Negotiation Skills

Program on Negotiation faculty member Deepak Malhotra, a Professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School, recently published an article in Harvard Business Review, “A Definitive Guide to the Brexit Negotiations,” offering his insights on how the United Kingdom will leave the European Union. You can read that article on … Learn More About This Program

As he approached the June 23 National Basketball Association (NBA) draft this year, top prospect Jaylen Brown, a student at the University of California (UC), Berkeley, made the unusual yet logical decision to participate in the draft process without the aid of a sports agent. Brown, the 2016 Pac-12 Freshman of the Year, likely decided … Read Choosing and Using a Negotiation Adviser

One pitfall is that decision makers often overlook others’ viewpoints. When we do take others’ thinking into account, we tend to assume that they know as much as we do. For this reason, marketing experts are generally worse than non-expert consumers at predicting the beliefs, values, and tastes of consumers. … Learn More About This Program

The Program on Negotiation would like to honor the memory of beloved colleague Howard Raiffa by highlighting his vast contributions to the field of decision making, negotiation, and dispute resolution. Howard Raiffa was one of the four principal co-founders of the Harvard Kennedy School and the Frank Plumpton Ramsey Professor of Managerial Economics Emeritus, a … Read PON Remembers Howard Raiffa

The practice of using alcohol to grease the wheels has a long and storied role in famous negotiations. In recent decades, shared drinks during adversarial bargaining helped lead to breakthroughs in conflicts in Serbia and Northern Ireland, for example. … Read Drinks at the White House? Clinton Plans on It

A self-fulfilling prophecy is a prediction of expectations that a person has that comes true because he or she expects it will. … Read Beware Self-Fulfilling Prophecies in Negotiation

When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, a good attitude, and a winning personality. … Learn More About This Program

When transferring property, sellers sometimes insist on rights of first refusal—the chance to be first in line to repurchase the property if their buyer later decides to sell. A right of first refusal can be an obvious advantage if your financial circumstances later change. … Read A Second Look at Rights of First Refusal

Aggressive tactics and hard-bargaining strategies may, at face value, provide a roadmap to success at the bargaining table but, as the Washington Post’s Kelly Johnson discovered in her interview with Program on Negotiation faculty member Michael Wheeler, adaptability to ever-changing circumstances is essential for the “dynamic” negotiations one encounters in everyday life. … Learn More About This Program