Negotiation Skills

Imagine that it’s time to shop for a new car. A friend has told you that she solicited bids from dealers on a no-haggle website and was offered a good, nonnegotiable price. You consider going this route but wonder if you could get an even better deal by negotiating at the dealership. Would you choose … Read Are You Avoiding a Key Negotiation?

Many things factor into whether you choose “fight or flight” when faced with a difficult situation in life. Whether it is a disagreeable coworker or a border struggle between nations, the decisions made at the onset of conflict often determine the tenor of the entire proceeding.

Along with information and a good-faith desire for collaboration, knowing … Read Fight or Flight

Guantanamo Bay is a location firmly fixed in the public mind as one of the many physical symbols associated with the age of terrorism. Before becoming President of the United States, Barack Obama promised the closure of this controversial site. Yet that promise was fraught with many political considerations, such as how to close a … Learn More About This Program

In a series of studies, Joshua M.Ackerman of the Massachusetts Institute of Technology, Christopher C. Nocera of Harvard University, and John A. Bargh of Yale University explored how the feel of physical objects could arbitrarily be influencing our choices without our knowledge.

In one study, the researchers asked passersby to evaluate a job candidate by reviewing … Read Touchy-feely Negotiators?

When someone is reluctant to engage in negotiation, you might try to wear her down until she finally caves in. Before you risk becoming a pest, however, ask yourself a critical question: Am I talking to the right person?

When negotiators fail to map out the negotiation process in advance, they can encounter detours and dead … Read Are You Talking to the Right Person?

When a group of people are negotiating, what’s the best way to arrive at a decision? Ever since U.S. general Henry M. Robert published Robert’s Rules of Order in 1876, groups have relied on the principle of majority rule, measured with a simple yea or nay vote at the end of the negotiation process.

Majority rule … Read Does the majority really rule?

Significant business disputes typically involve more than one issue—including disputes that appear to be “just about the money.” Who pays and when? In what form is payment made, with what level of confidentiality, and with what effect on future disputes?

In the heat of the moment, disputants too often focus on one conspicuous issue (such as … Read Resolving conflict, creating value

“Negotiation as the Art of Interaction”
A workshop with
Professor Alisher Faizullaev
Visiting Fulbright Scholar, Tufts University

When: Friday, December 9
Time: 12:00 — 1:30 p.m.
Where: Pound Hall, Room 334, Harvard Law School Campus
Please bring your lunch. Drinks and desserts provided.

No negotiation happens without interaction between negotiators, but there are many concepts, ways and forms of organizing and executing interaction. … Read Negotiation as the Art of Interaction

The Program on Negotiation Film Series recently screened The Interrupters, a documentary film that follows three “violence interrupters” as they work to prevent violence in Chicago’s neighborhoods. The interrupters are outreach workers who were once notorious for their past gang-related experience, but who now work for an organization called CeaseFire, an initiative of the Chicago … Learn More About This Program