Harvard Kennedy School

The following items are tagged Harvard Kennedy School:

Dear Negotiation Coach: Managing Perceptions

Posted by PON Staff & filed under BATNA.

Sometimes a negotiation is all about managing perceptions. As this story below shows, focusing a counterpart on his own BATNA can persuade him to reduce the intensity of his hard-bargaining tactics. Q: A customer is pressuring me to make a deal fast. I don’t want to be forced into a one-sided agreement and prefer to reach … Read More 

The 4P Framework for Strategic Negotiation and Leadership

Posted by Michael Phillips & filed under 1 Day Courses, executive training.

We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.It does not have to be that way. In this interactive workshop, … Read More 

Negotiation Master Class Spring 2021 Program Guide

Posted by PON Staff & filed under Free Report.

Over the years thousands of professionals have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next? The Program on Negotiation is pleased to announce the Negotiation Master Class, … Read More 

Contingency Contracts in Business Negotiations

Posted by PON Staff & filed under Business Negotiations.

Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that entail a lot of risk regarding how future events will play out, I am interested to know how contingencies work and how I might use them. … Read More 

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 16-18, 2021

Posted by PON Staff & 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 

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by PON Staff & filed under executive training, Negotiation and Leadership - Live and Online.

At Negotiation and Leadership, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies. In this acclaimed program, we compress 30 years of groundbreaking research into three thought-provoking days. In sessions taught by our expert faculty, you’ll broaden your … Read More 

Negotiators: Resist Vividness Bias in Negotiations

Posted by PON Staff & filed under Salary Negotiations.

Vividness bias is the tendency to overweight the vivid and prestigious attributes of a decision, such as salary or an employer’s status, and underweight less impressive issues, such as location or rapport with colleagues. Let’s talk about a clear vividness bias example from 2015 in Major League Baseball. For the New York Mets, it was hard … Read More 

Dear Negotiation Coach: Debiasing Job Negotiations

Posted by PON Staff & filed under Teaching Negotiation.

In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. Harvard Kennedy School professor Iris Bohnet, the author of What Works: Gender Equality by Design (Belknap Press, 2016), overviews steps professionals can take to promote wiser, more equitable … Read More 

Should Women “Lean In” to Create More Value in Negotiations?

Posted by PON Staff & filed under Dealmaking.

Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff for the U.S. Department of the Treasury, as the social-media company’s new chief operating officer. The two met several nights a week for almost two months to discuss … Read More 

5 Common Negotiation Mistakes and How You Can Avoid Them

Posted by Katie Shonk & 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 

How to Respond to Questions in Negotiation

Posted by PON Staff & filed under Business Negotiations.

What’s the toughest question you’ve ever been asked during a negotiation? Do you know how to respond to questions when they’re out of your comfort zone? If you negotiate frequently, it might be hard to narrow it down to just one. Focusing on job interviews, here are a few negotiation questions that candidates often dread:

“How … Read More 

Why diversity hiring efforts often fail—and how your organization can do better

Posted by PON Staff & filed under Leadership Skills.

Immediately before the abbreviated Major League Baseball (MLB) draft, televised live on June 10, 2020, league commissioner Rob Manfred made a statement acknowledging the harm of systemic racism and inequality, and said that he and team owners would be “active participants in social change.” As he spoke, each MLB team’s general manager (GM) or head … Read More 

Dressing for Success: How Wealth and Status Cues Affect Business Negotiation

Posted by PON Staff & filed under Negotiation Skills.

In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read More 

Job Offer Negotiation Tips During the Pandemic

Posted by Katie Shonk & filed under Salary Negotiations.

Amid the Covid-19 pandemic, many jobseekers have concluded that if they are lucky enough to be offered a good job in a tight market, they lack the power needed to negotiate better employment terms. In fact, a silver lining of the crisis is that it has created new opportunities to negotiate. With the coronavirus throwing … Read More 

Lessons learned from a great negotiation leader

Posted by PON Staff & filed under Negotiation Skills.

Leadership in negotiation In academia, there are often subtle conflicts between the executive staff who run programs and centers, and the academics connected to them. Only a talented leader can consistently weave together such groups and integrate very different views. Susan has been such a leader for many years. She provides a vision of doing all we … Read More 

Dealing with Difficult Employees

Posted by Katie Shonk & filed under Dealing with Difficult People.

When dealing with difficult employees, leaders often feel overwhelmed and frustrated by a task that can seem like a distraction from broader organizational goals. But managing personnel issues, including conflict among employees, is a pivotal leadership task—and one that can be improved with knowledge and practice. The following solutions for dealing with difficult employees will … Read More 

How Mood Affects Negotiators

Posted by PON Staff & filed under Conflict Resolution.

What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace … Read More