It can be difficult to assess whether to trust a counterpart in negotiation. As a result, we often fall back on unreliable information, such as gender stereotypes, when making trust-related decisions. Let’s review what we know about the link between gender and trust in negotiation, and then consider effective means of measuring and building trust … Read Trust in Negotiation: Does Gender Matter? 
No one can provide perspective on conflict resolution like experts who have been involved in some of the world’s most complex negotiations. Since 2001, the Program on Negotiation (PON) has bestowed the Great Negotiator Award upon distinguished leaders whose lifelong accomplishments in the fields of negotiation and dispute resolution have had compelling and lasting results. The … Read More
Lying in negotiations is both an ethical and strategic risk. Rather than misrepresenting the truth, a better approach is to reshape reality to align with your goals, making it easier to be truthful. This strategy resolves the dilemmas of dishonesty while maintaining integrity. … Read Deception in Negotiation
Gender can play a complex role in workplace dynamics, and so teaching students about how to approach these issues is critical. The Casino simulation, available from the Teaching Negotiation Resource Center (TNRC), has been widely used to teach participants about the role gender can play in the workplace. Now there is a new, updated version which … Read More
The winner’s curse can lead us to overpay in auctions—and fear of the winner’s curse can lead to other problems. Here’s advice on addressing this common risk in auctions and other competitions. … Read More
Negotiating over email has its own unique challenges and opportunities. For example, people often assume that the emails they have sent are read immediately and so experience anxiety when there isn’t a prompt response, failing to account for reasonable delays. Email negotiations also provide a permanent record of what is discussed which can be a … Read More
Facing impasse in negotiation? During the 2018-2019 U.S. government shutdown, Program on Negotiation experts analyzed the impasse and offered solutions that can be applied to a wide variety of negotiations. … Read Move Beyond Impasse in Negotiation
Business negotiations fail for many reasons. An attempted merger between Renault and Fiat Chrysler collapsed, despite its potential benefits, because of the failure to consider how it would play with interested parties. … Read When Business Negotiations Fall Flat
Employment contract negotiation in some industries involves the negotiation of morals clauses—an increasingly common way for organizations to protect themselves from employee misbehavior. … Read Employment Contract Negotiation: Morals Clauses
Recent negotiation research offers negotiation tools and techniques to use in your business negotiations to make strong opening offers, negotiate effectively online, and boost your sense of power. … Read More
Our assumptions about gender and negotiation are often based on outmoded, inaccurate stereotypes. Recent research reveals how our thinking fails us—and how we might do better. … Read Gender and Negotiation: New Research Findings
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 More
