IN THIS ISSUE
- First, Put Yourself In Their Shoes
To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. Secretary of State Madeleine Albright.
- Bargaining in Bad Faith: Dealing with “False Negotiators”
We tend to forget – at our peril – that not everyone at the bargaining table wants to close a deal.
- In DuPont’s Proxy Battle, An Expensive Power Struggle
A risky decision to fend off a corporate raider pays off in the end.
- When “Honor Talk” Pays in Negotiation
How honor and culture impact negotiations.
- Dear Negotiation Coach: Expertise Can Blind Us
Negotiating the sale of a piece of land and expertise at the bargaining table.
IN FUTURE ISSUES
Set up your team for better deals
Negotiating at a distance
Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course, held September 15–17 in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.
Download the NEW Negotiation Briefings Special Report, “Real Leaders Negotiate: Understanding the Difference Between Leadership and Management,” by visiting www.pon.harvard.edu/free-reports