MESO Negotiation Strategies and Negotiation Techniques
MESO negotiation techniques for negotiators include creating value at the bargaining table by identifying multiple proposals of equal value and presenting them to your counterpart simultaneously. By … Read This Post
Win-Win Negotiations: Should You Consider a Deal Sweetener?
The following question was asked of Andrew Wasynczuk, MBA Class of 1953 and Senior Lecturer of Business Administration Harvard Business School in the Negotiation Briefings monthly “Ask … Read This Post
Effective Leadership Techniques: Negotiating as an Agent
Following Joe Biden’s election as the next U.S. president, we revisit a 2014 Negotiation Briefings article, “When You’re Negotiating for Someone Else, Stay in the Deal,” about … Read This Post
In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
Back in spring 2015, Ellen Pao, the former CEO of social networking and news website Reddit, revealed in an interview with the Wall Street Journal that her … Read This Post
Running Simulations Online: Zoom Tips and Tricks
Negotiation simulations, while incredibly useful teaching tools, can be difficult to orchestrate logistically, especially with large groups of participants. Moving classes online has made running simulations even … Read Running Simulations Online: Zoom Tips and Tricks
Integrative Negotiation: Don’t Forget the Future When Negotiating
A town government and a private fuel-oil company have a standing contract that they have renewed for several years in a row. The contract is again up … Read This Post
Why Is Sincerity Important? How to Avoid Deception in Negotiation
Why is sincerity important at the bargaining table and how do negotiators avoid deception in negotiations? Your counterpart may not realize that her behavior is unethical, and … Read This Post
Closing the Deal in Negotiations When Win-Win Seems Likely
Excerpted from the article “Will Your Negotiation Make It to the Finish Line?” in the December 2020 issue of Negotiation Briefings, the Program on Negotiation’s monthly newsletter … Read This Post
Integrative Negotiations: Dispute Resolution Through Joint Fact-Finding
Sometimes parties to a dispute disagree on key facts and forecasts but lack the technical or scientific expertise needed to come to a consensus. Suppose, for instance, … Read This Post
Salary Negotiations and How to Negotiate Performance-Based Pay
Salary negotiations are never predictable. Imagine that you are a sales rep with a company that is getting hit hard by a financial crisis. No one has … Read This Post
For Price Negotiators, Preparation is the Key to Success
Some cultures have a long tradition of haggling—bargaining back and forth about the price of an item—in markets and bazaars. By contrast, in the United States and … Read This Post
Conflict Negotiation Skills for Broken Contracts
Amid the Covid-19 pandemic, many agreements—renting a concert venue, hiring workers for a new café chain, acquiring a company—became untenable or illogical overnight. But it’s not easy … Read Conflict Negotiation Skills for Broken Contracts