Adapted from “What Happens When Women Don’t Ask,” first published in the Negotiation newsletter, June 2008.

Some negotiation research has found that men generally initiate negotiations to advance their own interests much more often than women do. Yet researchers also have identified certain contexts in which women routinely negotiate and achieve outcomes that match or exceed … Read When women negotiators thrive 

Adapted from “How to Negotiate When You’re (Literally) Far Apart,” by Roderick I. Swaab (professor, INSEAD) and Adam D. Galinsky (professor, Northwestern University), first published in the Negotiation newsletter, February 2007.

Growing economic globalization offers a multitude of new opportunities yet often necessitates alternatives to face-to-face meetings, such as phone calls, e-mails, videoconferences, or instant messages. … Read Negotiating the Distance Between You 

Lawrence Susskind (Ford Professor of Urban and Environmental Planning, Massachusetts Institute of Technology)

“Win-win” has become a popular term in the field of negotiation, but many people have mis-perceptions about what it actually means. In this blog post, Professor Lawrence Susskind, a member of PON’s Executive Committee, clarifies that a “win-win” negotiated outcome is … Read Winning at “Win-Win” 

Adapted from “The Heat of the Moment,” first published in the Negotiation newsletter, January 2007.

Imagine that after ample preparation and weeks of negotiations with three potential vendors, you have to choose among their proposals, each of which has numerous strengths and weaknesses. What’s more, you have only five minutes left to make this tough decision.

How … Read Making room for intuition in negotiation 

Jeswald W. Salacuse, the Henry J. Braker Professor of Law at the Fletcher School

Negotiation skills are an essential part of life – and can be applied in situations as diverse as finalizing international business deals to making plans for a vacation with family. In a recent article for Tufts Journal, Professor Jes Salacuse offers … Read Negotiating: Five things you need to know 

Adapted from “How Mood Affects Negotiator Trust,” first published in the Negotiation newsletter, September 2006.

Social psychologists are learning a great deal about the connections among emotions, negotiation strategies, and decision making. Negotiation contributor Jennifer S. Lerner of Carnegie Mellon University and her colleagues have identified two critical themes. First, they have studied the carryover of … Learn More About This Program 

Adapted from “Great Deal—But How Will It Play at the Office?” by Jeswald W. Salacuse (professor, Tufts University), first published in the Negotiation newsletter, October 2006.

To close any deal, you not only have to reach agreement with the other side but also convince your own organization of the deal’s value. In fact, you may … Read Have you negotiated the authority you need? 

Adapted from “Are You Prepared for Dirty Tricks?” first published in the Negotiation newsletter, August 2010.

Should you simply refuse to negotiate with someone you know has lied to you?

Consider the results of a 1998 survey of 750 MBA students by researchers Robert J. Robinson, Roy J. Lewicki, and Eileen M. Donohue. Most of the … Read Defend yourself against deception 

James Sebenius and David Lax, co-authors of 3D Negotiation, share their thoughts on why negotiation is a core skill for all managers in this interview with Martha Lagace, senior editor of Harvard Business School’s Working Knowledge.

Offering examples of common mistakes made by negotiators, they explain how negotiators can improve their results by negotiating … Read Negotiating in three-dimensions