other side’s reservation price—the worst deal he would accept from you. However, despite the fact that such estimates often … Read Check Your Confidence
When It Pays to Delay
Kathy, a serial entrepreneur, was negotiating the acquisition of a boutique software-development firm when a dispute arose regarding the valuation of one of the software firm’s assets. … Read When It Pays to Delay
Is Your Role Not Quite Right? Negotiate a Better “Fit”
What happened the last time you faced a new leadership opportunity? Whether you were called on to head a team, a task force, a unit, a division, … Read This Post
Go the extra mile
Adapted from “Build Rapport—and a Better Deal,” by Janice Nadler, professor, School of Law, Northwestern University.
In negotiation, rapport is a powerful force that can promote mutually beneficial … Read Go the extra mile
How to say “I’m sorry”
Adapted from “Wise Negotiators Know When to Say ‘I’m Sorry’” by Maurice E. Schweitzer, Associate Professor, the Wharton School at the University of Pennsylvania.
In negotiation, it’s unavoidable: … Read How to say “I’m sorry”
You can’t fight city hall—but you can bargain with it
Everyone has to negotiate with government sooner or later. Maybe you’re seeking a building permit for an addition on your house. Or a reduced tax penalty at … Read This Post
Program on Negotiation saddened by the loss of 2007 Great Negotiator, Bruce Wasserstein
The Program on Negotiation at Harvard Law School was saddened to learn of the death of Bruce Wasserstein, PON’s 2007 Great Negotiator. The Great Negotiator Award is … Read This Post
Dealing with choice overload
When it comes to offering and considering choices in a negotiation, the more the better, right? In fact, the presence of too many options may actually hamper … Read Dealing with choice overload
Be sure to give at the office
Reciprocation tactics are tried and true. Politicians “logroll” votes on pet projects, companies offer free product samples to consumers, and charitable organizations include small gifts when soliciting … Read Be sure to give at the office
Is It in Their Interest to Follow You?
Why should the people you’re supposed to lead follow you? If you believe that your charisma, your exalted office, or your vision is reason enough, you’re in … Read Is It in Their Interest to Follow You?
Tough Tactics: Do ‘Death Threats’ Really Work?
What would you do if someone threatened you? Strike back? Run away? Beg for mercy? Try to negotiate?
Last April, The New York Times in effect held a … Read Tough Tactics: Do ‘Death Threats’ Really Work?
Are you being hoodwinked?
As a partner at your growing law firm, you’ve been charged with negotiating the lease of much-needed additional office space in your building. The real-estate agent has … Read Are you being hoodwinked?