counterparts

The following items are tagged counterparts:

Negotiating Difficult Conversations: Dealing with Tough Topics Productively

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs).

Course Dates: June 2020 – Exact Dates TBD When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and … Read More 

Negotiating with the Ministry of Health

Posted by & filed under .

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada. … Read More 

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 11-13

Posted by & filed under Harvard Negotiation Master Class.

Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, Harvard Business School, and the Massachusetts Institute of Technology—all of whom are committed to delivering a transformational learning experience. By working closely with them, you will: … Read More 

Negotiating with Another Federal Agency

Posted by & filed under .

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada. … Read More 

Negotiating About Pandas for San Diego Zoo

Posted by & filed under .

Stephen Weiss and Sarah Tatrallyay This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, … Read More 

Business Crisis Management: Crisis Communication Examples and How to Use Police Negotiation Tecniques

Posted by & filed under Free Report.

In this free special report negotiation experts offers advice on how to turn crisis situations into collaborative negotiations. Throughout the report, you will discover how to apply the lessons of professional hostage negotiators, avoid disasters through careful planning, diffuse tensions with angry members of the public, and break through impasse with open communication. … Read More 

The Negotiation Process in China

Posted by & filed under International Negotiation.

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China. … Read More 

Viatex

Posted by & filed under .

Hal Movius Two-party negotiation between representatives of Viatex and one of its clients, Brattlebury, involving trade-offs between short and long-term gains as well as dealing with internal stakeholders. … Read More 

Negotiation Strategies for Women: Secrets to Success

Posted by & filed under Free Report.

As a general manager of a business unit and the father of two daughters in college, I have no tolerance for gender bias in the workplace or anywhere else for that matter. At least that’s what I thought, until a women manager handed me the Negotiation Strategies for Women report that she recently received from … Read More 

Using Body Language in Negotiation

Posted by & filed under Negotiation Skills.

Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be, they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate … Read More 

Mouse Exercise

Posted by & filed under .

Geoffrey Fink and Maria Baute Stewart Seven-party, multi-issue negotiation among a theme-park developer, neighboring mayors, a regional organization, and a national government representative over the development of a proposed theme park; involves coalition-building and cultural issues … Read More 

Casino

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Sheila Heen, Scott Peppet and John Richardson Two-party intra-organizational discussion between a newly-promoted manager and her division vice-president over work performance, responsibility for a new computer game project, and office environment issues … Read More 

6 Bargaining Tips and BATNA Essentials

Posted by & filed under BATNA.

The best bargaining tips taught by the experts should offer ways to enhance your bargaining power in negotiation. To do this, you must cultivate a strong BATNA, or best alternative to a negotiated agreement. The more appealing your best alternative is, the more comfortable you will feel asking for more in your current negotiation—secure in … Read More 

Top International Negotiation Case Studies in Business: The Microsoft-Nokia Deal

Posted by & filed under International Negotiation.

International negotiation brings on more challenges than most. On September 3, 2013, Microsoft announced a deal to acquire Finnish mobile phone company Nokia’s handset and services business for $7.2 billion, the New York Times reported. The agreement marked a belated but bold move by Microsoft to upgrade its presence in handheld devices and signals an … Read More 

How to Create Win-Win Situations

Posted by & filed under Win-Win Negotiations.

In business negotiation, a win-win agreement may be the ultimate goal, but it can sometimes prove elusive. Here, we offer four strategies from experts at the Program on Negotiation at Harvard Law School on how to create win-win situations in even the trickiest negotiations. … Read More 

Emotional Intelligence as a Negotiating Skill

Posted by & filed under Negotiation Skills.

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations

Posted by & filed under Negotiation Training.

Knowing the norms of ethics and negotiation can be useful whether you’re negotiating for yourself or on behalf of someone else. Each ethical case you come up against will have its own twists and nuances, but there a few principles that negotiators should keep in mind while at the bargaining table. … Read More 

How to Negotiate a Business Deal

Posted by & filed under Business Negotiations.

In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read More 

The Importance of Communication in Negotiations: Preparing Your Negotiating Team

Posted by & filed under Negotiation Skills.

When a team is preparing for a critical negotiation, members need to appoint a leader, allocate roles and responsibilities, and discuss their at-the-table strategy. Another key objective that teams sometimes fail to discuss is the importance of staying “on message” – that is, making sure that statements by individual members don’t contradict the group’s agreed-upon … Read More 

Negotiation Team Strategy

Posted by & filed under Negotiation Skills.

Some negotiations are simple enough to handle on our own, but those deals are increasingly rare in the business world. These days, to thrive in negotiation, you often need to be able to work effectively as part of a negotiation team. … Read More 

Salary Negotiation: How to Ask for a Higher Salary

Posted by & filed under Salary Negotiations.

For a new employee, salary negotiation skills can be the most important and the most intimidating, but the most important, of difficult conversations to have at the beginning of your career. A new employee, successfully negotiating a salary offer up by $5,000 could make a huge difference over the course of her career. … Read More 

The Pitfalls of Negotiations Over Email

Posted by & filed under Conflict Resolution.

Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and … Read More 

A Crisis Negotiations Case Study: Chen Guangcheng, the United States, China, and Diplomatic Negotiations

Posted by & filed under International Negotiation.

US Secretary of State Hillary Clinton’s indirect approach to diplomatic negotiations with the People’s Republic of China over political dissdent Chen Guangcheng demonstrates the power of adaptability at the bargaining table, especially when dealing with a counterpart from a different culture or who may speak a different language. … Read More 

Police Negotiation Techniques from the NYPD Crisis Negotiations Team

Posted by & filed under Crisis Negotiations.

Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Read More 

What is a Win-Win Negotiation?

Posted by & filed under Win-Win Negotiations.

In an episode of the American television show The Office, bumbling manager Michael Scott consults with a manual on conflict resolution while attempting to mediate a dispute between two of his subordinates, Angela and Oscar. After Scott explains that there are five approaches to resolving conflict, beginning with “win-lose,” an annoyed Angela interrupts: “Can we … Read More 

The Importance of a Relationship in Negotiation

Posted by & filed under Negotiation Training.

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read More 

Making Business Deals that Thrive Across Cultures

Posted by & filed under Dealmaking.

The 1998 merger of German automaker Daimler-Benz and the American Chrysler Corporation at first seemed like a match made in heaven, but the honeymoon wore off as the two cultures that made up DaimlerChrysler began to clash. The Americans’ informal behavior, such as using first names rather than titles, made the Germans uncomfortable, while the … Read More 

What is Negotiation?

Posted by & filed under Negotiation Skills.

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier. … Read More 

Cross Cultural Communication: Translation and Negotiation

Posted by & filed under International Negotiation.

In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But how do negotiators dealing with counterparts that speak another language modify their negotiation techniques to accommodate for the lack of a common language? … Read More 

Deal-Making Techniques for When You Feel Powerless

Posted by & filed under BATNA.

In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. If we feel powerless when making business deals, it’s often because we don’t have a strong alternative if the current deal falls apart or fails to meet our needs. Thus, the key to … Read More 

Understanding Different Negotiation Styles

Posted by & filed under Negotiation Skills.

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people better negotiators than others? The answer may be in part that people bring different negotiation styles and strategies to the bargaining table, based on their different personalities, experiences, … Read More 

Managing Difficult Negotiators

Posted by & filed under BATNA.

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground. If you’re skilled in BATNA negotiations, you’ll have an easier time dealing with such people. … Read More 

Internal Negotiation: Setting Up For Success

Posted by & filed under Uncategorized.

U.S. Federal Agency Personnel Negotiate Inter-Agency Issues to Better Collaborate with Host Government Officials and Combat HIV/AIDs Most negotiations between companies, organizations, or governments are broken down into internal negotiation and external negotiation. Internal negotiation occurs between members of the same company, organization, or government in preparation for negotiations with an external entity. There is a … Read More 

Six Guidelines for “Getting to Yes”

Posted by & filed under Negotiation Skills.

In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read More 

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

Posted by & filed under Conflict Resolution.

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural conflict negotiation example, how should this negotiator improve her negotiation skills? … Read More 

Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table

Posted by & filed under International Negotiation.

As the US presidential primary season heats up for both parties, it helps to take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example demonstrates, if carefully managed, disagreements can lead to better results than you might expect. … Read More 

Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger

Posted by & filed under Dealing with Difficult People.

If a competitive bargaining session shifts in a counterpart’s direction, your anger could send the wrong signals to your negotiation counterpart. In this instance, strong emotions portray desperation rather than strength. Here are some bargaining and negotiation tactics for dealing with difficult situations in relationships. … Read More 

Case Studies: Examples of Conflict Resolution

Posted by & filed under Conflict Resolution.

Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More 

Negotiating with Millennials – How to Overcome Cultural Differences in Communication

Posted by & filed under Business Negotiations.

Negotiation training often focuses on bridging gaps between negotiators with different styles, backgrounds, or objectives, but what about overcoming generational barriers in negotiation? Generational differences need not stymie efforts at the bargaining table. In this segment from “Dear Negotiation Coach,” we explore how to overcome cultural differences in communication with members of the Millennial generation. … Read More 

5 Common Negotiation Mistakes and How You Can Avoid Them

Posted by & filed under Negotiation Skills.

Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More often, though, our negotiation mistakes are invisible: We get a perfectly good deal, but are unaware that we could have gotten a better one if we hadn’t succumbed … Read More 

Conflict Resolution in the Family

Posted by & filed under Conflict Resolution.

In Lessons in Domestic Diplomacy, the New York Times’ Bruce Feiler, drawing on family conflict resolution negotiation examples in his past, offers a case study of conflict management by focusing on disputes in the home, asking, “how do we break out of negative patterns of conduct and proactively approach problems encountered in our everyday lives?” … Read More 

Business Negotiation Solutions: To Eat or Not to Eat?

Posted by & filed under Business Negotiations.

We’ve all shared a meal with a negotiating counterpart at one point or another, whether a business lunch, a working dinner, or sandwiches in a conference room. What are the advantages and potential pitfalls of combining food and drink with negotiation? Here, we offer business negotiation solutions for those who are trying to decide whether … Read More 

Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions

Posted by & filed under Negotiation Skills.

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More 

Union Strikes and Dispute Resolution Strategies

Posted by & filed under Dispute Resolution.

When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with the other side will be a dead end. This dispute resolution strategy may pay off in the short term, but it’s important to factor in the long-term costs … Read More 

Hardball Tactics in Negotiation Increase with Rivalry

Posted by & filed under Negotiation Skills.

Coke vs. Pepsi. Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox. Whether we work in business, politics, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one … Read More 

Handling Difficult People: The Antisocial Negotiator

Posted by & filed under Dealing with Difficult People.

Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of handling difficult people who appear to have no concern for us or our outcomes. People who are antisocial, lack empathy, and habitually engage in impulsive, manipulative, … Read More 

Conflict-Solving Strategies: The Value of Taking a Break

Posted by & filed under Conflict Resolution.

Business negotiators coping with deeply entrenched conflict often feel defeated and hopeless when conflict-solving strategies fail. However, research from the world of international conflict suggests that taking repeated breaks from conflict can improve the odds of reaching agreement down the road. The research and resulting negotiation strategies may offer new hope to business negotiators. … Read More 

How to Overcome Cultural Barriers in Negotiation

Posted by & filed under International Negotiation.

Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying in to meet with you. Do you expect your German counterpart to behave differently than the Americans you typically deal … Read More 

For Professional Negotiators, Three Is a Magic Number

Posted by & filed under Negotiation Skills.

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 compelling—whether it’s three bears, three little pigs, or three kings. For professional negotiators, sequences of three can be rewarding as well. The following examples of good negotiation skills … Read More 

Building Trust in Negotiations

Posted by & filed under Dealmaking.

Adapted from “Strike the Right Balance Between Trust and Cynicism,” by Harvard Business School professor Max H. Bazerman, first published in the Negotiation Briefings newsletter.  Negotiators often must choose between trusting their counterparts and being cynical of their motives. The consequences of such decisions can be serious in dealmaking: trust too much, and you’ll lose big; … Read More 

Will You Avoid a Negotiation Impasse?

Posted by & filed under Negotiation Skills.

In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according to Reuters. It reached that dubious milestone thanks to an epic negotiation impasse between Republican governor Bruce Rauner and the Democratic-controlled state legislature. The story of the negotiation … Read More 

Conflict Management and Negotiation: Personality and Individual Differences That Matter

Posted by & filed under Conflict Resolution.

Although Elfenbein and her colleagues did find that negotiators performed at a similar level from one negotiation to the next, to their surprise, these scores were only minimally related to specific personality traits. And traits that are basically unchangeable, such as gender, ethnic background, and physical attractiveness, were not closely connected to people’s scores. A small … Read More 

In business negotiation, get your words’ worth

Posted by & filed under International Negotiation.

Wise negotiators put a lot of time and effort into making sure they’re ready to do business. They set ambitious goals, research their bottom line, explore their alternatives, and find out as much as they can about their counterpart. They may give less consideration, however, to the words they’ll use to persuade, question, debate, and brainstorm … Read More 

Ask A Negotiation Expert: To Trust or Not To Trust?

Posted by & filed under Negotiation Skills.

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, the way in which we make such determinations depends a great deal on our nationalculture, Jeanne Brett, the DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution andOrganizations at Northwestern University’s Kellogg School of Management, and Louisiana State University … Read More 

How to Handle Difficult People—Including Your Rivals

Posted by & filed under Dealing with Difficult People.

One of the most common questions raised by businesspeople is how to handle difficult people. This question contains a hidden assumption: Faced with abrasive, competitive, and even unethical behavior, we view ourselves as being in the right and the other party as being wholly wrong. Yet it’s important to consider that, in our real-life conflict scenarios, … Read More 

Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality

Posted by & filed under International Negotiation.

If Chinese culture favors insiders, it stands to reason that outsiders face an uphill battle. In One Billion Customers: Lessons from the Front Lines of Doing Business in China (Free Press, 2005), business executive and Wall Street Journal bureau chief James McGregor writes of the 1996 attempt by Xinhua, the official Chinese news agency, to … Read More 

Teach Coalition Management in Multiparty Negotiations

Posted by & filed under Teaching Negotiation.

Multiparty negotiations can be difficult to manage if you are unprepared for the formation of coalitions. Two-party and multiparty negotiations share some important similarities: the goal of discovering the zone of possible agreement, for example. However, there are some key differences that set them apart. As soon as the number of parties increases past two, … Read More 

The Angry Negotiator

Posted by & filed under Daily, Negotiation Skills.

Most negotiations require us both to compete to claim value and to cooperate to create value. The ability to move back and forth between these two goals is a critical—and difficult—skill. How do emotions affect value creation and claiming? Researchers Alice Isen and Peter Carnevale found that a positive mood leads to greater value creation. … Read More 

Business Negotiation Skills to Curb Your Overconfidence

Posted by & filed under Business Negotiations.

To avoid the pitfalls of overconfidence, you need a clear understanding of how overconfidence is likely to affect your judgments and decisions (and those of your counterparts) at the bargaining table. Fortunately, new research suggests exactly when to expect overconfidence and offers insight into how you can prevent it from getting you into trouble in … Read More 

Negotiation Example: When Michael Bloomberg and NYC Teachers Both Lost

Posted by & filed under Mediation.

It’s hard to imagine a negotiation example in which negotiating counterparts would choose to sacrifice hundreds of millions of dollars rather than reach agreement. But back in 2013, this is the choice that New York City and its teachers union, the United Federation of Teachers (UFT), made when they declared impasse on a new teacher evaluation … Read More 

Leadership Styles in Crisis Negotiations

Posted by & filed under Leadership Skills.

Since the start of the global economic recession in 2008, few issues have proven as explosive as the Greek debt crisis. The Greek government’s commitment to repay billions of dollars in loans has been a source of contention with creditors ever since a sizable bailout was issued in 2010. … Read More 

Negotiating Skills: How to Bargain “Behind the Table”

Posted by & filed under Negotiation Skills.

After the fall of the Berlin Wall in 1989, U.S. president George H. W. Bush and his secretary of state, James Baker, were eager to win international support for German reunification and German membership in NATO. But Soviet president Mikhail Gorbachev faced strong opposition to these measures from members of his own Communist Party. Both … Read More 

Anchoring for Maximum Effect

Posted by & filed under Negotiation Skills.

It’s said that you never get a second chance to make a great first impression, and that certainly can be the case in negotiation. A weak handshake or a gruff demeanor can color how we see someone for a very long time. Similarly, make an unambitious or poorly worded first offer, and you’re much less … Read More 

Deceptive Tactics in Negotiation: How to Ward Them Off

Posted by & filed under Negotiation Skills.

Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in business offer strong incentives to detect these behaviors. Unfortunately, however, most of us are very poor lie detectors. Even professionals who encounter liars regularly, such as police officers and … Read More 

International Negotiations and Cognitive Biases in Negotiation

Posted by & filed under International Negotiation.

In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics and … Read More 

In Business Negotiations, Eat Before You Negotiate

Posted by & filed under Business Negotiations.

When preparing for your next business negotiation, you may want to strategize not only about what you’ll put on the bargaining table, but also how much food you’ll put in your belly beforehand. That’s the message of new research that Cornell University professor Emily Zitek and Dartmouth College professor Alexander Jordan presented at the annual … Read More 

The Value of Using Scorable Simulations in Negotiation Training

Posted by & filed under Teaching Negotiation.

At a recent Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the … Read More 

Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations

Posted by & filed under International Negotiation.

Cross cultural negotiation examples provide insights into how negotiation techniques change depending on the context in which negotiators find themselves. As Professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, points out in a recent negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. … Read More 

Negotiation research you can use: Should you brandish your BATNA?

Posted by & filed under BATNA.

On August 23, the British government unveiled an initial set of contingency plans for exiting the European Union (E.U.) in the event the so-called Brexit negotiations end in impasse. Brexit negotiations have been slow and contentious, stymied most recently by infighting within factions of the British government about how closely to bind the nation’s economy … Read More 

The Process of Business Negotiation

Posted by & filed under Business Negotiations.

