When Their Agent is the Problem

| | Business Negotiations

The benefits of hiring an agent are well known. Yet negotiation experts often overlook the ways in which you can use the other side’s agent to your … Read When Their Agent is the Problem

Check Your Confidence

| | Business Negotiations

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

| | Business Negotiations

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”

| | Business Negotiations

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

| | Daily, Negotiation Skills

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”

| | Daily, Dispute Resolution

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

| | Daily, Negotiation Skills

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

| | Daily, Great Negotiator Award, News

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

| | Negotiation Skills

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

| | Daily, Negotiation Skills

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?

| | Business Negotiations

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?

Aggressive Negotiation Tactics: Threats at the Bargaining Table

Tough Tactics: Do ‘Death Threats’ Really Work?

| | Business Negotiations

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?