
Limiting Strategic Miscalculation in Business Negotiations
Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much.
Sometimes we’re actually … Read This Post

Negotiating Moral Conflicts: Get Past “Us” Versus “Them”
Moral conflicts between groups are inevitable in modern life, writes Harvard University professor Joshua Greene in his book Moral Tribes: Emotion, Reason, and the Gap Between Us … Read This Post

Dear Negotiation Coach: How to Find a Compromise in Negotiation
Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School … Read This Post

Self-Analysis and Negotiation
“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, … Read Self-Analysis and Negotiation

Negotiation Challenges for Family Business Relationships
Communication in business negotiations is important – but even more so when your counterparts and negotiating partners are family members. In this article drawn from negotiation research, … Read This Post

How Negotiators Can Stay on Target at the Bargaining Table
An excerpt from PON faculty member Francesca Gino’s book Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan discusses the importance of … Read This Post

Are You Ready to Negotiate?
“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read Are You Ready to Negotiate?

Dispute Resolution for India and Bangladesh
Sometimes in international negotiation, disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In an … Read Dispute Resolution for India and Bangladesh

Six Strategies for Creating Value at the Negotiation Table
In today’s market, consumers are often the more powerful parties in negotiations with sellers.
To claim the most value in your next haggling experience, use the following six … Read This Post

Debunking Negotiation Myths
In her book The Mind and Heart of the Negotiator, Leigh Thompson cites four widely held negotiation myths that bar negotiators from improving their skills. This analysis … Read Debunking Negotiation Myths

Dear Negotiation Coach: Catering to Expectations in High Stakes Conversations
When we meet someone for the first time, especially in high stakes conversations, we want to make a good impression. But how much should we alter our … Read This Post

When Lose-Lose is the Best Alternative to a Negotiated Agreement (BATNA)
As the famous tale “The Gift of the Magi” illustrates, sometimes the best outcomes in negotiated agreements is a lose-lose situation for both parties. … Read This Post