Negotiators are more satisfied with the outcome of a negotiation when they think the process has been fair, research shows. To maximize satisfaction and build a strong working relationship, don’t leave the process of business negotiation up to chance. Given the importance of negotiation in business communication, you’d be wise to consider the following seven … Read More 

Dealing with Difficult People? Negotiation Lessons from Ronald Reagan

Posted by & filed under Conflict Resolution.

In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir Putin to back away from his aggressions toward Ukraine. In a Wall Street Journal editorial, Ken Adelman, U.S. President Ronald Reagan’s ambassador to the United Nations and arms-control director, writes that recently … Read More 

Negotiation Research Examines Ethics in Negotiating Scenarios

Posted by & filed under Negotiation Skills.

Lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times. This topic has many questioning ethics in negotiating within the healthcare industry. The problem starts with the … Read More 

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

Posted by & filed under Conflict Resolution.

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More 

Successes & Messes: From boom to bust: Up-and-down contract negotiations in the NBA

Posted by & filed under Business Negotiations.

In negotiation, one great deal can beget another. For the National Basketball Association (NBA), its stellar 2016 national television contract begat not just one great deal but dozens for top players and even mediocre ones. But now that the boom year has passed, players’ expectations are bouncing up against reality. Charging ahead In October 2014, just about … Read More 

Why First Impressions Matter in Negotiation

Posted by & filed under Negotiation Skills.

Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive. … Read More 

Teach Your Students Dispute Resolution for Their Everyday Lives

Posted by & filed under Teaching Negotiation.

Negotiation refers to the process of working out agreements that meet each party’s needs and address their interests. People negotiate all the time in their everyday lives: in the workplace, within families, and when buying goods and services. Knowing which negotiation strategies to use in different circumstances can make a significant difference. The Teaching Negotiation … Read More 

Need Some Negotiating Help? In the future, ask your phone

Posted by & filed under Negotiation Skills.

Today, many people use “virtual assistants,” such as the iPhone’s Siri or Amazon’s Alexa, to perform simple tasks and provide answers to straightforward questions. So-called chatbots, or bots, grease the wheels of everyday life by giving directions, looking up arcane facts, providing customer service, and much more. The best bots can also carry out lengthy conversations … Read More 

At work, negotiate your way to leadership success

Posted by & filed under Negotiation Skills.

In 1994, the Walt Disney Company faced an unexpected succession decision after its president and CEO, Frank Wells, died in a helicopter crash. Disney chairman and CEO Michael Eisner believed his longtime friend Michael Ovitz, the founder and majority owner of successful Hollywood talent firm Creative Artists Agency, or CAA, as it is known, was … Read More 

Unlocking cross-cultural differences in negotiation

Posted by & filed under International Negotiation.

Hollywood film executives are known for being savvy negotiators, but they seem to have met their match over the past year as they struggle to renegotiate terms for showing American films in China. Back in 2012, Xi Jinping, then China’s vice president, and then–U.S. vice president Joe Biden negotiated a deal governing the distribution of American … Read More 

How to Manage Conflict at Work

Posted by & filed under Conflict Resolution.

A 62-year-old salesman believes he has convincing evidence that his boss passed him over for a promotion because of his age. What options does he have? He could let the matter drop and perhaps look for another job. He could file an employment-discrimination lawsuit. Or, if his company offers mediation services, he could have the … Read More 

Ask A Negotiation Expert: Dealmaking Secrets from Henry Kissinger

Posted by & filed under Dealmaking.

Recently, more than 1,600 international relations experts from across the political spectrum overwhelmingly rated Henry Kissinger, who served under former presidents Richard Nixon and Gerald Ford, the most effective secretary of state of the last half-century. In their new book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level (Harper, 2018), James K. Sebenius, … Read More 

Negotiation Power Plays

Posted by & filed under BATNA.

Imagine yourself in the following negotiation scenarios:

You’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires. You are trying to sell a used piano online before an … Read More 

Negotiation research you can use: To curb dishonesty in negotiation, confront “paranoid pessimism”

Posted by & filed under Uncategorized.

Business negotiators often worry about being deceived, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that our counterparts typically have access to information about preferences, alternatives, product quality, and so on, that we lack. Yet research shows that negotiators often behave honestly even when doing so costs them money. Interestingly, … Read More 

Asking for More in Salary Negotiation: Jennifer Lawrence and Jennifer Aniston Speak Out

Posted by & filed under Salary Negotiations.

“We’re very much a sexist society,” actress Jennifer Aniston said in back in 2015 in an interview with the New York Times, addressing not just the constant questions she faces about marriage and children, but about recent revelations of pay discrimination and salary negotiation in Hollywood. “Women are still not paid as much as men,” Aniston … Read More 

Teach Your Students Negotiation Psychology

Posted by & filed under Teaching Negotiation.

The negotiation psychology of the parties at the table can contribute significantly to the likelihood of reaching an agreement. In Beyond Reason, world-renowned negotiator Roger Fisher and psychologist Daniel Shapiro advise “ignore emotions at your own peril. Emotions are always present and often affect your experience. You may try to ignore them, but they will not … Read More 

Ask A Negotiation Expert: In Negotiation, Communication Style Matters

Posted by & filed under Uncategorized.

Is it better to appear warm or tough in negotiation? This month, Harvard Business School professor Francesca Gino, author of the forthcoming book Rebel Talent: Why It Pays to Break the Rules in Work and in Life, answers this persistent question. Negotiation Briefings: In your research, you compared whether a warm and friendly negotiating style or … Read More 

Great Women Leaders Negotiate

Posted by & filed under Leadership Skills.

Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women in leadership succeed, they often do so by cultivating successful negotiating skills. Here, we examine strategies that three top women in negotiation employed to become great women leaders. … Read More 

Successes & Messes: With a switch in focus, migrant activists gain ground

Posted by & filed under Dealmaking.

In the U.S. agricultural industry, the migrant workers, many of them undocumented, who toil long hours on fields and farms have long faced abuse, low wages, substandard living conditions, and even enslavement. But a new model of negotiating for better working conditions developed by a group of migrant workers in Immokalee, Fla., is beginning to bring about improvements … Read More 

What is the Anchoring Bias?

Posted by & filed under Negotiation Skills.

It may be the most burning question in business negotiation: Should you make the first offer? Traditionally, negotiators were advised to wait for the other side to make a first offer. According to this reasoning, the other side’s offer gives you valuable information about his goals and alternatives. More recently, however, research on the anchoring bias has … Read More 

Success & Messes: “Chuck and Nancy” find their leverage

Posted by & filed under Dealmaking.

What’s our leverage? U.S. Senate minority leader Chuck Schumer asked himself that question continually during the congressional recess this August, he told the New York Times, following the Republicans’ multiple failed attempts to repeal the Affordable Care Act. By answering that question, Schumer and House minority leader Nancy Pelosi were able to set up their party … Read More 

For Serial Negotiators, Pride May Come Before A Fall

Posted by & filed under Negotiation Skills.

Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how you handled the last negotiation and confident that this next negotiation will go just as well, maybe … Read More 

Beyond slingshots: Better tools for negotiating with Goliaths

Posted by & filed under Crisis Negotiations.

When Alexandra Elbakyan was growing up in Kazakhstan, books, music, and movies were expensive. To access them, she learned how to pirate intellectual property and eventually came to believe that it should be available to all. After enrolling in graduate school in Russia, Elbakyan began pirating journal articles for herself and other researchers who couldn’t afford … Read More 

Successes & Messes: The Florida Marlins sale: Did one bad deal beget another?

Posted by & filed under Business Negotiations.

The fallout from a disadvantageous negotiation can reverberate for years to come. That’s what the City of Miami is learning from its 2009 stadium deal with Florida Marlins owner Jeffrey Loria as he reached an agreement to sell the team this past August. Off to a winning start Loria launched his career as a Major League Baseball … Read More 

Leadership Style Assessment: Road Map for Podemos in Spain

Posted by & filed under Leadership Skills.

The skills required for honing an effective participative leadership style have a great deal in common with those used by good negotiators. Following the May 24, 2015 municipal elections in Spain, all of those skills are being put to the test. The elections delivered a stunning rebuke to the incumbent conservative Popular Party of Mariano … Read More 

Beating the Odds in Difficult Negotiations

Posted by & filed under Negotiation Skills.

Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior … Read More 

How Technology is Changing Us and the Way We Negotiate

Posted by & filed under Negotiation Skills.

Imagine that two people are introduced to each other via email by a mutual friend. They begin discussions on the phone regarding a potential business partnership, which lead to several in-person meetings during which their laptops are open and their smartphones are on the table, available for checking facts and tracking down data. In between … Read More 

Negotiating Controversial Issues

Posted by & filed under Crisis Negotiations.

When you’re trying to negotiate a hot-button issue, what’s the best approach to take? That was the question facing U.S. president Donald Trump as he and his administration attempted to convince the government of Mexico to fund a wall along the U.S.-Mexico border, in addition to negotiating other matters of concern to both governments. The … Read More 

Dealmaking: Dealing with the Other Side’s Constituents

Posted by & filed under Dealmaking.

During a meeting with a potential customer, a new salesperson leaves the room several times to make phone calls. Each time when she returns, she tells the customer she can’t accept the terms they just negotiated. Exasperated by her apparent lack of authority, the customer ends the meeting abruptly. … Read More 

How to Overcome Cultural Barriers to Communication in International Negotiations

Posted by & filed under International Negotiation.

