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Deal Making

The following items are tagged Deal Making:

How to Control Your Emotions in Conflict Resolution

Posted by & filed under Conflict Resolution.

To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over. … Read More 

Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

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In this groundbreaking, definitive guide to the art of negotiation, PON faculty James Sebenius and Robert Mnookin, along with R. Nicholas Burns of the Harvard Kennedy School, offer a comprehensive examination of one of the most successful dealmakers of all time: Henry Kissinger. … Read More 

3-D Negotiation

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David Lax & James Sebenius A path-breaking introduction to the “three dimensions” of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup … Read More 

The Importance of Negotiation in Business and Your Career

Posted by & filed under Business Negotiations.

What are the essential ingredients to getting ahead in the workplace? Hard work, communication skills, and a generous dose of luck all play a role, of course. Another key ingredient—one that is often overlooked—is the ability to recognize and capitalize on opportunities to negotiate for your career success. Why is negotiation in business important? Because … Read More 

Negotiating Life

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Jeswald Salacuse Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation. … Read More 

Writing the Negotiated Agreement

Posted by & filed under Dealmaking.

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix the tile damage caused by his work. Other negotiations wouldn’t be appropriate to commemorate in writing, such as how you and your spouse decide to discipline your young … Read More 

Claiming Value in Negotiation: Do Extreme Requests Backfire?

Posted by & filed under Dealmaking.

Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the well-known “foot in the door” technique, which is designed to get people to comply with a large request by securing their agreement to a smaller one first, and … Read More 

Frustrated by a Meddling Boss? Negotiate your Authority from the Start

Posted by & filed under Leadership Skills.

As North Atlantic Treaty Organization (NATO) ambassadors geared up to finish negotiating a new declaration on national security in Brussels this past July, they received an unusual directive from NATO secretary general Jens Stoltenberg. At the request of U.S. security adviser John Bolton, Stoltenberg asked the ambassadors, who represented 29 North American and European nations, to … Read More 

ESL Negotiation: Avoid Confusion and Conflict

Posted by & filed under Negotiation Skills.

“The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that most international business and diplomacy is conducted in English, Salacuse writes in his book Negotiating Life: Secrets for Everyday Diplomacy and Deal Making (Palgrave Macmillan, 2013). … Read More 

Negotiation research you can use: Promoting cooperation between teams

Posted by & filed under Dealmaking.

When a team negotiates on behalf of an organization, it can often achieve more than an individual would thanks to the team’s cumulative knowledge and experience. Yet team negotiations can create new problems. Groupthink—the tendency to go along with the dominant point of view rather than challenging it—can promote simplistic decision making in teams. And … Read More 

Teach Crucial Leadership Skills

Posted by & filed under Teaching Negotiation.

A Crisis Creates a Leadership Vacuum A publicly traded company on the NYSE with a reputation for business savvy and lucrative deal making is caught in a morally questionable situation that threatens the very future of the firm. As the dust settles, the CEO, on whose watch the scandal occurred, is forced to step down. Word … Read More 

Deal Design: Strategies for Complex Dealmaking

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As experienced negotiators well know, the more parties involved in a negotiation, the more difficult it often is to come to agreement, due in part to the logistical challenge of making sure each voice is heard. Yet multiparty negotiation offers considerable benefits. Most notably more opportunities for making tradeoffs and creating value in negotiation than … Read More 

Deal Design Guidelines: Set Yourself Up for a Better Deal

Posted by & filed under Dealmaking.

Without realizing it, we leave many of our most important decisions in negotiation up to chance. When talking to a potential negotiating partner, we may assume that we have met the best person possible to do this particular deal. We make tacit assumptions about whether we’ll negotiate in person, what we’ll discuss, how long the … Read More 

Dealmaking: Relationship Rules for Dealmakers

Posted by & filed under Dealmaking.

Here are some concrete guidelines for fostering a strong relationship between deal making partners, drawn from The Global Negotiator: Making, Managing, and Mending Deals Around the World in the 21st Century, by Tufts University professor Jeswald W. Salacuse: … Read More 

In Business Negotiations, Set the Stage for Success

Posted by & filed under Business Negotiations.

In negotiation, it’s said, preparation is key. Without careful research and logistical planning, we may be left trying to skate by on wits and charm alone—and in today’s business world, they will seldom carry us far. Advance work is especially critical when you expect your talks to be complex, involving numerous issues, multiple parties, and plenty … 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 

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 

For Better Business Negotiations, Take the Long View

Posted by & filed under Business Negotiations.

In August 2012, Michael Dell, the founder and CEO of computer company Dell, embarked on the long, winding odyssey of taking the company private. At the time, Dell was struggling to maintain a foothold in the market for personal computers amid the rise of tablets and other handheld devices. Michael Dell maintained that to ensure … Read More 

In Dealmaking, Look for the Needle in the Haystack

Posted by & filed under Dealmaking.

When you’re desperate to make a good deal, breakthroughs can come at unexpected times and places. Consider what happened when Assistant U.S. Attorney Richard Elias was looking through a sheaf of J.P. Morgan Chase & Co. documents while taking care of his newborn son in 2012. At the time, directed by President Barack Obama, the … 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 

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 

Is your conflict ripe for resolution?

Posted by & filed under Conflict Resolution.

In 2012, like many American orchestras, the Minnesota Orchestra was in a state of crisis. Failing to attract young fans, it was facing a steady decline in ticket sales. The orchestra’s musicians had received a significant wage increase in 2007—just before the financial crisis devastated the orchestra’s revenues, assets, endowment, and donations. The musicians had … Read More 

Program on Negotiation Welcomes Visiting Scholar Stefanos Mouzas

Posted by & filed under Daily, News.

Stefanos Mouzas is Professor of Marketing and Strategy at Lancaster University Management School in England, where he is also affiliated with the Center of Law and Society. He received his B.Sc. (Economics) from the University of Athens, LL.M. (Contract Law) from University of Bristol, and Ph.D. (Marketing) from Lancaster University. He was Visiting Professor … Read More 

Making Time for Relationships

Posted by & filed under Business Negotiations, Daily.

Adapted from “Leverage Time to Your Advantage,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter. Businesspeople often make the mistake of beginning negotiations only after an offer is on the table or after an old contract has expired. Why is this a problem? When money is at stake, it can be … Read More 

After the deal is inked

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Uncover Hidden Value with a Post-settlement Settlement,” first published in the Negotiation newsletter. You’ve reached an agreement that you find satisfactory and your counterpart does as well-but you can’t shake the sense that you could have done even better. For example, you might be happy with the price you achieved in a purchasing contract … Read More 

Your place or mine?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Your Place or Mine? Deciding Where to Negotiate,” by Jeswald W. Salacuse (Professor, Tufts University), first published in the “Negotiation Newsletter”. Everyone knows the three rules of real estate: “Location! Location! Location!” When it comes to making deals, choosing the right place to negotiate can be just as important. The location you select can … Read More