How to Find the ZOPA in Business Negotiations
Learn how ZOPA and BATNA analysis help you avoid the agreement trap and the mythical fixed pie in business negotiation. … Read How to Find the ZOPA in Business Negotiations
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
When a Job Offer is “Nonnegotiable”
Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on … Read When a Job Offer is “Nonnegotiable”
The Two Koreas Practice Conflict Management
Learn conflict management lessons from the 2015 Korea crisis, including face-saving tactics, escalation risks, and diplomatic compromise. … Read The Two Koreas Practice Conflict Management
What Hostage Negotiations Can Teach Business Negotiators
Hostage negotiations might seem to have little in common with the typical business negotiation. But, in fact, there is much we can learn from them, according to … Read This Post
Conflict-Management Styles: Pitfalls and Best Practices
Learn the five conflict-management styles, when to use each in negotiation, and how complementary styles can improve business and personal outcomes. … Read This Post
The First-Offer Dilemma in Negotiations: Should You Make the First Offer?
Should you make the first offer in negotiation? Research shows anchoring boosts outcomes—but may increase anxiety. Learn when to go first. … Read This Post
The Pros and Cons of Back-Channel Negotiations
Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. … Read The Pros and Cons of Back-Channel Negotiations
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
How to Deal with Cultural Differences in Negotiation
Learn how dignity, face, and honor cultures shape negotiation styles—and how to navigate cultural differences effectively at the bargaining table. … Read This Post
Is Humor in Business Negotiation Ever Appropriate?
Can humor improve negotiation outcomes? Research shows well-timed humor builds trust, creativity, and rapport—when used strategically. … Read This Post
Teach Your Students to Negotiate the Technology Industry
Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Especially since the onset of the COVID-19 pandemic, … Read This Post