How to overcome cultural barriers to communication: As members of organizations and families, we all know from experience that even people with identical backgrounds can have vastly different negotiating styles and values. Nonetheless, we continue to be intrigued by the idea that distinct patterns emerge between negotiators from different cultures. … Read More 

Conflict Management and Negotiating When Pride is at Stake

Posted by & filed under Conflict Resolution.

The fallout from Iceland’s financial crisis offers a case study in dealing with those who have suffered a significant blow to their self-esteem. In late 2008, Iceland teetered on the edge of bankruptcy following the collapse of its three largest banks. Since becoming independent of the government in 2002, the banks had pursued a strategy … Read More 

Negotiation Research: A Downside of Anger

Posted by & filed under Conflict Resolution.

We know that anger leads negotiators to make riskier choices and blame others when things go wrong. In a new study, researchers Jeremy A. Yip and Maurice E. Schweitzer find that anger also leads us to engage in greater deception in negotiation—even when it’s not our counterpart who angered us. In one of the study’s experiments, … Read More 

Promoting Fair Outcomes in Negotiation

Posted by & filed under Negotiation Skills.

So, you believe you’ve done everything you can do create value in your negotiation. You engaged in logrolling, making trades based on your and the other party’s different preferences on particular issues. You brainstormed new issues to add to the discussion, added a contingent contract, and proposed multiple offers simultaneously to identify which your counterpart … Read More 

Don’t Forget to Negotiate the Process

Posted by & filed under Negotiation Skills.

This past October, as the United Kingdom (UK) began gearing up for its negotiations to exit the European Union (EU)—a process known as Brexit—scheduled to begin in March, Reuters reported that the EU’s lead Brexit negotiator, former French foreign minister Michel Barnier, had asked for the negotiations to be conducted in French rather than English. … Read More 

How Expressing Disappointment Impacts Offers in Negotiations

Posted by & filed under Dispute Resolution.

Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she makes? Professor Gert-Jan Lelieveld of Leiden University and his colleagues considered this question in a recent study. In four experiments, college students were assigned to play a simple negotiating … Read More 

The Right Way to Regulate Emotion in Negotiation

Posted by & filed under Dispute Resolution.

Emotional flooding – when strong, specific, and often negative feelings overwhelm us – poses obvious hazards to negotiators, who need to be able to think clearly when faced with the complex, strategically demanding task of creating and claiming value. For this reason, emotional regulation can be an essential component of negotiation. But different types of regulation create … Read More 

Beware Your Counterpart’s Biases

Posted by & filed under Conflict Resolution.

In the past we have encouraged you to ‘debias’ your own behavior by identifying the assumptions that may be clouding your judgment. We have introduced you to a number of judgment biases – common, systematic errors in thinking that are likely to affect your decisions and harm your outcomes in negotiation. Learn how to identify … Read More 

Worst Negotiation Tactics of 2015

Posted by & filed under Negotiation Skills.

Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read More 

Worst Negotiation Tactics of 2015

Posted by & filed under Negotiation Skills.

Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read More 

Manage Your Power at the Bargaining Table

Posted by & filed under Negotiation Skills.

Avoid the common traps that come with having high power or low power. In early August, employees of the Massachusetts Institute of Technology (MIT), New York University (NYU), and Yale University sued their employers for allowing investment companies to charge excessive fees on their retirement plans, the New York Times reports. The universities were accused of … Read More 

Howard Raiffa Taught Us to Make Better Decisions

Posted by & filed under Teaching Negotiation.

If you’ve ever made a decision tree, engaged in risk analysis, or created a scoring system when preparing for a negotiation, you benefited from the work of economist Howard Raiffa, whether you realized it or not. And the decisions you’ve made in your negotiations likely have been far smarter as a result. Raiffa, a Harvard Business … Read More 

In India, a direct approach to conflict

Posted by & filed under International Negotiation.

In our global economy, organizations have unprecedented opportunities to grow by forming partnerships worldwide. Yet when we are negotiating abroad, cultural, language, and other differences can lead to misunderstandings that may eventually spiral into conflicts ranging from labor strikes to lawsuits to broken partnerships. At the same time, we want to avoid stereotyping our counterparts … Read More 

Teach “Head and Heart” Negotiation with New Negotiation Game Technology

Posted by & filed under Teaching Negotiation.

Do you teach students how to structure a negotiation process while helping them to develop the emotional acuity necessary for building relationships with counterparts? Professor Linda Kaboolian refers to this as “teaching head and heart negotiation”; an approach that was central to the 10 years she spent teaching simulation-based negotiation at the Harvard Kennedy School. Kaboolian … Read More 

Negotiation Research You Can Use: Make Stronger First Offers in Multi-Issue Negotiations

Posted by & filed under Negotiation Skills.

Make stronger first offers in multi-issue negotiations New research suggests how to frame your opening offer for maximum advantage. Should you make the first offer in a negotiation? It’s not a trivial question. The negotiator who makes the first offer can powerfully anchor the discussion in her favor, research has found. In fact, the first offer accounts for … Read More 

Negotiating the Most Sensitive Topics of All

Posted by & filed under Negotiation Skills.

In negotiation, some topics seem off-limits: difficult to bring up and perhaps impossible to resolve. Consider the following anecdotes: – In the process of negotiating an acquisition that would include key personnel, members of the buyer’s team are concerned about rumors that a top executive from the target firm has a serious drinking problem that is … Read More 

How to Avoid the Negative Impact of Goal Setting: Setting Realistic Objectives in Negotiations

Posted by & filed under Negotiation Skills.

Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up … Read More 

Star power: Negotiate to take your career to the next level

Posted by & filed under Salary Negotiations.

Thanks to a series of cultural events and news stories, job negotiation—and the question of how to succeed at it—has become a hot topic among women professionals and businesspeople more generally. First came Facebook CEO Sheryl Sandberg’s book Lean In: Women, Work, and the Will to Lead (Knopf, 2013) and corresponding movement, which encouraged women … Read More 

Is Mediation Expertise What You Need?

Posted by & filed under Mediation.

When a negotiation escalates into a dispute, most managers understand the value of seeking out a mediator for professional assistance with the matter. The question of whom to hire, however, is less clear-cut. What type of expetise should your mediator have, and where should you look for her? In this article, we will walk you … Read More 

Dear Negotiation Coach: Encouraging Honesty

Posted by & filed under Business Negotiations.

Question I work in an industry where false promises from suppliers are fairly common and often difficult to detect. Because we have few suppliers to choose from, there is often little we can do to recoup the losses we incur when one of them fails to live up to its promises—for example, when a supplier misses … Read More 

Negotiation in the News: In Oregon standoff, allies of occupiers broker a resolution

Posted by & filed under Conflict Resolution.

How can you end a conflict with someone who doesn’t trust you? Consider bringing in someone the other party does trust to mediate the dispute, as the FBI and the occupiers of the Malheur National Wildlife Refuge in Oregon did to promote a peaceful end to their standoff this past February. Strategic patience On January 2, an … Read More 

Negotiating with the Most Difficult People of All

Posted by & filed under Dealing with Difficult People.

Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of negotiating with someone who appears to have no concern for us or our outcomes. People who are antisocial, lack empathy, and habitually engage in impulsive, manipulative, … Read More 

Using Mediation to Resolve International Disputes

Posted by & filed under Conflict Resolution.

As businesses increasingly branch out globally, they also face the possibility of broken contracts and strained relationships. Mediation can be an effective means of resolving disputes and getting business partners back on track, but do intercultural differences complicate the process? If so, how can disputants and mediators adjust? Elizabeth D. Salmon of the University of Maryland … Read More 

Engineering Breakthroughs When Trust is Low

Posted by & filed under International Negotiation.

The Obama administration capitalized on its recent nuclear deal with Iran to secure the release of Americans imprisoned in the Middle Eastern nation. In recent years, the United States has urged Iran to release a number of Americans, including Washington Post reporter Jason Rezaian, who had been seized and imprisoned on what the U.S. government called … Read More 

Ask the Negotiation Coach

Posted by & filed under Negotiation Skills.

QUESTION I’ve been told that learning information about my counterparts—their preferences, fears, goals, strengths, and weaknesses—is critical for success in negotiation. I need to understand what others care about to be able to trade for issues I care about more. But during my negotiations, I tend to feel unsure about the best way to learn about … Read More 

Negotiation Research You Can Use: Women’s Leadership in Negotiation

Posted by & filed under Leadership Skills.

Numerous research studies have found that women who assertively emphasize their skills, accomplishments, or desire to lead tend to be viewed as less likable and less hirable than men who are equally assertive. Women appear to suffer from this phenomenon, known as the backlash effect, when they act contrary to gender-stereotypical expectations that they will … Read More 

Negotiation Skills for Resolving International Conflicts

Posted by & filed under Negotiation Skills.

What are the essential skills a negotiator needs to resolve conflicts abroad? How do international conflicts differ from domestic conflicts? What issues specific to bargaining across borders emerges in intercultural negotiations? In this article we explore ways in which negotiators can develop bargaining skills to overcome any barriers to communication they may encounter in negotiations … Read More 

Learning from the Debates About the Debates

Posted by & filed under Dealmaking.

