Negotiation Skills

Amid the Covid-19 pandemic, negotiators are increasingly making deals and resolving disputes online. But a trend toward online dispute resolution (ODR) was already in the making before we all began to quarantine. On July 15, experts discussed how technology can help us effectively and efficiently resolve disputes in a roundtable discussion, “AI Agents Negotiating Deals … Learn More About This Program

In the aftermath of George Floyd’s killing in Minneapolis by a White police officer, activists, politicians, and other concerned citizens are grappling with a big question: Where do we go from here? The quest for reforms to policing and other societal institutions can be pursued through many means, including continued demonstrations, political lobbying, and community-wide … Learn More About This Program

It was a dream come true. In January, Miranda and Carlos, longtime coworkers in the hospitality industry, opened a new restaurant in their small town. Locals flocked to the place, praising the ambience, food, and service.

But just two months later, Covid-19 roared into the United States, and state regulations required the restaurant to switch to … Read Feeling emotional? Pause before you negotiate

Unable to meet in person as a result of the coronavirus pandemic, negotiators are forced to make the best of alternatives to face-to-face talks—with varied results. Here’s a roundup of some of the most notable negotiation successes and failures from the recent news.
Droning on and on?
As we reported in last month’s issue, dealmakers who are … Learn More About This Program

Excerpted from the June issue of the Negotiation Briefings newsletter, a publication of the Program on Negotiation at Harvard Law School.

In our era of political polarization, collaboration and compromise can seem like impossible goals within our governments and our own communities. In his book Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged … Learn More About This Program

As the COVID-19 virus began to spread through the United States, Xerox CEO John Visentin announced on March 13 that the company was putting its hostile takeover of HP on hold in order to “prioritize the health and safety of its employees, customers, partners and affiliates over and above all other considerations.”

With health experts worldwide advising citizens … Read Negotiating From a Social Distance

Negotiation thrives on physical presence. Handshakes, eye contact, shared meals, and long meetings in stuffy conference rooms are everyday tools of the trade, and with good reason: Negotiators who meet in person reach better deals than those who negotiate online, research shows. Face-to-face meetings offer invaluable nonverbal and verbal cues, such as eye contact, body … Read Online Negotiation in a Time of Social Distance

Intense negotiation scenarios, we often choose to consult an expert for advice, preferably someone who has carried out hundreds of similar deals with great success. When we consult with others on our negotiations, we must weigh their advice against our own opinions and research. Past negotiation research finds that we tend to undervalue advice from … Learn More About This Program

When weighing our options in negotiation, we try to focus on what matters most to us over the long term. Yet aspects of the decision-making process, many of them irrelevant, can interfere with our best judgment. In particular, the number of options we’re facing, the quest for the “perfect” choice, and status concerns can all get … Read Set Yourself Up to Make Better Choices

Industry rivals often struggle to engage in negotiation best practices, balancing profit maximization through competition with industry-strengthening cooperative moves. Become overly competitive, and firms risk fostering conflict and constricting innovation. Collaborate in the wrong ways, and they could cut ethical corners or even break the law.

When an industry is struggling, this balance can be especially … Learn More About This Program