Recent Posts

Negotiating the Healthcare Industry

By on / Teaching Negotiation

healthcare

Teach Your Students to Negotiate One of the Most Critical Global Industries
With an ongoing pandemic devastating communities around the world, the acute importance of the healthcare industry to community welfare has become even more apparent. Healthcare is one of the biggest economies in the world, with billions of dollars spent on treatments and associated research. … Read More 

Negotiation Logistics: Best Practices for Better Deals

By on / Dealmaking

negotiation logistics

Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table.

Before the official start … Read More 

Ask A Negotiation Expert: How Conversational Receptiveness Might Bridge Our Divide

By on / Negotiation Skills

people with masks

In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain language to show you’re willing to thoughtfully engage with opposing views, can help lessen tensions, write researchers Michael Yeomans of Imperial College London, Julia Minson of Harvard Kennedy … Read More 

Why It Pays for Powerful Parties to Negotiate

By on / Dealmaking

movie theater

In recent years, the U.S. film industry has avoided dealing with a mounting inefficiency. Historically, theater companies have negotiated with film studios for the right to screen movies for three months before they can be released in other formats, including streaming, on demand, and DVD. Staggering the release of films in different formats has benefited studios … Read More 

Why diversity hiring efforts often fail—and how your organization can do better

By on / Leadership Skills

Derek Jeter and Kim Ng

Immediately before the abbreviated Major League Baseball (MLB) draft, televised live on June 10, 2020, league commissioner Rob Manfred made a statement acknowledging the harm of systemic racism and inequality, and said that he and team owners would be “active participants in social change.” As he spoke, each MLB team’s general manager (GM) or head … Read More 

Real Life Negotiation Lessons Learned from Fiction

By on / Negotiation Skills

The

When the COVID-19 lockdown began in March 2020—coinciding with his upcoming sabbatical—Harvard Business School professor Deepak Malhotra, a member of the Program on Negotiation Executive Committee, saw the perfect opportunity to try something new. The author of three previous books, he turned his hand to fiction, penning “The Peacemaker’s Code,” a thrilling novel grounded in … Read More 

Power Asymmetry and the Principal Agent Problem

By on / Teaching Negotiation

Power Asymmetry and Principal Agent Video

Downloadable Video Simulation from the Teaching Negotiation Resource Center
This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding difficult conversations, both with people across the table, as well as with people on their own side.

The Power Asymmetry and … Read More 

Collaborative Negotiation Examples: Tenants and Landlords

By on / Negotiation Training

Collaborative negotiation examples

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times—such as now—negotiators are so stressed and fearful that they can be distrustful and rigid. During the Covid-19 pandemic, we’ve often seen the latter negotiation style. But several collaborative negotiation examples have emerged in … Read More 

Dressing for Success: How Wealth and Status Cues Affect Business Negotiation

By on / Negotiation Skills

business negotiations

In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read More