Recent Posts

Dear Negotiation Coach: Coping with a Change-of-Control Provision

By on / Business Negotiations

change-of-control provision

We recently received a question regarding a change-of-control provision and how to move forward with potentially renegotiating a contract. We spoke with Faculty Chair, Program on Negotiation at Harvard Law School, Guhan Subramanian, to answer the question.

Q: I represent a company—let’s call it “ClientCorp”—that has a long-term contract with another company, “TargetCorp.” A change-of-control … Read This Post 

Value Conflict: What It Is and How to Resolve It

By on / Conflict Resolution

value claiming - value conflict

Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and our family’s welfare.

Consider these value conflict examples:

Business partners clash over the ethical standards they expect each other to uphold.
A negotiator refuses to do business with a … Read Value Conflict: What It Is and How to Resolve It 

Advice for Peace: Ending Civil War in Colombia

By on / Great Negotiator Award, Pedagogy at PON, Teaching Negotiation

Colombia Peace Advisory Team

Check out this freely available video of Colombian President Juan Manuel Santos and his Peace Advisory Team as they discuss lessons learned from the Colombian peace process negotiations with the FARC guerrillas.

The civil war in Colombia lasted 52 years, taking the lives of at least 220,000 people and displacing up to seven million civilians. In … Read Advice for Peace: Ending Civil War in Colombia 

Dear Negotiation Coach: How Can You Simplify Complex Negotiations with Stakeholder Alignment?

By on / Business Negotiations

complex negotiations

In complex, multiparty negotiations, the task of value creation can quickly become overwhelming because of the large number of parties and interests at stake. An emerging process called “stakeholder alignment” can help construct order from chaos in complex negotiations, according to Joel Cutcher-Gershenfeld, a professor at the Heller School for Social Policy and Management at … Read This Post 

Top Ten Posts About Conflict Resolution

By on / Conflict Resolution

conflict resolution

Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read Top Ten Posts About Conflict Resolution 

Job Negotiation Advice from Leading Ladies

By on / Salary Negotiations

job negotiation advice

Thanks to a series of cultural events and news stories, job negotiation advice has become a hot topic among women professionals and businesspeople more generally. First came Facebook CEO Sheryl Sandberg’s book Lean In: Women, Work, and the Will to Lead (Knopf, 2013) and corresponding movement, which encouraged women to take on leadership roles and … Read Job Negotiation Advice from Leading Ladies 

Dispute Resolution: Building Momentum through Small Wins

By on / Dealing with Difficult People

dispute resolution

Sometimes disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In 2015, the nations of Bangladesh and India seized on an opportunity to push the “restart” button on a contentious border disagreement through dispute resolution. Such international conflict resolution examples can illustrate how … Read This Post 

Unlocking Cross-Cultural Differences in Negotiation

By on / International Negotiation

cultural differences in negotiation

Cross-cultural differences in negotiation can be particularly challenging. When people from different cultures negotiate, they often feel uncertain about how to act and confused by one another’s statements and behavior. The potential for misunderstandings and conflict is often high as a result. In her book, Rule Makers, Rule Breakers: How Tight and Loose Cultures Wire … Read This Post