Max Bazerman

The following items are tagged Max Bazerman:

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – May 13–⁠15, 2024

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 Harvard Kennedy School—all of whom are committed to delivering a transformational learning experience. … Read More

Win-Win Negotiation: Managing Your Counterpart’s Satisfaction

Posted by & filed under Win-Win Negotiations.

As the following points of win-win negotiation will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself. … Read More

Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation

Posted by & filed under Negotiation Skills.

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative negotiation. Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. Most negotiators believe they are capable of distinguishing … Read More

The Winner’s Curse: Avoid This Common Trap in Auctions

Posted by & filed under Dealmaking.

Imagine that a professor shows a jar full of coins to his class and announces he’s auctioning it off. Students are told they can write down a bid and that the highest bidder will win the contents in exchange for the money he or she bid. After everyone has written down their bids, the professor … Read More

Implicit and Explicit Bias: When Negotiators Discriminate Based on Race

Posted by & filed under Leadership Skills.

Implicit and explicit bias are common, whether the guilty parties are aware of it, or not.  On July 14, 2015, American Honda Finance Corporation (AHFC), the U.S. financing division of Japanese car manufacturer Honda, agreed to refund $24 million to minority borrowers to settle federal investigations. AHFC was alleged to have racially discriminated against the … Read More

VIDEO: William Ury on “Getting to Yes with Yourself”

Posted by & filed under Negotiation Skills, Videos.

At the Program on Negotiation at Harvard Law School, William Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, and faculty members filled Austin Hall to hear Ury … Read More

Putting Negotiation Training to Work: The Limits of Lectures

Posted by & filed under Negotiation Training.

Negotiation training lectures, like publications, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience. I have attended many amazing lectures on a multitude of topics and have learned fascinating information about the ecosystem, politics in different nations, animal species, and so on. I even have enjoyed hearing negotiation experts talk … Read More

50th Anniversary of A Behavioral Theory of Labor Negotiations

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School invites you to join us for A 50th Anniversary Celebration of A Behavioral Theory of Labor Negotiations with Robert B. McKersie and Richard E. Walton  A live webcast of this event will be available for viewing at  http://media.fas.harvard.edu/core/live/hls-live.html

Thursday, March 5, 2015 12:00 p.m. Registration opens 1:00  – 5:30 p.m. Program 5:30-6:30 p.m. Reception Wasserstein … Read More

Dealmaking: Haggling and Exploring Interests in Negotiation

Posted by & filed under Business Negotiations.

One common misconception of haggling is that it must focus only on a single issue: price. Although price might be the most important issue at stake, you could sweeten the deal for both sides by discussing other issues, such as delivery, financing, and the possibility of repeat business. You can open up such opportunities through direct questioning … Read More

The Lessons of Diplomacy

Posted by & filed under International Negotiation.

Max Bazerman has had extensive experience teaching corporation’s executive negotiation courses. In addition to the faculty and students, some of his sessions have been attended by high level former diplomats who had worked on cases discussed in class. The diplomats were invited, where appropriate, to provide insight into local customs, changing politics, and business norms. … Read The Lessons of Diplomacy

Dealmaking: Why It’s Tempting to Trust Your Gut

Posted by & filed under Dealmaking.

In his best-selling novel Blink, Malcolm Gladwell scans the psychological literature and uncovers fascinating nuggets of knowledge. He describes people who can assess the integrity of a work of art within seconds, predict the likelihood that a couple will get divorced based on a short conversation, and assess their romantic interest in another on a “speed … Read Dealmaking: Why It’s Tempting to Trust Your Gut

“Confronting Evil” Panel Videos Now Available Online

Posted by & filed under Conflict Resolution, Events, Videos.

On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University and the Volkswagen Foundation. Originally scheduled to commence on Friday, April 19th, the conference had to be condensed to a single day due to the lock-down of the Boston … Read More

PON co-sponsored conference addresses the challenges of “Confronting Evil”

Posted by & filed under Conflict Resolution.

