Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
On May 19, 2013, internet company Yahoo announced it was purchasing the blogging service Tumblr for about $1.1 billion in cash. The acquisition was intended to put … Read This Post
Are Salary Negotiation Skills Different for Men and Women?
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost … Read This Post
Should Women “Lean In” to Create More Value in Negotiations?
Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff … Read This Post
Delivering Bad News in Negotiation
Like it or not, we sometimes have to deliver bad news in negotiation. Here, Harvard Business School Professor Leslie John offers advice on how to do so … Read Delivering Bad News in Negotiation
Conflict Resolution Examples in History: Learning from Nuclear Disarmament
What lessons can we learn from conflict resolution examples in history? The world of nuclear nonproliferation can be a valuable place to start, as few negotiations throughout … Read This Post
Cole Cannon Esq. Shares His Negotiation and Leadership Experience
While some are born with the ability to negotiate, most leaders hone their negotiation skills over time, through on-the-job experience. At the Program on Negotiation, we accelerate … Read This Post
Dealing with Hardball Tactics in Negotiation
Hardball tactics—such as lies, threats, and insults—can catch us off guard in negotiation and lead us to make poor decisions. Our expert tips on preparing for hardball … Read Dealing with Hardball Tactics in Negotiation
Interpersonal Conflict Resolution: Beyond Conflict Avoidance
To hear some tell it, we are experiencing an epidemic of conflict avoidance, finding new ways to walk away from conflict rather than engaging in interpersonal conflict … Read This Post
MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
In MESO, negotiation in which multiple offers are presented simultaneously at the negotiation table, effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties … Read This Post
Chatbot Negotiations: What Can AI Do for You?
Seemingly all of a sudden, chatbots like ChatGPT and other forms of artificial intelligence (AI) are becoming ubiquitous in everyday life. These virtual conversation partners can do … Read Chatbot Negotiations: What Can AI Do for You?
Tired of Liars? Promote More Ethical Negotiation Behavior
Promoting ethical negotiation behavior is one of the steps we can take to reduce the odds that someone will try to deceive us, and is likely to … Read This Post
The Anchoring Effect and How it Can Impact Your Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post