PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
The following items are tagged equity:
What is renegotiation in long-term business partnerships? Renegotiation is the process of altering an outdated contract, often by leveraging outside alternatives and finding trade-offs across issues, to better align an existing business relationship with new economic realities. Key Insights
The core concept: The renegotiation of contracts requires a different strategic approach when shifting from incremental updates to … Read More 
There are a number of infamous negotiation examples in the workplace, but one most notable instance occurred in March 2018, when more than 700 Canadian doctors, residents, and medical students signed an online petition protesting their pay.
… Read More
Notable business negotiations and conflict resolution efforts including both failed and successful mergers, labor strikes, and AI investments. The Program on Negotiation at Harvard Law School takes a closer look at some of most interesting business negotiations.
… Read Notable Business Negotiations
Contentious or aggressive negotiations are notoriously hard to manage. But research suggests that presenting a hypothetical solution in the form of a question can open up opportunities to collaborate.
… Read More
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will need advanced salary negotiation skills during the course of her career to deal with a scenario that is, in many ways, the definition of a … Read More
In a reversal of past findings, women with MBA’s are now more likely to ask for higher pay in salary negotiations than their male peers, a new study shows. So why does the gender pay gap persist?
… Read In Salary Negotiations, Women Do Ask
After engaging in a successful salary negotiation for a coveted job, most people are ready to shake hands and start sharing the good news with friends and family. But these days, there may be one more negotiation you should consider launching before saying yes: a signing bonus negotiation.
… Read Signing Bonus Negotiation 101
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value creation that all negotiators should add to their toolkit.
… Read More
In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy Adams came away with significantly less than their male costars in the ensemble cast. Lawrence and Adams were paid 7% of the film’s profits; Christian Bale, Bradley Cooper, … Read More
In the entertainment industry, a mutually beneficial agreement can be hard to find. But filmmaker Ryan Coogler set up a successful one for his Gothic vampire film, Sinners.
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Learn how to ask for a raise with research-backed negotiation strategies, market data, and framing techniques that improve your odds.
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Faced with the prospect of negotiating a salary with a new employer, job candidates often feel anxious, confused, and tentative. Historically, organizations have tended to keep information about salaries for open positions opaque, assuming they benefit when prospective employees are in the dark about how much they might earn. But new laws and broader marketplace … Read Negotiating a Salary When Compensation Is Public
While salary negotiations may play a role in the persistent gender wage gap, differences in men’s and women’s career paths have a larger effect. Harvard Kennedy School professor Hannah Riley Bowles explains why.
… Read Career Negotiations and the Pay Gap
In 2023, a long-simmering feud among Rupert Murdoch’s four oldest children exploded into a public battle. Two years later, a seemingly simple family business negotiation resolved the conflict. Why was agreement so hard to reach?
… Read Navigating Family Business Negotiation
Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the enviable task of splitting up the rewards. How do you ensure that there is fairness in negotiation?
… Read Fairness in Negotiation
Organizations often try to promote more equitable job negotiations—but their efforts typically fall short. In an interview with the Program on Negotiation, Harvard Kennedy School Professor Iris Bohnet offers a more systemic approach.
… Read Make Job Negotiations Fairer in Your Organization
The Program on Negotiation (PON) at Harvard Law School is proud to announce the creation of the Professor Jeswald W. Salacuse JD’63 Fund, which will support students working on issues related to foreign affairs at the program. The endowed fund was made possible by a gift from the family of the late Professor Salacuse.
… Read More
When considering how to negotiate a higher salary, job candidates often focus on back-and-forth haggling strategies. But it’s at least as important to think about our broader goals, the type of organization we’d be joining, and the best way to frame an offer. The following advice on how to bargain salary should set you up … Read How to Negotiate a Higher Salary
If you’re looking to be a strategic business partner, you need to have your eyes and ears open at all times.
… Read 5 Ways to Be a More Strategic Business Partner
Conflicts of interest often arise when we hire agents to negotiate on our behalf. A dispute between TV writers and their agents highlights such competing motives and suggests how to handle them.
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Jeswald Salacuse, a Tufts University professor and pivotal member of the Program on Negotiation, made rich and lasting contributions to the fields of negotiation, leadership, and beyond over the course of his distinguished career.
… Read More
Looking for negotiation examples in business to learn from—both mistakes to avoid and best practices? Here’s a list of 15 notable business negotiations from recent years.
… Read 15 Top Business Negotiations
Start-ups and individual entrepreneurs often encounter challenging conversations when negotiating with potential partners and investors. When you are trying to sell others on your big idea or venture, you face the daunting challenge of convincing them that it’s worth their time, money, and effort. And even as you’re drawing on all your powers of persuasion … Read More
Often in business negotiations, we must compete not only with a counterpart across the table but also with others fighting for the same deal. A procurement officer may announce to a longtime supplier that she is putting their contract up for an auction. Or bidders for a company might be invited to negotiate elements of … Read In Negotiauctions, Try a Game-Changing Move
Back in November 2012, Hostess Brands announced that it had failed to reach a negotiated agreement with its second-biggest union and, as a result, was permanently shutting down its operations.
The news was met with dismay by baby boomers and others who had grown up with the 80-year-old company’s shelf-stable confections. But consumers had been passing … Read More
How can you use your leadership skills in negotiation to divide the pie of resources with those that helped you grow it in the first place? In this negotiation case study, Kevin Mohan, Senior Lecturer at Harvard Business School examines how executives can expand the pie while helping those who contribute claim equitable value.
… Read More
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved.
… Read More
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
The television industry has undergone seismic changes in recent decades, first with cable TV joining broadcast TV, followed by the rise of digital streaming companies such as Netflix, Amazon Prime, and Hulu. In today’s “peak TV” era, companies are producing hundreds of shows to fill viewers’ binge-watching appetites. In some ways, it’s a golden age … Read More
Negotiating equity compensation isn’t as straightforward as it might seem, especially in privately held businesses. We shared a question from one of our readers with Kevin Mohan, Senior Lecturer of Business Administration at Harvard Business School, to gain insight on how to deal with this increasingly common negotiation scenario.
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Dealing with Difficult People
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International Negotiation
Leadership Skills
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Win-Win Negotiations
BATNA
Business Negotiations
Conflict Resolution
Crisis Negotiations
Dealing with Difficult People
Dealmaking
Dispute Resolution
International Negotiation
Leadership Skills
Mediation
Negotiation Skills
Negotiation Training
Salary Negotiations
Teaching Negotiation
Win-Win Negotiations
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