BATNAs: Beyond the Basics
Knowledge of your BATNA, or best alternative to a negotiated agreement, can help you avoid accepting a subpar deal—but it’s important to tailor the concept to your … Read BATNAs: Beyond the Basics
Negotiation Journal Now Open Access, New Issue Just Released!
The Negotiation Journal – a multidisciplinary publication focused on negotiation, mediation, and conflict resolution – celebrates 40 years, joins MIT Press, and is now fully open access.
The … Read This Post
How Collaborative Leadership Helped Former Competitors Profit
Collaborative leadership offers competitors opportunities to create value through negotiation, but it must be pursued with an awareness of potential pitfalls, a case study of the California … Read This Post
What Leads to Renegotiation?
Renegotiation is generally triggered for one of two reasons: an imperfect contract or changed circumstances. The goal of any written contract is to express the parties’ full … Read What Leads to Renegotiation?
Does Your Negotiation Process Need Improvement?
An inefficient negotiation process wastes time and money. To create a negotiation process that eliminates headaches and leads to win-win deals, take a page from the NFL’s … Read Does Your Negotiation Process Need Improvement?
Conflicts of Interest: How to Avoid and Manage Them
Conflicts of interest often arise when we hire agents to negotiate on our behalf. A dispute between TV writers and their agents highlights such competing motives and … Read This Post
Salary Negotiation: How to Ask for a Higher Salary
For a new employee, salary negotiation skills can be the most important and the most intimidating, but the most important, of difficult conversations to have at the … Read This Post
New Great Negotiator Case and Video: Christiana Figueres, former UNFCCC Executive Secretary
The Program on Negotiation (PON) at Harvard Law School periodically presents the Great Negotiator Award to an individual whose lifetime achievements in the field of negotiation and … Read This Post
Jeswald Salacuse: A Great Scholar, Leader, and Negotiator
Jeswald Salacuse, a Tufts University professor and pivotal member of the Program on Negotiation, made rich and lasting contributions to the fields of negotiation, leadership, and beyond … Read This Post
Check Out the International Investor-State Arbitration Video Course
Master Class on International Investor-State Arbitration: What is it? How Does it Work?
This two-hour video course is intended to teach students, legal practitioners, business executives, and government … Read This Post
Hard Bargaining in Negotiation
Hard bargaining in negotiation is often touted as the best way to get what you want when all else fails. But as recent news stories illustrate, hard … Read Hard Bargaining in Negotiation
Selling the Deal to Outsiders
Business negotiations require intensity and focus. Unfortunately, the level of focus required to work through complex issues with our counterparts across the table often leads us to … Read Selling the Deal to Outsiders