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
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
Most of us believe we’re savvy enough to keep from being scammed by con artists in a sales negotiation. But, as the Bernard Madoff scandal showed, even the rich and seemingly business savvy get taken for a ride sometimes. The latest high-profile swindle to hit the news, this one in France, reminds us of the … Read More
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
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
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
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
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
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
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