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October 2015 Table of Contents: Vol. 18 · No. 10

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IN THIS ISSUE

Working on multiple deals? Look for ways to connect the dots
The New York Yankees turned a pair of recent negotiations into winning outcomes for everyone involved.
Negotiation in the News: Greece’s bad deal gets worse
A brinksmanship approach to crisis negotiations backfires.
The Pros and Cons of Backchannel Negotiations
In the public sector, top-secret talks often run parallel to more official dealmaking. When deciding whether to take your own negotiations underground, anticipate the risks.
Negotiation Research You Can Use
Capitalizing on emotional intelligence.
Dear Negotiation Coach: Are You So Nice It Hurts?
Should expectations of reciprocity and equal treatment be the norm in negotiations?

IN FUTURE ISSUES

Make a better first impression

Selling the deal back home

WHAT’S NEW

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EDITORIAL STAFF

Susan Hackley

Managing Director

James Kerwin

Assistant Director

Guhan Subramanian

Academic Editor

Katherine Shonk

Editor

EDITORIAL BOARD

Board members are leading negotiation faculty, researchers, and consultants affiliated with the Program on Negotiation at Harvard Law School.

Max H. Bazerman

Harvard Business School

Iris Bohnet

Harvard Kennedy School

Robert C. Bordone

Harvard Law School

John S. Hammond

John S. Hammond & Associates

Deborah M. Kolb

Simmons School of Management

David Lax

Lax Sebenius, LLC

Robert Mnookin

Harvard Law School

Bruce Patton

Vantage Partners, LLC

Jeswald Salacuse

Tufts Fletcher School

James Sebenius

Harvard Business School

Guhan Subramanian

Harvard Law School and Harvard Business School

Lawrence Susskind

Massachusetts Institute of Technology

Michael Wheeler

Harvard Business School

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Quotation of up to 50 words per article is permitted with attribution to Negotiation Briefings. Otherwise, material may not be republished, quoted, or reproduced in any form without permission from the Program on Negotiation. For permissions, call 800-391-8629 or 301-528-2676, or e-mail negotiation@law.harvard.edu.

Negotiation Briefings is published monthly by the Program on Negotiation at Harvard Law School, an interdisciplinary university consortium that works to connect rigorous research and scholarship on negotiation and dispute resolution with a deep understanding of practice. Articles draw on a variety of sources, including published reports, interviews, and scholarly research.

IN THIS ISSUE

IN FUTURE ISSUES

WHAT’S NEW

EDITORIAL STAFF

EDITORIAL BOARD

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