Negotiating Moral Conflicts: Get Past “Us” Versus “Them”
Moral conflicts between groups are inevitable in modern life, writes Harvard University professor Joshua Greene in his book Moral Tribes: Emotion, Reason, and the Gap Between Us … Read This Post
How to Counter a Job Offer: Avoid Common Mistakes
Imagine that after a long search, you’ve just gotten an offer for a highly appealing job. You’re tempted to accept it on the spot. At the same … Read How to Counter a Job Offer: Avoid Common Mistakes
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality … Read How Much Does Personality in Negotiation Matter?
Salary Negotiations: Reducing Gender and Racial Pay Gaps
Salary negotiations contribute to enduring gender and racial pay gaps. Research on the topic reveals how such gaps arise and suggests possible remedies that organizations can take. … Read This Post
Fairness in Negotiation
Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the … Read Fairness in Negotiation
How to Maintain Your Power While Engaging in Conflict Resolution
By following these steps, you can keep your edge while encouraging cooperative, rather than competitive, behavior in conflict management. … Read This Post
Signing Bonus Negotiation 101
After engaging in a successful salary negotiation for a coveted job, most people are ready to shake hands and start sharing the good news with friends and … Read Signing Bonus Negotiation 101
What is the Multi-Door Courthouse Concept
As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the … Read What is the Multi-Door Courthouse Concept
Is Humor in Business Negotiation Ever Appropriate?
Can humor improve negotiation outcomes? Research shows well-timed humor builds trust, creativity, and rapport—when used strategically. … Read This Post
A Business Negotiation Case Study: Ending the NHL Lockout
How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by … Read This Post
Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can … Read This Post
What is Med-Arb?
When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?