PON Daily Blog

We received a question regarding salary expectations and the potential problems with lowering those expectations. Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business School and author of Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan (Harvard Business Review Press, 2013) shared an answer that’s applicable not … Read More 

In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy Adams came away with significantly less than their male costars in the ensemble cast. Lawrence and Adams were paid 7% of the film’s profits; Christian Bale, Bradley Cooper, … Read More 

“Confessionals.” “Informal informals.” “Indabas.” Delegates from the 196 nations participating in the U.N. Climate Change Conference, held in Paris at the end of 2015, cycled through an eclectic variety of negotiating formats in their race to make binding commitments to lower greenhouse-gas emissions. According to media reports, the participants’ willingness to shake up the complex … Read More 

We recently spoke to Harvard Business School professor Michael Wheeler about the challenges and opportunities of learning good negotiation skills from our real life bargaining situations. Wheeler is the author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World (Simon & Schuster, 2013) and the “Negotiation 360” preparation app, which is … Read More 

The tragic accidental shooting of cinematographer Halyna Hutchins by actor Alec Baldwin on the New Mexico set of the indie movie Rust in October 2021 shone a spotlight on the potentially hazardous working conditions, long hours, and tight budgets that movie crews have long faced. Complaints about these and other issues were at the center … Read More 

Imagine yourself in the following negotiation scenarios and attempting to make a good deal:

You’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires.
You are … Read More 

Negotiating equity compensation isn’t as straightforward as it might seem, especially in privately held businesses. We shared a question from one of our readers with Kevin Mohan, Senior Lecturer of Business Administration at Harvard Business School, to gain insight on how to deal with this increasingly common negotiation scenario.

Claim your FREE copy: Negotiation Skills

Build powerful negotiation skills and become a better dealmaker and leader. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

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In the United States and many other places, people seem more divided than ever before. Disagreement on political issues is common, but often we can’t even seem to agree on basic facts. As families come together during the winter holidays or simply post-quarantine, many wonder how to have difficult conversations regarding hot-button issues while preserving … Read More 

This negotiation case study demonstrates the power of coalitions to achieve objectives at the bargaining table. How can negotiators cooperate with bargaining counterparts to create value for both sides? Here is the strategy used by Wyoming ranchers to achieve just that. … Read More 

In business negotiations, our actions and reactions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book. … Read More 

Apple has often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, and disrupting its long-standing business models. In the early 2000s, for example, the company’s cofounder, Steve Jobs, pressured music labels to switch from selling $15 CDs to selling songs online for 99 cents each.

No surprise, then, … Read More 

At a Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the way … Read More