challenging conversations

Entrepreneurs: Prepare for Challenging Conversations in Key Negotiation

| | Negotiation Briefings Articles, Negotiation Skills

Start-ups and individual entrepreneurs often encounter challenging conversations when negotiating with potential partners and investors. When you are trying to sell others on your big idea or … Read This Post

mediation

Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process

| | Consortium Schools & Other Boston Area Universities, Mediation

Mediation is often thought of as a last step to adjudicate disputes. In this article, professor Lawrence Susskind spells out the hidden advantages of using mediation early … Read This Post

Teach Your Students to Negotiate Cross-Border Water Conflicts

| | Teaching Negotiation

With the south-western United States experiencing a years-long drought which has dramatically depleted the Colorado River, there are many signs that water conflicts will become more frequent. … Read This Post

renegotiation

Renegotiation: When a Sweetheart Deal Isn’t So Sweet

| | Business Negotiations

It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team, according to the New York Times. So why did the Kansas … Read This Post

Power in Negotiation

Power in Negotiation: Research You Can Use

| | BATNA

What sources of power in negotiation do you think are especially important when it comes to getting what you want and building a fruitful long-term business partnership? 

Having … Read Power in Negotiation: Research You Can Use

negotiations

Negotiation Training: What’s Special About Technology Negotiations?

| | Negotiation Training

Executives are increasingly faced with the task of negotiating in a realm that many know little about: technology. … Read This Post

women

Should Women “Lean In” to Create More Value in Negotiations?

| | Dealmaking

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

negotiated-agreements

Negotiated Agreements: Why You Should Limit Your Options

| | Dealmaking

A process of finding your counterparts interests and reconciling them with your own. But what if you or your counterpart presents a myriad of options and offers … Read This Post

business negotiations

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

| | Negotiation Skills

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, … Read This Post

anchoring effect

Dealmaking and the Anchoring Effect in Negotiations

| | Dealmaking

The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read This Post

Lessons from TV Negotiations

Michael Scott, Negotiation Genius? Lessons from TV Negotiations

| | BATNA

Business negotiators can get useful advice from a variety of sources, from books to blogs to training and classes—and even, as it turns out, from TV shows. … Read This Post

negotiations

Why Negotiations Fail

| | Negotiation Skills

When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. … Read Why Negotiations Fail