There is “nothing worse than a debate about debates,” John Podesta, the chairman of Hillary Clinton’s presidential campaign, recently said in the midst of his candidate’s heated negotiations with Democratic rival Bernie Sanders about the terms of their debates. Many who participated in these negotiations would likely agree. But the debates about debates—both on the … Read More 

Should You Appeal to Their Sense of Sympathy?

Posted by & filed under Negotiation Skills.

Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because of difficulties you are suffering behind the scenes. Maybe your organization is struggling financially and needs a break to stay in the black. Or you are planning to ask for a raise to help cover … Read More 

Overcoming Cultural Barriers in Negotiations: The Importance of Culture and Etiquette in Bargaining Scenarios

Posted by & filed under International Negotiation.

Learn how and when to engage in appropriate cultural traditions when negotiating with counterparts from a different culture. In this article we offer negotiation tips for overcoming cultural barriers in negotiation and present additional articles drawn from negotiation research that may be of benefit to negotiators who need to improve their international negotiation skills. … Read More 

Negotiation in the News: Breaking dysfunctional patterns – The surprisingly cooperative U.S. budget deal

Posted by & filed under Dealmaking.

  In negotiations with longtime counterparts, it can be difficult to overcome entrenched bad habits and past resentments. That certainly has been the case for negotiations between the U.S. Congress and the White House in recent years, which have been marked by name-calling, missed deadlines, and public ridicule. But thanks to a variety of pressures and … Read More 

For More Productive Talks, Complement Your Partner’s Style

Posted by & filed under Negotiation Skills.

Negotiators who adapt their behavior to the other party may reap gains. In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and proactive, for example. There is much we can do to improve our negotiation performance—such as preparing thoroughly … Read More 

Trying to Come to Terms with an Adversary?

Posted by & filed under Business Negotiations.

A string of recent deals between longtime opponents could give you the inspiration you need to reach agreement with your most difficult partners. Republicans and Democrats. North and South Korea. The United States and China. All of these pairs have a reputation for conflict, rivalry, and impasse. Yet despite their ongoing differences, each pair recently managed … Read More 

In Negotiation, Display Anger with Caution

Posted by & filed under Negotiation Skills.

Virtually all of us experience feelings of anger from time to time during our negotiations. Past research findings reassured business negotiators that their displays of anger could benefit them by conveying toughness and motivating their counterparts to make concessions. But a new research study by professors Hajo Adam of Rice University and Jeanne M. Brett … Read More 

Facing an Email Negotiation? Take a Proactive Approach

Posted by & filed under Negotiation Skills.

As a format for negotiating complex deals, email has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble building trust and rapport in email messages. Furthermore, some research has found that negotiators achieve less joint gain and are less satisfied with their outcomes when negotiating over … Read More 

Will Your Eagerness to Do a Deal Look Like Desperation?

Posted by & filed under Negotiation Skills.

Here are two diverging assessments of John Kerry’s performance as secretary of state during President Barack Obama’s second term, drawn from common portrayals of him in the media: Kerry is an indefatigable leader who has taken a hands-on approach to solving the world’s problems. Miles apart from the scripted, cautious approach of his predecessor, Hillary Clinton, … Read More 

Negotiation Research You Can Use

Posted by & filed under Negotiation Skills.

Negotiators often are advised to tamp down strong emotions and behave as rationally as possible at the bargaining table, but that can be easier said than done. More realistically, negotiators need skills and tools that can help them cope with their own potentially destructive emotions and those of their counterparts. Some people come by these skills … Read More 

Working on multiple deals? Look for ways to connect the dots

Posted by & filed under Dealmaking.

In negotiation, lightbulb moments—the kind that seem to magically dissolve disputes and create stellar contracts—can be few and far between. We might be lucky to have one such flash of insight over the course of a complicated dealmaking process. Recently, Major League Baseball’s (MLB’s) New York Yankees were fortunate to experience a breakthrough that neatly … Read More 

In negotiation, sadness can have a silver lining

Posted by & filed under Negotiation Skills.

The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more missiles to its strategic partner. Over the course … Read More 

Negotiation logistics: Best practices for better deals

Posted by & filed under Dealmaking.

Before the official start of the Group of 7 (G-7) economic conference in Krün, Germany, this June, U.S. president Barack Obama and German chancellor Angela Merkel took time to tour a historic village and bond over beer and sausages. At the end of their friendly stroll, Obama jokingly asked Merkel whether the G-7 talks might … Read More 

Bargaining in Bad Faith: Dealing with “False Negotiators”

Posted by & filed under Dealing with Difficult People.

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal. Consider the following negotiations: • A competitor approaches you about a potential partnership. After a series of meetings that seemed promising, however, your counterpart stops returning your calls. You are left with the nagging suspicion that the party’s only goal … Read More 

First, Put Yourself In Their Shoes

Posted by & filed under Conflict Resolution.

When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. secretary of state Madeleine Albright advises close observation and perspective taking. At a recent event on the Harvard University campus, former U.S. secretary of state Madeleine … Read More 

When Negotiations Go Down to the Wire

Posted by & filed under International Negotiation.

From the start, the negotiations were precarious. In late 2013, Iran agreed to temporarily freeze portions of its nuclear program and to negotiate a more comprehensive nuclear dismantlement with the United States, Russia, China, France, Germany, and Great Britain in exchange for reduced economic sanctions. The negotiations proceeded in fits and starts over the next … Read More 

When armed with negotiating power, use it wisely

Posted by & filed under Business Negotiations.

The buzz of excitement that arose in February at the news that Harper Lee, author of the beloved novel To Kill a Mockingbird, would be publishing a second novel quickly turned to concern. The 88-year-old Lee, who suffered a stroke in 2007 and resides in an assisted-living facility in her hometown of Monroeville, Alabama, long … Read More 

Dear Negotiation Coach: Learning from experience

Posted by & filed under Business Negotiations.

Q: I work with a group that has completed several mergers and acquisitions on behalf of our organization in recent years. We would like to assess how well we have done and where and how we might improve. What’s the best way to go about this? A:Across all kinds of business negotiations, assessing a team’s performance … Read More 

Stop outsiders from sabotaging your deal

Posted by & filed under International Negotiation.

A deal had been a long time coming. Back in November 2013, Iran agreed to limit its nuclear enrichment program in exchange for lighter economic sanctions from Western nations. To hammer out the details, Iran entered into talks with six nations: China, Russia, France, Germany, the United Kingdom, and the United States. Eventually, the talks … Read More 

The German Chancellor Seizes the Day, with Hesitation

Posted by & filed under International Negotiation.

Some negotiators make a strong impression through bold opening statements and mesmerizing presentations. Others sit back, closely observing their counterparts and gathering information before making any decisive moves. German chancellor Angela Merkel is the latter type: quiet, watchful, and slow to act. Her style springs from many factors, writes George Packer in a profile of Merkel … Read More 

Negotiation Research You Can Use: Two new studies look at how our emotions affected negotiated outcomes

Posted by & filed under Business Negotiations.

Feeling ambivalent in negotiation? No worries  Business negotiators often find themselves feeling positive and negative emotions simultaneously, such as concern that an offer won’t be received well and excitement over the offer’s potential. We often try to squelch our emotions for fear of appearing unstable or vulnerable. Indeed, past research has suggested that expressions of emotional ambivalence—the signs … Read More 

Negotiation Research You Can Use: Men, Women, and Violations of Trust

Posted by & filed under Negotiation Training.

In negotiation, there is almost nothing more upsetting than finding out that a counterpart betrayed your trust. In a new experiment, Michael P. Haselhuhn of the University of California, Riverside and his colleagues looked at whether there is a gender difference in people’s willingness to trust others following a violation of their trust. … Read More 

“No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies

Posted by & filed under Crisis Negotiations.

In the business world, we sometimes are tempted to avoid negotiating with unsavory counterparts—people or groups we view to be immoral, untrustworthy, or simply unlikable—even if they appear to offer the straightest path to our goals. Imagine a counterpart who works in a business that you believe to be immoral, someone who has a reputation for gossiping, or … Read More 

In business negotiations, share the wealth wisely

Posted by & filed under Business Negotiations.

After graduating from the University of Chicago’s business school in 1971, David G. Booth took what he had learned and ran with it. The firm he founded, Dimensional Fund Advisors, bases its investment decisions on the type of academic research Booth absorbed from his professors in Chicago. That scholarly approach has paid off: Dimensional Fund … Read More 

Too eager to close?

Posted by & filed under BATNA.

This past November, word got out that toy maker Hasbro was in advanced talks to purchase DreamWorks Animation. Purchasing an animated-film studio would move Hasbro CEO Brian Goldner closer to his goal of transforming the successful toy company into a global entertainment powerhouse, as the Lego Group has done in recent years, write Andrew Ross … Read More 

Dealmaking: Beyond Collusion – How to Include Outsiders in Your Deal in Business Negotiations

Posted by & filed under Conflict Resolution.

