Building Trust in Negotiations
Adapted from “Strike the Right Balance Between Trust and Cynicism,” by Harvard Business School professor Max H. Bazerman, first published in the Negotiation Briefings newsletter.
Negotiators often must … Read Building Trust in Negotiations
Win-Win Negotiation Techniques: Create Value with Rivals
Even experienced negotiators often make the mistake of treating important talks as a win-lose negotiation. Overlooking effective win-win negotiation techniques, they focus on trying to claim as … Read This Post
Changes to the TNRC Order Process
Check Out These Exciting Changes to the Order Process for the TNRC
Starting on March 5th, the Teaching Negotiation Resource Center (TNRC) will be implementing some updates to … Read Changes to the TNRC Order Process
Corporate Negotiation Pitfalls: The Case of Facebook
In corporate negotiation, negotiators often care most about getting the best price possible, assessing the other party’s ability to follow through, and closing the deal. Unfortunately, such … Read This Post
Conflict Resolution Scenarios: Negotiating Values
The most heated types of conflict in organizations and in our personal lives often concern our core values, such as our personal moral standards, our religious and … Read Conflict Resolution Scenarios: Negotiating Values
Claiming Value in Negotiation: Do Extreme Requests Backfire?
Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the … Read This Post
Case Study of Business Negotiations and Deal Making: Giving Voice to Negotiators Away from the Bargaining Table
Sometimes negotiators focus too much on the bargaining session at hand, to the detriment of bargainers away from the negotiation table, a group whose concerns and input … Read This Post
Negotiation Techniques and Tactics: Power Plays
Imagine you’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making … Read Negotiation Techniques and Tactics: Power Plays
Negotiation research you can use: Inoculate yourself against auction fever
Those who participate regularly in auctions have likely observed the phenomenon of “auction fever” firsthand—or caught the fever themselves. Defined by London Business School professor Gillian Ku and … Read This Post
In business negotiation, get your words’ worth
Wise negotiators put a lot of time and effort into making sure they’re ready to do business. They set ambitious goals, research their bottom line, explore their … Read In business negotiation, get your words’ worth
Win-Win Negotiation Skills: Motivate Good Behavior in the #MeToo Era
In the #MeToo era, entertainment companies have incurred significant financial and reputational damage from alleged crimes and misbehavior by the producers, directors, executives, and actors they’ve employed. … Read This Post
Thoughts from Dan Shapiro, Director of the Harvard International Negotiation Program, on the Government Shutdown
This week, Dan Shapiro, Director of the Harvard International Negotiation Program, was quoted in The Christian Science Monitor speaking President Trump’s negotiation style, and how he may … Read This Post