Bet you didn’t know… Personnel matters in negotiation.

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Article Excerpt

When outsiders become overachievers
When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, a good attitude, and a winning personality. In a new study, professor Gerben A. Van Kleef of the University of Amsterdam and his colleagues identify another beneficial quality

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Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit www.executive.pon.harvard.edu to find out more about “Negotiation and Leadership: Dealing with Difficult People and Problems” and our one-day Author Sessions, including “Negotiating International Business Deals.”

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Learning to stick to the plan

Behind-the-table challenges