The issue of bidder collusion raises a larger question for negotiators: What ethical responsibility do we have to those who aren’t seated at the table with us? Harvard Business School professor Max H. Bazerman uses the term “parasitic value creation” to describe the common tendency of negotiators to focus so narrowly on identifying benefits for those … Read More 

The insincere negotiator: The risks of emotional displays

Posted by & filed under Negotiation Skills.

Anger can carry an advantage in negotiation, past research has shown. When we display anger, our counterparts tend to view us as powerful and intimidating. Consequently, they make more concessions than they would ordinarily and lower their demands. On the flip side, negotiators who appear happy tend to do worse than others. Happiness and contentedness appear … Read More 

Negotiation Skills: Should Put Off What You Could Negotiate Today?

Posted by & filed under Negotiation Skills.

To reach agreement, negotiators sometimes postpone the resolution of certain issues until a later date. We look at how this practice plays out in the real world. Remember the federal debt ceiling talks? In mid-2011, congressional Republicans insisted on significant spending reductions from their Democratic counterparts in exchange for voting to raise the nation’s debt … Read More 

Are introverts at a disadvantage in negotiation?

Posted by & filed under Negotiation Skills.

In Washington, D.C., lawmakers in Congress are angry at President Barack Obama. They view him as aloof, distant, unwilling to forge agreement, and unsupportive of their causes. And we’re not even talking about Republicans: Democrats have grown increasingly frustrated with Obama’s standoffish leadership style, report Carl Hulse, Jeremy W. Peters, and Michael D. Shear in a … Read More 

Lawyers in Mediation and the Mediation Process

Posted by & filed under Dispute Resolution.

How does the presence of lawyers affect the process of mediation? You might guess that when one or both sides bring an attorney to a mediation, the process would become more contentious and adversarial, with impasse more likely, than if the parties worked solely with a mediator. That conventional wisdom is contradicted by new research … Read More 

Conflict Resolution: When Forgiveness Seems Elusive

Posted by & filed under Conflict Resolution.

In the aftermath of events ranging from the Catholic Church’s child sexual abuse scandal to the 1994 Rwandan genocide, victims have received apologies from those who caused or perpetuated their suffering. Yet those who have been harmed are not always willing or able to forgive. In the context of business negotiations, when a counterpart apologizes … Read More 

Negotiation research you can use: Anger, sadness, and sacred issues

Posted by & filed under Negotiation Skills.

We’ve seen that people whose sacred, or morally significant, values are threatened tend to react with strong emotions that make them uncompromising. In a new study published in Judgment and Decision Making, University of Southern California researchers Morteza Dehghani, Peter J. Carnevale, and Jonathan Gratch find that our counterparts’ emotions affect how cooperative we are … Read More 

When Facing An Ideological Impasse, Appeal to Status

Posted by & filed under Conflict Resolution.

In October 2013, the two houses of Congress failed to reach agreement on appropriations funding for fiscal year 2014, triggering a government shutdown that lasted 16 days. The deadlock was rooted in the insistence of the Tea Party caucus of the Republican Party that the appropriations bill include language defunding President Barack Obama’s signature piece … Read More 

Conflict Management Skills and Techniques: The Benefits of Taking Your Dispute Public

Posted by & filed under Conflict Resolution.

Given the frequency with which companies air their private grievances, there must be an upside to going public, right? In fact, there are several. First, once you’ve threatened to take your dispute public, following through demonstrates your willingness to stand by your words. In addition, being in the spotlight can motivate both sides to address their differences with … Read More 

How to Deal When the Going Gets Tough

Posted by & filed under Conflict Resolution.

Most business negotiators understand that by working collaboratively with their counterparts while also advocating strongly on their own behalf, they can build agreements and longterm relationships that benefit both sides. During times of economic hardship, however, many negotiators abandon their commitment to cooperation and mutual gains. Instead, they fall back on competitive tactics, threatening the other … Read More 

Negotiators: Guard Against Ethical Lapses

Posted by & filed under Negotiation Skills.

During the past several years, one scandalous story of unethical behavior after another has made headlines: Countrywide’s and AIG’s risky business practices, trader Bernard Madoff’s Ponzi scheme, and former Illinois governor Rod Blagojevich’s alleged attempt to sell a U.S. Senate seat. As instances of people behaving badly proliferate, some commentators have wondered if we are … Read More 

Why We Focus on Culture in Negotiations

Posted by & filed under Negotiation Skills.

Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation. Why we focus on culture Why does concentrating on the other side’s culture lead to problems in negotiation? Consider that negotiators often focus too narrowly on the most obvious information about the task at hand. Such focusing failures lead negotiators to … Read More 

Intercultural Negotiations: When Negotiators Try Too Hard

Posted by & filed under Conflict Resolution.

Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation. Though intercultural negotiating schemas can be useful, negotiators often give too much weight to them, according to an article in the May issue of the journal Negotiation and Conflict Management Research, “Starting Out on the Right Foot: Negotiation Schemas When … Read More 

In International Negotiations, Memories of “Mr. Yes”

Posted by & filed under International Negotiation.

On July 7, Eduard Shevardnadze, foreign minister to Mikhail Gorbachev and a driving force behind the perestroika era in Russia, died in his native Georgia at the age of 86. In June 1985, Shevardnadze—then a lifelong Communist official with no diplomatic experience—was reportedly taken aback when his old friend Gorbachev asked him to take charge of … Read More 

Negotiation research you can use: Message received: Smartphones and negotiation don’t mix

Posted by & filed under Negotiation Skills.

You’ve probably grown accustomed to seeing people not-so-discreetly checking messages on their smartphones or laptops during meetings. Maybe you’ve even been guilty of this yourself. Paying more attention to a phone than to the person in front us is clearly rude in most situations. Could it also affect how well we negotiate? Researchers Aparna Krishnan and … Read More 

Build strong relationships in business negotiations

Posted by & filed under Business Negotiations.

While a student at Stanford University in the mid-2000s, Kevin Systrom met Facebook founder and CEO Mark Zuckerberg at gatherings on campus. Though Systrom declined Zuckerberg’s proposal that he drop out of school and take a job with Facebook, the two men kept in touch by phone in the years following. After Systrom launched photo-sharing … Read More 

How to win at win-win negotiation

Posted by & filed under Win-Win Negotiations.

When parties to a negotiation can’t seem to find common ground, it sometimes seems as if the only solution is “winner take all.” Consider the decade-long campaign by the backers of the Cape Wind project to build the first offshore wind farm in the United States off the coast of Massachusetts in Nantucket Sound. Led by … Read More 

Is your negotiating style holding you back?

Posted by & filed under Negotiation Skills.

The story, related by an anonymous job candidate on a blog called the Philosophy Smoker, went viral. According to the job candidate, referred to only as “W,” the philosophy department of Nazareth College, a small liberal-arts college in Rochester, New York, offered her a tenure-track position following a round of interviews. W said she responded … Read More 

Dear Negotiation Coach: Cooling off after conflict

Posted by & filed under Conflict Resolution.

Q: My former spouse of 18 years and I had an explosive breakup a year ago. After failing to overcome our mutual hostility during divorce mediation, we have avoided each other, communicating primarily through our attorneys. Our divorce is now final, but because we have shared custody of our two teenagers, we need to communicate … Read More 

Get past “us” versus “them”

Posted by & filed under Conflict Resolution.

The massive London Terrace apartment complex in Manhattan’s Chelsea neighborhood has long been dubbed a “city within a city.” Comprising 1,665 apartments spread across 14 buildings, the complex was designed to be a self-contained community upon its opening in 1931, from its underground passageways to a roof designed for sunbathing. But the complex’s sense of … Read More 

Low-Drama Negotiation Skills at the “Late Show”

Posted by & filed under Negotiation Skills.

Just one week after David Letterman revealed his decision to leave his long-running talk show, the Late Show with David Letterman, CBS announced that comedian Stephen Colbert would be his replacement. The negotiations surrounding the changing-of-the-guard were remarkably business-like and calm for the tumultuous world of late-night television. Letterman debuted his show Late Night in 1982 … Read More 

Have You Negotiated How You’ll Negotiate?

Posted by & filed under Negotiation Skills.

A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer. When the talks reached a standstill over royalty rates, the two sides began an all-weekend marathon session. Each side came armed with supporting arguments and data, but, by Sunday afternoon, they had failed to converge toward … Read More 

Dear Negotiation Coach Dealmaking after handshaking

Posted by & filed under Dealmaking.

Q: I’ve heard a lot about the benefits of nonverbal behavior in negotiation. Shaking hands seems like such a natural way to begin a negotiation, but does it signal too much eagerness to reach agreement? A: In 2013, U.S. president Barack Obama and Iranian president Hassan Rouhani planned a historic encounter at the United Nations General … Read More 

Emotional intelligence brings mixed results

Posted by & filed under Dealmaking.

As you sit down to negotiate with a new colleague over a long-term project being managed by your divisions, you feel a bit nervous. Steve, though, immediately puts you at ease. He is warm and friendly, undaunted by the challenging task confronting you. As you begin your discussion, Steve makes it clear that he is … Read More 

You Have Less Information Than You Think

Posted by & filed under Business Negotiations.