On Saturday, April 20th more than a hundred people came out to Harvard to attend the PON co-sponsored conference “Confronting Evil: Interdisciplinary Perspectives.”  Held just six days after the bombings at the Boston Marathon, and one day after many area residents were asked to “shelter in place” by the police during their search for the … Read More

A Better Approach to Decision Making

Posted by & filed under Negotiation Skills.

When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to Blink? Should you completely ignore your rapid cognitions? In the article “Strategies for Negotiating More Rationally,” we described University of Toronto professor Keith Stanovich and James Madison University professor Richard F. West’s distinction between System 1 and System … Read A Better Approach to Decision Making

The Darker Side of Perspective Taking

Posted by & filed under Conflict Resolution.

Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes. Recent research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark side to this generally sound negotiation advice. The researchers ran a series of experiments … Read The Darker Side of Perspective Taking

When we expect selfish behavior

Posted by & filed under Daily, Negotiation Skills.

Adapted from “The Darker Side of Perspective Taking,” first published in the Negotiation newsletter, April 2007. Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes. Research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark … Read When we expect selfish behavior

Consider the Setting

Posted by & filed under Daily, Negotiation Skills.

Adapted from “The Crucial First Five Minutes,” first published in the Negotiation newsletter, October 2007. Your designated meeting place can have a critical impact on talks. When you don’t have a choice about where to meet, be aware that situational factors may color your judgment. For instance, the visual cues of a car lot—flashy banners, cheerful … Read Consider the Setting

Max Bazerman Discusses “Blind Spots” at the Harvard Book Store

Posted by & filed under Daily, Events.

The Harvard Book Store presents

“Blind Spots” with Max Bazerman Date: Monday, April 18, 2011 Time: 7:00 PM Location: 1256 Massachusetts Avenue, Cambridge See Event Details Online: http://www.harvard.com/event/max_h._bazerman/ About the Book: When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In “Blind … Read More

When Goal Setting Goes Bad

Posted by & filed under Business Negotiations, Daily.

Max Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School; author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises) Setting goals has become an embedded practice in management, but does it truly produce beneficial results? In this provocative article by Max Bazerman, he and his collaborators from top business … Read When Goal Setting Goes Bad

See No Evil: Why We Overlook Other People’s Unethical Behavior

Posted by & filed under Business Negotiations, Daily.

Francesca Gino, Don A. Moore, and Max Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) Managers unknowingly promote unethical behavior in the way they issue orders to subordinates or outsource work or mishandle their priorities. The result:  scandals that can cost trillions of dollars. In this article, the authors explain how leaders can … Read More

Don’t Be Cursed

Posted by & filed under Business Negotiations, Daily.

Adapted from “How to Win an Auction—and Avoid the Sinking Feeling that You Overbid,” first published in the Negotiation newsletter. Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down a bid, he explains, and the highest bidder will … Read Don’t Be Cursed

A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future

Posted by & filed under Negotiation Skills.

Author: Max Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School, author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises Over the past 30 years, the collaboration between the social sciences and the practical application of new ideas in negotiation have provided exciting results. In this paper, Max Bazerman … Read More

Professor Max Bazerman Publishes a Working Paper: “A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future”

Posted by & filed under Daily, Negotiation Skills, News.

Professor Max Bazerman, member of the PON Executive Committee and professor of Business Administration at Harvard Business School (HBS), and HBS Ph.D. candidate Chia-Jung Tsay published a working paper titled, “A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future” on August 20, 2009. Abstract Through the decision-analytic approach to negotiations, … Read More

You Want How Much for the Mug?!

Posted by & filed under Negotiation Skills.

Common psychological barriers lead us to overvalue our possessions. That can be a problem when it’s time to get rid of them. Some possessions truly are priceless—we wouldn’t part with them for any amount of money. Others are virtually priceless, or “pseudosacred,” according to Harvard Business School professor Max Bazerman. We might claim that these … Read You Want How Much for the Mug?!