Navigating Family Business Negotiation
In 2023, a long-simmering feud among Rupert Murdoch’s four oldest children exploded into a public battle. Two years later, a seemingly simple family business negotiation resolved the … Read Navigating Family Business Negotiation
Winner’s Curse: Negotiation Mistakes to Avoid
Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down … Read Winner’s Curse: Negotiation Mistakes to Avoid
Successes & Messes: A Notoriously Bad Business Contract
In business contract negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported … Read This Post
What Is Collective Leadership?
When we think of successful leaders, we typically envision a solitary person—a president, CEO, or entrepreneur—drawing on their vision, charisma, and drive to inspire and direct others. … Read What Is Collective Leadership?
Deception in Negotiation
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, … Read Deception in Negotiation
Teach Your Students to Negotiate Cross-Border Water Conflicts
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
Using Negotiation Theory to Understand Personal Identity
Can you negotiate your identity? If so, how? Harvard Law School Professor Robert Mnookin explains how we can apply negotiation theory to better understand religious identity in … Read This Post
How To Avoid a Business Contract Bidding War
Back in 2014, Nike was the undisputed king of superstar endorsements, dominating the field by paying top talent millions for the right to sell lines of collectible … Read How To Avoid a Business Contract Bidding War
Planning for Cyber Defense of Critical Urban Infrastructure
Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure
Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause … Read This Post
Using the Anchoring Heuristic to Make Impactful First Offers
Due to the anchoring heuristic, the first offer in a negotiation has a strong influence on the final outcome. Negotiation research suggests how to craft your first … Read This Post
Alternative Dispute Resolution: Values-Based Role Play Simulations for Improving Mediation Skills
Three role-play simulations focus on the mediation of values-based disputes. … Read This Post
Negotiation Research Examines Ethics in Negotiating
Lack of transparency with hospitals and insurers is a key contributor to costs in the US and has many questioning ethics in negotiating in healthcare. … Read This Post