Negotiation Skills

Adapted from the Negotiation newsletter.

Negotiation expert Roger Fisher sagely counsels, “Solutions are not the answer.” Instead of tossing demands back and forth on their way to an outcome, negotiators should focus on the process of exploring their underlying needs and interests. Get the process right, and practical solutions often follow.

But process still depends on the … Read Everyday Ingenuity

Adapted from “Is the Devil in the Details?,” first published in the Negotiation newsletter.

You’re close to a deal, but concerns linger. Some of the contract terms seem less than precise. What in the world does “reasonable best efforts” mean, for example, or “good faith”? Negotiators in this commonplace situation face a choice: push for more … Read Devilish Contractual Details

Adapted from “Break Through the Tough Talk,” by Kristina A. Diekmann (University of Utah) and Ann E. Tenbrunsel (Notre Dame University), first published in the Negotiation newsletter.

You might think that cultivating a reputation as a tough bargainer might be the best way to cope with a competitive opponent. But this isn’t necessarily the best strategy. … Read Too Tough Talk?

Adapted from “How to Build Trust at the Bargaining Table,” first published in the Negotiation newsletter.

Carol’s longtime doctor diagnoses her with a serious illness and recommends immediate, aggressive treatment. Carol would like to seek a second opinion, but she doesn’t want to offend her doctor—who, after all, has always provided her with excellent care. Carol … Read Change the Trust Default

Soap Box: Negotiating the Gulf Disaster
Tuesday, September 26, 2010

Speaker: Larry Susskind

Time: 6:00p–7:30p

Location: N52, MIT Museum

Soap Box: The Gulf Oil Spill & Its Consequences

The MIT Museum sponsors a series of salon-style, early-evening  conversations with cutting-edge scientists and engineers who are making the news that really matters.

Larry Susskind, MIT’s Ford Professor of Urban Studies and Planning, and … Read Negotiating the Gulf Disaster with Larry Susskind

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

In July 2000, Arthur Levitt, then chairman of the U.S. Securities and Exchange Commission (SEC), held hearings on the question of auditor independence. Believing that auditors’ close ties to their clients posed a conflict of interest … Read When Compromise Fails

Adapted from “Want to Pull Ahead of the Competition?” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.

Lots of people have great ideas for new products and services, but most lack the imagination and doggedness to actually get them launched. Darren Rovell is a notable exception. As a college student, he … Read To Get Ahead, Grab Their Coattails

Adapted from “Taking an Outside View,” first published in the Negotiation newsletter.

Cognitive biases such as overconfidence affect even smart and highly educated negotiators. Unfortunately, awareness of our biases is not enough to prevent their having a negative impact on our next negotiation.

Why is it so hard to keep our biases in check? Researchers Dan Lovallo … Read Consult Your “Inner Outsider”

Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government

Most of us see negotiation as a one-on-one encounter, but bringing in outside help can make your negotiations more effective. In this article, Jeswald Salacuse … Learn More About This Program