Most negotiators understand the importance of preparation and will dedicate significant time and energy to analyzing important negotiations in advance. Chances are, however, that powerful negotiators will undertake less informative and less accurate analyses than their weaker counterparts will. For instance, in a hypothetical salary raise negotiation, a negotiator may be so confident of her contributions that … Read More 

You Aren’t Invincible

Posted by & filed under Conflict Resolution.

In a hypothetical raise negotiation, suppose you find out that your peers have told your boss disparaging and blatantly untrue stories about your interactions with customers. You feel shocked and upset by their betrayal; you always believed that you had a good relationship with you coworkers. It never crossed your mind that they would attempt to … Read More 

Nelson Mandela: Lessons from a “master negotiator”

Posted by & filed under Leadership Skills.

Some people learn to negotiate on the job, in a classroom, or in a therapist’s office. In Nelson Mandela’s case, “prison taught him to be a master negotiator,” writes Bill Keller in his New York Times obituary of the legendary activist-turned-president, who died on December 5 of last year. Soon after his arrival at South Africa’s … Read More 

In negotiation, are your differences holding you back?

Posted by & filed under Business Negotiations.

In July 2012, Google executive Marissa Mayer, a top contender for the position of CEO of Yahoo, had a dazzling interview with the struggling Internet company’s board of directors. Mayer presented a detailed, impressive plan to lead each sector of Yahoo’s business, and she skillfully reassured board members about her perceived weaknesses, reports Bethany McLean … Read More 

Smart phones, smart negotiators?

Posted by & filed under Negotiation Skills.

Imagine yourself in the following situations:

■ A client calls you, skipping the usual pleasantries: “Why haven’t you gotten back to me? I e-mailed you about adding on to our order two days ago.” Suddenly you remember the e-mail that popped up on your cell phone while you were waiting to buy groceries. You made a … Read More 

Negotiators: Prepare to go with the flow

Posted by & filed under Negotiation Skills.

The deal started with an offhand remark at a news conference. In September, as President Barack Obama threatened U.S. military action against Syria, a reporter asked U.S. secretary of state John Kerry if there were any way an attack could be avoided. Syrian president Bashar al-Assad “could turn over every single bit of his chemical … Read More 

Dear Negotiation Coach: Faltering by “paltering”

Posted by & filed under Dealmaking.

Q: As an HR manager, I struggle with the issue of how open and transparent to be during hiring negotiations. Sometimes, for example, I have only one worthy candidate for a position. Naturally, I would prefer not to share this fact because the candidate might use it to gain an edge. In cases like this, … Read More 

Ask better questions in negotiation

Posted by & filed under Negotiation Skills.

Consider questions you might overhear in a typical business negotiation: ■ “ You want how much for that order?” ■ “Can you see what an excellent offer this is?” ■ “Are you ready to take this deal, yes or no?” It’s not difficult to see the limitations of these questions. The first one is likely to promote defensiveness. The … Read More 

International Negotiations: Challenging Multiparty Negotiations Around the Euro

Posted by & filed under International Negotiation.

A European Union summit held in late October failed to make much headway toward better coordination of economic policies, the Wall Street Journal reports. Facing resistance from Germany in particular, European officials are growing pessimistic regarding their odds of negotiating a deal over the next year to lay the foundation for a banking union for … Read More 

Will you behave ethically?

Posted by & filed under Negotiation Skills.

A lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times. The problem starts with the somewhat arbitrary, sky-high prices that hospitals put on their supplies and … Read More 

Hitting “Pause” On International Negotiations

Posted by & filed under International Negotiation.

On August 7, President Barack Obama canceled a summit with Russian President Valdimir Putin scheduled for September in Moscow, citing a lack of progress on a variety of issues. The announcement came on the heels of Russian’s decision to grant temporary asylum to former National Security Agency contractor and Edward Snowden, who made confidential data … Read More 

In negotiation, it’s all in the timing

Posted by & filed under Dealmaking.

On July 11, 2000, U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak and Palestinian Authority Chairman Yasser Arafat to a summit at Camp David aimed at resolving the Israeli-Palestinian conflict once and for all. The summit covered various contentious issues, including territory, settlements, security, and the status of refugees. After about two weeks, on … Read More 

When investing abroad, negotiate a better deal

Posted by & filed under International Negotiation.

On April 19, Toyota announced that it would begin manufacturing its Lexus luxury car in the United States for the first time. The Japanese automaker is planning to invest $360 million in a new production line for its Georgetown, Kentucky, plant, which is expected to create about 750 jobs and churn out 50,000 Lexus ES … Read More 

Obama’s gun-control defeat

Posted by & filed under Conflict Resolution.

In the aftermath of the December 2012 school shooting in Newtown, Connecticut, President Barack Obama decided to move gun control to the top of his legislative agenda. By April 2013, the Senate was considering a bill that would implement universal criminal background checks for all gun purchases. Despite having the support of 90% of Americans, … Read More 

Bet you didn’t know … New negotiation research

Posted by & filed under Uncategorized.

Negotiating in high alert Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found … Read More 

Becoming a More Ethical Negotiator

Posted by & filed under Business Negotiations.

Given the prevalence of corporate scandals in recent years, many have questioned whether ethics training for professionals has done much good. One of the reasons that such training has achieved limited success is its focus on intentional, explicitly unethical behavior. Such training encourages students to do what is right rather than what is profitable. Yet, most … Read More 

Bet you didn’t know…Will a team approach work? Consider the culture

Posted by & filed under International Negotiation.

In negotiation, two (or more) heads are better than one, most researchers have found. In several studies conducted in the United States, teams were better than solo negotiators at exchanging information with counterparts and making accurate judgments, and teams also achieved better outcomes for everyone involved. The tendency of teams to outperform solo negotiators has been … Read More 

In negotiation, put your best foot forward

Posted by & filed under Negotiation Skills.

Imagine yourself in these negotiating scenarios:

After a freelance designer has finished a big project for your company, you discover some urgent extra work that you should have given him. The designer mentioned that he needs a break and is going to take a few days off. Would you approach him about doing the work, and … Read More 

Negotiation Design Dimensions: A Checklist

Posted by & filed under Negotiation Skills.

Here the Program on Negotiation offers a checklist of negotiation design categories. Whether your overall negotiation design is decide-announce-defend (DAD) or full-consensus (FC), or a hybrid of both, raising these issues is usually preferable to falling into a set of important decisions by default. … Read More 

Leaving millions on the table

Posted by & filed under Mediation.

It’s hard to imagine a situation in which negotiating counterparts would choose to sacrifice hundreds of millions of dollars rather than reach agreement. But this is the choice that New York City and its teachers union, the United Federation of Teachers (UFT), made in January when they declared impasse on a new teacher evaluation system. Back … Read More 

Lessons from the new wave of high-stakes deals

Posted by & filed under Business Negotiations.

The $23 billion acquisition of H.J. Heinz. Michael Dell’s planned $24 billion buyout of his namesake computer company. The $11 billion merger of American Airlines and US Airways. Office Depot’s $976 million, all-stock acquisition of OfficeMax. These high-flying deals were announced one after the other this past February. The mad rush to consolidate and partner signaled … Read More 

Coping with negotiator emotion, both fake and fleeting

Posted by & filed under Negotiation Skills.

Following the British Petroleum oil spill in the Gulf of Mexico in the spring of 2010, some media observers criticized President Barack Obama for seeming to be emotionally detached. Obama ultimately did display anger about the oil spill in a televised interview, only to be further critiqued on the grounds that his anger did not … Read More 

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

Posted by & filed under Business Negotiations.

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 … Read More 

To better understand other negotiators, consider the context

Posted by & filed under Dealmaking.

Imagine yourself in the following scenarios:

You are given the opportunity to choose between two colleagues to be your teammate on a lengthy negotiation. As part of your decision-making process, you contemplate which individual you will be likely to get along with best. One of your children accuses you of siding with her brother in an argument. … Read More 

Are You an Overconfident Negotiator?

Posted by & filed under Business Negotiations.

In 1901, J.P. Morgan wanted to buy the Carnegie Steel Company from its founder, Andrew Carnegie. Carnegie was 65 years old and considering retirement. As Harold C. Livesay recounts in his book Andrew Carnegie and the Rise of Big Business (Little, Brown, 1975), when Carnegie finally decided he was ready to sell, he jotted down his … Read More 

Overconfidence About Future Failure or Success: Limiting Strategic Miscalculation in Business Negotiations

Posted by & filed under Negotiation Skills.

Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much. Sometimes we’re actually overconfident that we’ll perform worse than others. This tendency applies to competitive situations, including negotiation. Those who underestimate their ability to be competitive usually will choose to stay out … Read More 

Google Searches for a More Diverse Team

Posted by & filed under Negotiation Skills.

Recently, executives at the Silicon Valley-based internet giant Google noticed a disturbing trend: the company was having difficulty hiring and retaining female employees, from engineers to senior executives, Claire Cain Miller writes in the August 22 issue of the New York Times. Women were dropping out during the job interview process and were not being … Read More 

Negotiating with Chameleons

Posted by & filed under Business Negotiations.

Like in the title character in Woody Allen’s movie Zelig, some people can smoothly adopt the manner and attitudes of those around them. Due to the lengths such chameleons go to alter their behavior, contemporary psychologists have dubbed them “high self-monitors.” … Read More 

Great Negotiator Award 2012

Posted by & filed under Negotiation Skills.

