Collaborative Leadership: Managing Negotiators
Organizational leaders, from middle managers to heads of state, often face the difficult task of overseeing mission-critical negotiations and managing individual negotiators and negotiating teams. Collaborative leadership—a … Read Collaborative Leadership: Managing Negotiators
Skills Needed for Negotiation: BATNA Analysis
Ask almost any real estate agent, and you’ll hear that homeowners often turn down decent offers in the hope of getting a better one that never materializes. … Read Skills Needed for Negotiation: BATNA Analysis
Negotiation research you can use: Too guilty to compete?
Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran … Read This Post
Macron tries to strong-arm a peace deal
If you’ve ever tried to play peacemaker between sworn enemies and failed, you might sympathize with the difficulties French president Emmanuel Macron had trying to engineer a … Read Macron tries to strong-arm a peace deal
Negotiation in the News: When “Mini-Deals” Are the Easy Way Out
Donald Trump campaigned for president in 2016 as the consummate dealmaker, vowing to renegotiate a new nuclear deal with Iran, forge new trade deals with countries ranging … Read This Post
Integrative Bargaining in Congress? It Happens Sometimes
With Congress polarized by an impeachment hearing and its major legislative initiatives stalled in late 2019, it may be worthwhile to revisit a recent instance of integrative … Read This Post
Harvard Law Professor Guhan Subramanian Moderates Panel on Difficult Negotiation Scenarios
In Harvard Law Today, Brett Milano published an article titled, Catastrophic harms, complicated questions reviewed a recent panel, “Innovative Models for Resolving Disputes after Mass Disasters and … Read This Post
Online Negotiation Strategies: Email and Videoconferencing
Online negotiation has become ubiquitous, as it allows us to negotiate across the miles cheaply and quickly. Yet online negotiation creates special challenges. With email, instant messaging, … Read This Post
2019 Negotiation Pedagogy Conference
Join us in Cambridge on Friday, November 15th, 2019 for a conference on excellence and innovation in teaching negotiation.
The Teaching Negotiation Resource Center (TNRC) at the inter-university … Read 2019 Negotiation Pedagogy Conference
Negotiation in the News: Negotiating with the Sacklers: Inside the Purdue Pharma settlement
In the 1990s, U.S. drug manufacturers unwittingly set a national crisis in motion when they began marketing new and highly addictive prescription opioid medications for the treatment … Read This Post
Successes & Messes: Negotiating in reverse
To get what we want, we sometimes ask more powerful parties to intervene on our behalf. But what happens if they go off course? That’s the predicament automakers … Read Successes & Messes: Negotiating in reverse
Negotiating for a brighter future
For decades, the Colorado River has been in trouble. The river supplies water to 40 million people and five million acres of farmland in seven U.S. states … Read Negotiating for a brighter future