Why First Impressions Matter in Negotiation
Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly … Read Why First Impressions Matter in Negotiation
Don’t Fall for Bad-Faith Bargaining
In 2017, Amazon encouraged cities to compete for the prize of hosting its second headquarters, dubbed HQ2—but the contest that followed had the hallmarks of bad-faith bargaining. … Read Don’t Fall for Bad-Faith Bargaining
NEW! from the Negotiation Journal: Special Issue, “Why It Worked”
This special issue of the Negotiation Journal presents global research on why certain peace efforts succeed. Drawing from five universities, it explores identity, leadership, environment, informal talks, … Read This Post
In Business Negotiations, Patience Is a Virtue
In business negotiations, we often face pressure to reach quick results. But as illustrated in a new negotiation podcast, wise dealmakers wait until conditions are right to … Read In Business Negotiations, Patience Is a Virtue
Download Your Next Mediation Video
Use Video Examples to Teach Your Students to Become Better Mediators
Parties engaged in disputes are often unable to reconcile their differences alone, or fail to reach outcomes … Read Download Your Next Mediation Video
Career Negotiations and the Pay Gap
While salary negotiations may play a role in the persistent gender wage gap, differences in men’s and women’s career paths have a larger effect. Harvard Kennedy School … Read Career Negotiations and the Pay Gap
PON Appoints Two New Members to the PON Executive Committee
The Program on Negotiation (PON) at Harvard Law School, is pleased to announce the appointment of two new members to its Executive Committee: Dr. Julia Minson and … Read This Post
10 Notable Negotiations of 2021
Looking back at our list of 10 Notable Negotiations of 2021, which includes a few bargaining highs amid the many lows. Challenged by pandemic-era uncertainty, mounting political … Read 10 Notable Negotiations of 2021
Madeleine Albright’s Ways to Avoid Conflict In Negotiation: First, Put Yourself In Their Shoes
When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. But are there ways to avoid conflict … Read This Post
Does Small Talk in Negotiation Offer Big Gains?
According to conventional wisdom, small talk builds rapport and gets both sides a better deal in the end. But in fact, the question of whether to engage … Read Does Small Talk in Negotiation Offer Big Gains?
When Dealing with Difficult People, Look Inward
Yes, there are difficult people in the world, but people often have good reason for behaving as they do. Reexamining our assumptions for bias can help us … Read When Dealing with Difficult People, Look Inward
A Difficult but Well-Fought Negotiation Campaign
A negotiation campaign formed around saving and expanding legislation that assists Americans harmed by government nuclear testing. The efforts highlight the value of negotiating on multiple fronts. … Read A Difficult but Well-Fought Negotiation Campaign