Why Repressing Emotions is Bad for Business

| | Business Negotiations

This month’s Harvard Business Review features an article by Daniel Shapiro, an Associate at the Harvard Negotiation Project. Shapiro’s article focuses on repressing emotions and its … Read Why Repressing Emotions is Bad for Business

The upside of threats

| | Conflict Resolution

Negotiation researchers have long studied how to use “carrots”-promises of mutual gains-to induce agreement. Less attention has been given to “sticks,” specifically, the effectiveness of threats.

Threats often … Read The upside of threats

Negotiating Without Conditions

| | Conflict Resolution

Adapted from “Without Conditions:  The Case for Negotiating With the Enemy” by Deepak Malhotra. is Associate Professor at Harvard Business School and a co-author of Negotiation … Read Negotiating Without Conditions

Boston Globe highlights mediation trainings for Iraqis

| | Daily, International Negotiation, News

“The Program on Negotiation at Harvard Law School is a renowned source of expertise in the field,” reported the Boston Globe today in its story, “Iraq latest … Read This Post

Negotiate how you’ll negotiate

| | Daily, Negotiation Skills

Adapted from “Have You Negotiated How You’ll Negotiate?” by Robert C. Bordone, Professor, and Gillien S. Todd, Lecturer, Harvard Law School.

Breakdowns in negotiation are common. In the … Read Negotiate how you’ll negotiate

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