Negotiation Briefings Articles

Ask A Negotiation Expert: Federal Mediation Comes Out of the Shadows

PON Staff   •  04/30/2020   •  Filed in Negotiation Briefings Articles

U.S. federal mediators often work on the front lines of high-profile labor-management disputes, yet—aiming for neutrality and confidentiality—tend to keep a low profile themselves. We spoke to Federal Mediation and Conciliation Service (FMCS) principal deputy director Gary Hattal about how the FMCS, which was founded in 1947, strives to meet its mission of promoting effective … Read More 

Negotiating From a Social Distance

PON Staff   •  04/30/2020   •  Filed in Negotiation Briefings Articles

Man Looking at Computer Screens

As the COVID-19 virus began to spread through the United States, Xerox CEO John Visentin announced on March 13 that the company was putting its hostile takeover of HP on hold in order to “prioritize the health and safety of its employees, customers, partners and affiliates over and above all other considerations.”

With health experts worldwide advising citizens … Read More 

Negotiation research you can use: Reducing gender bias in hiring negotiations

PON Staff   •  04/30/2020   •  Filed in Negotiation Briefings Articles

No matter how strong their credentials or negotiating skills, women are less likely than men
to be chosen for jobs historically held by men, such as positions in leadership, science, and engineering, past research shows. In a new study, University of Vienna assistant professor Steffen Keck and National University of Singapore visiting assistant professor Wenjie Tang … Read More 

Reaching agreement when trust is low

PON Staff   •  04/30/2020   •  Filed in Negotiation Briefings Articles

Signing Ceremony in Doha Qatar

Ending the longest war in U.S. history—America’s war in Afghanistan—has been a top goal for President Donald Trump since he took office. President George W. Bush launched the war in 2001 to oust the Taliban, the Islamic fundamentalist group that controlled Afghanistan and was shielding Al Qaeda, the terrorist group behind the 9/11 attacks. Dragging … Read More 

Ask A Negotiation Expert: Network Building in the Middle East

PON Staff   •  03/31/2020   •  Filed in Negotiation Briefings Articles

A lack of effective communication has worsened ongoing conflicts in the Middle East. In 2014, regional stakeholders created the Negotiation Strategies Institute (NSI) to promote communication across disputing governments and other groups affected by the conflict. With the Harvard Negotiation Project (HNP) as its academic sponsor, NSI holds an intensive 10-month executive program each year … Read More 

Negotiation research you can use: In price negotiations, make them happy with less

PON Staff   •  03/31/2020   •  Filed in Negotiation Briefings Articles

Price negotiations and other distributive (single-issue) negotiations often seem to come with a built-in Catch-22: If you get a great deal on price, your relationship with your counterpart may suffer because they feel as if you’ve won and they’ve lost. In a new study, Singapore Management University professor Michael Schaerer and his colleagues identify a … Read More 

Should You Really Negotiate?

PON Staff   •  03/31/2020   •  Filed in Negotiation Briefings Articles

Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or cater a family event. When you receive a price quote, should you try to negotiate a better deal?

Conventional wisdom would answer with a resounding yes. Opening up price negotiations could very … Read More 

Why Nonaggression Pacts Often Fail

PON Staff   •  03/31/2020   •  Filed in Negotiation Briefings Articles

On December 12, 2018, Massachusetts senator Elizabeth Warren had Vermont senator Bernie Sanders over to her house for a meeting, New York magazine reports. There, they each admitted what was already apparent: They were running for president. Friends as well as colleagues, Sanders and Warren agreed to try to protect the progressive movement by not attacking each … Read More 

More than just a game: Negotiating with integrity

PON Staff   •  03/31/2020   •  Filed in Negotiation Briefings Articles

In competitive realms, it can be especially difficult to negotiate with integrity, unity, and a long-term perspective. Two recent stories from professional sports—women hockey players’ fight for a living wage and a sign-stealing scandal in Major League Baseball—highlight best and worst practices for those negotiating in cutthroat environments.
Fighting for a league of their own
Founded in … Read More 

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