Try to Avoid the Winner’s Curse When Negotiating
In a winner’s curse negotiation scenario, the winner may often find herself on the losing end of the deal. Ever win something you wanted, then realize too … Read Try to Avoid the Winner’s Curse When Negotiating
Kissinger the Negotiator: New Book on Dealmaking and Diplomacy
Lessons from Dealmaking at the Highest Level
In this groundbreaking, definitive guide to the art of negotiation, PON faculty James Sebenius (Harvard Business School) and Robert Mnookin (Harvard … Read This Post
Negotiating for Continuous Improvement: Report Negotiation Results Internally
To further improve negotiations, a company could publish an internal negotiation newsletter that can be distributed through a secure company intranet. Each month, the person overseeing the … Read This Post
Teach Your Students Dispute Resolution for Their Everyday Lives
Negotiation refers to the process of working out agreements that meet each party’s needs and address their interests. People negotiate all the time in their everyday lives: … Read This Post
A Contingent Agreement Can Allow Negotiators to Agree to Disagree
Negotiators often try to overcome their differences of opinion about how future events will unfold through persuasion techniques. A more fruitful approach might be to “bet” on … Read This Post
Negotiation Update: At Last, Illinois Lawmakers Agree on a Budget
In negotiation, impasse isn’t necessarily a bad thing. If parties conclude they can’t get what they want from each other, it’s in their interest to walk away … Read This Post
Need Some Negotiating Help? In the future, ask your phone
Today, many people use “virtual assistants,” such as the iPhone’s Siri or Amazon’s Alexa, to perform simple tasks and provide answers to straightforward questions. So-called chatbots, or … Read This Post
Negotiation Research You Can Use: When anger helps and hurts at the office
Most of us dread displays of anger at work, whether we’re the aggrieved party, the target of someone’s wrath, or just an innocent bystander. But anger can … Read This Post
Negotiation in the news: When forging new partnerships, get the fit right from the start
Organizations planning a merger need to come up with a concrete plan for ensuring they’ll mesh rather than clash. Facebook’s leaders and WhatsApp’s founders appeared to skip that … Read This Post
A Criminal Plea Bargain Simulation
The Teaching Negotiation Resource Center (TNRC) at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. State v. Huntley is a two-party … Read A Criminal Plea Bargain Simulation
How to Manage Conflict at Work
A 62-year-old salesman believes he has convincing evidence that his boss passed him over for a promotion because of his age. What options does he have? He … Read How to Manage Conflict at Work
How to Find the Zone of Possible Agreement (ZOPA) Between Friends
Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When … Read This Post