Adapted from “Transferring Negotiation Knowledge,” first published in the Negotiation newsletter.

After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. … Read Putting Negotiation Training to Work 

Adapted from “Will Your Proposals Hit the Mark?” First published in the Negotiation newsletter.

In negotiation, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be the most effective way to get to “yes.”

Let’s look at another story about consumer behavior, as described by Itamar Simonson of Stanford’s … Read Let Them Compare and Contrast 

Adapted from “The High Cost of Low Focus,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter.

Has someone (perhaps a significant other) ever told you that you’ve previously seen or heard something that you don’t recall? When someone says, “I already told you that!” in exasperation, do you assume that … Read When Focus Comes at a Price 

Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)

(An excerpt from the book Negotiation Genius by Deepak Malhotra and Max H. Bazerman)

When conflicting interests are involved, none of us is immune from the effects of personal or professional bias. In … Read Conflicts of Interest 

Adapted from “Telling Time in Different Cultures,” first published in the Negotiation newsletter.

Despite the bloody conflicts in the Middle East, people of goodwill from both Arab and Western nations earnestly seek to collaborate in diplomatic and business transactions. An article by Ilai Alon of Tel Aviv University and Jeanne Brett of Northwestern, however, cautions that … Read The Right Time to Negotiate 

PON affiliated professor Brian Mandell was interviewed for an article on the Harvard Kennedy School homepage today discussing his intersession course, Advanced Workshop in Multiparty Negotiation and Conflict Resolution. Click here to read the full article.

“The class — of which the objective is to develop the next generation of master negotiators — is structured so … Read Prof Mandell Featured on Kennedy School Website 

PON Professor James Sebenius answers these critical questions during an interview before last month’s Executive Education classes:

Why is it so important for managers and business people to become skilled negotiators?

Why is preparation and set up so important in negotiations?

Why do you enjoy teaching students in Executive Education courses?

To watch more PON Videos, click here.

To watch … Read Video of Professor Sebenius  

Associated Press

The NFL is negotiating with the players’ union to accept a new labor agreement that would include an 18-game season in 2011. The NFL’s lead negotiator said talks are focused on the extended season, economics, the rookie salary system and free-agency rules. With the current agreement expiring in March, both sides acknowledge their responsibility … Read Negotiating Next Year’s Football Season