Why Repressing Emotions is Bad for Business
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
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
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
“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
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
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
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