The Program on Negotiation at Harvard Law School, in conjunction with the Future of Diplomacy Project at Harvard Kennedy School, honored distinguished statesman and former Secretary of State James A. Baker III as the recipient of their Great Negotiator Award for 2012. Secretary Baker served under President George H.W. Bush from 1989 to 1992. A … Read More 

Speaking the Same Language

Posted by & filed under Negotiation Skills.

Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens – a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable. … Read More 

Accounting for Outsiders in Your Negotiations

Posted by & filed under Negotiation Skills.

If you’re in the middle of talks that seem to be going well, here’s a warning: consider the impact of the agreement on those who aren’t at the table, or suffer the consequences. That’s a lesson that Apple and some of the largest U.S. book publishers are currently learning the hard way. On April 12, the … Read More 

Moving Forward in Mediation Together

Posted by & filed under Mediation.

The teacher’s federation has qualms with the current education bill’s stipulations regarding the scheduling and terms for mediation between the federation and provincial government. The government is open to further negotiations, but refuses to offer more money. Susan Lambert, president of the British Columbia Teacher’s Federation, asserts that the government is acting in bad faith, … Read More 

Negotiate How You’ll Negotiate

Posted by & filed under Negotiation Skills.

When a negotiation ends, our satisfaction with the final outcome doesn’t depend solely on how much we objectively gained or lost, according to research by Jared Curhan and Hen Xu of Massachusetts Institute of Technology and Hillary Anger Elfenbein of the University of California at Berkeley. In fact, negotiator satisfaction hinges on four factors: our … Read More 

Sellers: Stay out of legal hot water

Posted by & filed under Dealmaking.

When it comes to business negotiations, you probably understand the importance of being as principled as possible to protect your reputation and ward off legal trouble. You probably expect your counterparts to follow the straight and narrow as well. Yet negotiators often have only a fuzzy grasp of which claims and strategies are legal and … Read More 

Winning at “Win-Win”

Posted by & filed under Daily, Negotiation Skills.

Lawrence Susskind (Ford Professor of Urban and Environmental Planning, Massachusetts Institute of Technology) “Win-win” has become a popular term in the field of negotiation, but many people have mis-perceptions about what it actually means. In this blog post, Professor Lawrence Susskind, a member of PON’s Executive Committee, clarifies that a “win-win” negotiated outcome is … Read More 

When irrationality isn’t the issue

Posted by & filed under Business Negotiations, Daily.

Adapted from “Is Your Counterpart Rational . . . Really?” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter, March 2006. How can you negotiate with someone who seems irrational? First, by questioning whether it is reasonable for you to judge your counterparts as irrational. As it turns out, behavior that negotiators … Read More 

How Subtle Favoritism Harms Negotiators

Posted by & filed under Conflict Resolution.

Adapted from “The Robin Hood Effect in Negotiation,” first published in the Negotiation newsletter, March 2009. Business transactions often occur between people of different socioeconomic levels, and our choice of clothing, cars, and other material possessions can signal such differences. We may attempt to treat everyone equally in our negotiations, but do we always succeed? Just as … Read More 

Adapting to Your Counterpart’s Style

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Negotiating with Chameleons,” first published in the Negotiation newsletter, April 2007. Like the title character in Woody Allen’s movie Zelig, some people smoothly adopt the manner and attitudes of those around them. Due to the lengths such chameleons go to alter their behavior, contemporary psychologists have dubbed them high “self-monitors.” Whether you think of self-monitors … Read More 

How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy

Posted by & filed under Daily, Events, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

How can video be used to enhance the teaching of negotiation? This question was addressed by Michael Moffitt from the University of Oregon Law School in his presentation called “How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy” at the NP @ PON faculty dinner seminar on April 21, 2011. … Read More 

Avoid the Green-eyed Monster

Posted by & filed under Conflict Resolution.

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter. Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania. Why might negotiators be more … Read More 

Looking for a Breakthrough

Posted by & filed under Conflict Resolution.

Adapted from “Speaking the Same Language,” first published in the Negotiation newsletter. Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens–a breakthrough. The parties begin conversing on a different plane, one that reveals solutions to problems that had seemed intractable. Professor Linda Putnam, a communications scholar at Texas A&M University, … Read More 

The Right Time to Negotiate

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Telling Time in Different Cultures,” first published in the Negotiation newsletter. Despite the bloody conflicts in the Middle East, people of goodwill from both Arab and Western nations earnestly seek to collaborate in diplomatic and business transactions. An article by Ilai Alon of Tel Aviv University and Jeanne Brett of Northwestern, however, cautions that … Read More 

A Powerful Strike-out

Posted by & filed under Business Negotiations, Daily.

Adapted from “Why Your Next Negotiation Power Trip Could Backfire,” first published in the Negotiation newsletter. Powerful negotiators generally don’t devote enough time to considering the other side’s point of view, Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee have written in Negotiation. As a consequence, the powerful may fail … Read More 

Bridging the Gap Between Groups

Posted by & filed under Business Negotiations, Daily.

Adapted from “What Divides You Can Unite You,” by Susan Hackley (managing director, Program on Negotiation), first published in the Negotiation newsletter. When we think about negotiating with people from other cultures, we tend to think globally: how might differences in nationality or race affect our bargaining outcomes? But cultural differences can also be local, existing … Read More 

Always Connect

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Build the Right Connection,” by Jeswald Salacuse (professor, Tufts University), first published in the Negotiation newsletter. To hold the attention of your counterparts, you need to connect with them as early as possible in the negotiation. A human connection with the other side not only distinguishes you from your competitors and other parties they … Read More 

Pitfalls of the Powerful

Posted by & filed under Business Negotiations, Daily.

Adapted from “Are You Too Powerful for Your Own Good?” by Ann E. Tenbrunsel (professor, Notre Dame University), first published in the Negotiation newsletter. Imagine that you’re a national account sales manager and are preparing to negotiate your annual raise. You have met all your sales objectives and feel that you are not only a valuable … Read More 

The Power of Schadenfreude

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter. Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of recent research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania. In one experiment, Israeli … Read More 

Change the Trust Default

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How to Build Trust at the Bargaining Table,” first published in the Negotiation newsletter. Carol’s longtime doctor diagnoses her with a serious illness and recommends immediate, aggressive treatment. Carol would like to seek a second opinion, but she doesn’t want to offend her doctor—who, after all, has always provided her with excellent care. Carol … Read More 

Culture and Communication

Posted by & filed under Daily, International Negotiation.

Adapted from “Cultural Notes,” first published in the Negotiation newsletter. As members of organizations and families, we all know from experience that even people with identical backgrounds can have vastly differing negotiating styles and values. Nonetheless, we continue to be intrigued by the idea that distinct patterns emerge between negotiators from different cultures. Researchers do confirm a … Read More 

When Does Personality Matter?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “When Tough Talk Is Beside the Point,” by Hal Movius (instructor, The Program on Technology Negotiation, Program on Negotiation, Harvard Law School), first published in the Negotiation newsletter. Most of us intuitively believe that personality traits such as toughness matter a great deal in negotiation. Yet studies by Bruce Barry and Raymond Friedman of … Read More 

When the Sexes Face Off

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Battles of the Sexes,” first published in the Negotiation newsletter. What happens when men and women compete with one another for scarce resources? In a fascinating series of studies, Professor Laura Kray of the University of California at Berkeley and her colleagues show that gender stereotypes have unexpected effects on the behavior of pairs … Read More 

The Power of Vivid Data

Posted by & filed under Business Negotiations, Daily.

Adapted from “What’s Really Relevant? The Role of Vivid Data in Negotiation,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter. Students at top business schools are in an enviable position to negotiate for issues central to their careers and personal happiness. After all, they’re bright, well-trained, and highly sought after … Read More 

When the going gets tough…

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Taming Hard Bargainers,” by Robert C. Bordone (professor, Harvard Law School), first published in the Negotiation newsletter. Suppose you’re about to face off with an “old school” negotiator whose reputation for hard bargaining precedes him. You know you’re supposed to adopt a collaborative approach for the best results, but what about when the other … Read More 

Aim high…or not?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How High Should You Aim?”, first published in the Negotiation newsletter. Research shows that moderately difficult goals can energize people and increase their performance. In negotiation, parties with relatively high aspirations often negotiate higher individual payoffs. But there can be a downside: impasse and unethical behavior may be more likely. In a study conducted by … Read More 

When women make good agents

Posted by & filed under Negotiation Skills.

Adapted from “When Does Gender Matter in Negotiation?” by Dina W. Pradel (vice president, Y2M), Hannah Riley Bowles (professor, Harvard Kennedy School), and Kathleen L. Mcginn (professor, Harvard Business School), first published in the Negotiation newsletter. Businesspeople often wonder whether men or women are better negotiators. According to research, gender is not a reliable predictor of … Read More 

Should you be nasty or nice?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Honey or Vinegar?”, first published in the Negotiation newsletter. Who brings out the best in us: someone nice or someone nasty? According to a recent study by Gerben A. van Kleef and colleagues of the University of Amsterdam, we may be more generous toward angry people than toward happy people. In the first two … Read More