Dealmaking and the Anchoring Effect in Negotiations
The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read This Post
In Contract Negotiations, Agree on How You’ll Disagree
During the course of a complex negotiation, the last thing we want to think about is the possibility that a serious disagreement or contract breach will arise … Read This Post
Ripeness Theory in Dispute Resolution: Seizing the Day
The longer a dispute drags on, the less likely a collaborative solution often appears to be. But that view may be pessimistic: At a certain point, the … Read This Post
Daniel Kahneman Showed Negotiators a More Rational Path
The late psychologist Daniel Kahneman, with his research partner Amos Tversky, spurred a scientific revolution in economics by pinpointing predictable ways in which intuition impairs our judgment. … Read This Post
Bipartisan Agreement Proved Elusive in 2017 Immigration Negotiations
On September 5, 2017, President Donald Trump announced that he would begin phasing out Deferred Action for Childhood Arrivals (DACA) in six months. The Obama-era policy had … Read This Post
Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round … Read This Post
Lessons from an M&A Negotiation: Amazon and Whole Foods
The 2017 M&A negotiation between the grocer and the online retailer illustrates the pitfalls of focusing more on dealmaking than implementation. … Read This Post
Negotiation Examples in Real Life: Buying a Home
While many of our articles discuss negotiation theory and the latest research, sometimes it helps to discuss negotiation examples in real life when offering negotiation tips and … Read Negotiation Examples in Real Life: Buying a Home
Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity
There are a number of infamous negotiation examples in the workplace, but one most notable instance occurred in March 2018, when more than 700 Canadian doctors, residents, … Read This Post
For Professional Negotiators, Three Is a Magic Number
Everything good comes in threes, they say. For storytellers, this means understanding that readers and listeners find a sequence of three things to be memorable, satisfying, and … Read This Post
What is the Right of First Refusal?
When transferring property, sellers sometimes insist on real estate rights of first refusal – the chance to be first in line to repurchase the property if their … Read What is the Right of First Refusal?
A Token Concession: In Negotiation, the Gift that Keeps on Giving
When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and … Read This Post