Business Negotiations: Representing Others at the Bargaining Table
You may be negotiating for others, but that doesn’t mean they should be looking over your shoulder. Negotiators often have trouble bargaining effectively in the presence of … Read This Post
The Post-Election Message to the World: What’s the New Agenda?
A discussion with:
Ambassador Nicholas Burns: Professor in the Practice of Diplomacy and International Politics at Harvard’s John F. Kennedy School of Government. He served in the United … Read This Post
Think Like a Hostage Negotiator
Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. … Read Think Like a Hostage Negotiator
Practice taking risks
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Win as Much as You Can is a four-person, simplified, … Read Practice taking risks
Keeping Your Cool when the Negotiations Get Hot
On the heels of an intricate negotiation, conditions change for the worse. Crops fail, the price of oil skyrockets, one side issues an earnings restatement, or the … Read Keeping Your Cool when the Negotiations Get Hot
You Want How Much for the Mug?!
Common psychological barriers lead us to overvalue our possessions. That can be a problem when it’s time to get rid of them. Some possessions truly are priceless—we … Read You Want How Much for the Mug?!
Negotiating When Business and Family Collide
Basic negotiation skills may seem easy to apply in business situations but what about when business and family collide?
For example, a 69-year-old CEO of a large financial … Read Negotiating When Business and Family Collide
How to Defuse a Strike
The recent dispute between the Writers Guild of America (WGA) West and East and the Alliance of Motion Picture and Television Producers (AMPTP) illustrates how a disagreement … Read How to Defuse a Strike
Why We Strike
What happens when disputants feel like they have invested too much in a conflict to back down?
There are a number of reasons that negotiations fail and lead … Read Why We Strike
Resolving Hot Conflicts: Skills for Managers
Conventional wisdom suggests that team conflicts be resolved by focusing on the task at hand and avoiding interpersonal relationship issues. However, Amy Edmonson of Harvard Business School … Read Resolving Hot Conflicts: Skills for Managers
Conflict Within the Ranks: Diagnosing Sources of Conflict
Conflict within an organization can not only damage morale but also cut into productivity and ultimately profits. Once you recognize that there is ongoing conflict in your … Read This Post
How Should I Negotiate the Best Possible Price for a New Car?
This is one of the most common negotiation questions. A car is one of the most significant purchases you’ll make, and the price is almost always negotiable. … Read This Post