Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


negotiators

What are Negotiators?

Many people dread negotiation, not recognizing that they act as negotiators on a regular, even daily basis.

Most of us don’t think of ourselves as negotiators, yet we 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.

Then there are the more informal, less obvious negotiations we take part in daily: persuading a toddler to eat his peas, working out a conflict with a coworker, or convincing a client to accept a late delivery.

Whenever we are trying to reach a goal and need the help of another party who has different preferences, we negotiate. Skilled negotiators can make deals, solve problems, manage conflicts, and build relationships as well as preserve relationships.

As negotiators, success sometimes hinges on our ability to convince someone that our proposed solution would be more beneficial than their option. In his book, Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) (Berrett-Koehler Publishers, 2016), Harvard Business School professor Deepak Malhotra examines this type of challenge, among many others, as he unveils strategies that negotiators can use in situations where deadlock or conflict seems insurmountable.

Malhotra identifies three important but often-overlooked levers that lead to breakthroughs in even the most difficult negotiations: (1) the power of framing, (2) the power of process, and (3) the power of empathy. By changing how we structure and articulate proposals, looking at process decisions more carefully, and examining other parties’ interests and perspective more methodically, we can overcome stalemate, antagonism, mistrust, and complexity, and clear a path to agreement.

To learn powerful negotiation skills and become a better dealmaker and leader, download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

The following items are tagged negotiators:

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – April 26-30, 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 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 

Make the Most of Online Negotiations

Posted by PON Staff & filed under Free Report.

We said goodbye to breakfast meetings, client lunches, and after-work happy hours. Goodbye to handshakes, fist bumps, and pats on the back. Goodbye to the boots-on-the-ground sales game as we knew it, and hello to Zoom calls and text messaging. To make matters even more difficult, the economy started to trend downwards—and so did the … Read More 

Negotiation Workshop: Improving Your Negotiating Effectiveness

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

Course Dates: This course is closed Too many negotiators leave value on the table. They painfully divide a small pie after a costly battle while failing to capture offsetting opportunities for joint gain, or win the battle, but at the cost to relationships and reputation that limit long-term value. Reliably negotiating optimal outcomes requires a keen … Read More 

Will You Avoid a Negotiation Impasse?

Posted by Katie Shonk & 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 

Negotiation and Leadership: Dealing with Difficult People and Problems BR

Posted by Michael Phillips & filed under executive training, Negotiation and Leadership - Live and Online.

Negotiation and Leadership Dealing With Difficult People and Problems Spring sessions: April 16–18 | May 14–16 | June 18–20 2018 Fall sessions: September 24–26 | October 15–17 | December 3–5 2018 Focused one-day sessions Spring sessions: April 19, 2018 | May 17, 2018 | June 21, 2018 Fall sessions: September 27, | October 18, | December 6, 2018

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Getting the Deal Done

Posted by PON Staff & filed under Free Report.

Dear Business Professional, Simon’s story says a lot how to get deals done. Here’s how he tells it: For nearly a decade, I’ve been an acquisitions editor at one of the largest book publishers in the Northeast. It’s my job to skim through reams of manuscripts to identify those that might be commercially viable—and … Read More 

Pick the Right Negotiation Pace

Posted by PON Staff & filed under Daily, Negotiation Skills.

People operate at different speeds at the bargaining table. This is called their negotiation pace. Suppose that one bargainer is impatient, gritting her teeth and thinking, “Cut to the chase, for Pete’s sake!” Feeling pressured, the other person wants to say, “Easy on the coffee, pal! Let’s give this the time it deserves.”  … Read More 

Negotiation and Leadership: Dealing with Difficult People and Problems AQ

Posted by Michael Phillips & filed under executive training, Negotiation and Leadership - Live and Online.

Negotiation and Leadership Dealing With Difficult People and Problems Spring sessions: April 16–18 | May 14–16 | June 18–20 2018 Fall sessions: September 24–26 | October 15–17 | December 3–5 2018 Focused one-day sessions Spring sessions: April 19, 2018 | May 17, 2018 | June 21, 2018 Fall sessions: September 27, | October 18, | December 6, 2018

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Dear Negotiation Coach: How to Negotiate Price and Start Off on the Right Foot

Posted by PON Staff & filed under Dealmaking.

Do you know how to negotiate price? Is there a better way to approach this type of negotiation that differs from other negotiation strategies? In this week’s Dear Negotiation Coach column, we answer the question. QUESTION I’m trying to decide whether to make the first offer in a price negotiation. I’ve heard arguments in favor of both … Read More 

Negotiation and Leadership NL P

Posted by Michael Phillips & filed under executive training, Negotiation and Leadership - Live and Online.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

Negotiation and Leadership NL O

Posted by Michael Phillips & filed under executive training, Negotiation and Leadership - Live and Online.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

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

Posted by PON Staff & 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 

Fairness in Negotiation

Posted by Silvia Glick & filed under Negotiation Skills.

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 More 

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by Michael Phillips & filed under executive training, Negotiation and Leadership - Live and Online.

Negotiation and Leadership Dealing With Difficult People and Problems Fall: December 5-7, 2016 Spring: April 18-20, 2017 | May 15-17, 2017 | June 19-21 2017

Become a More Effective Negotiator Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

Improve working relationships and resolve seemingly … Read More 

The New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation

Posted by PON Staff & filed under Free Report.

This report reveals how wise negotiators extract unexpected value using an indirect approach to conflict management. An aggressive management style can set you up for repeated failure. Direct conflict management approaches can be overly combative and counter-productive. Experienced negotiators know that compromise seldom succeeds. Win/lose is really lose/lose. The best negotiation strategy results in … Read More 

Practical Lessons from the Great Negotiators

Posted by PON Staff & filed under 1 Day Courses, executive training.

Since 2001, the Program on Negotiation has bestowed the “Great Negotiator Award” on individuals who have successfully negotiated against great odds to accomplish worthy goals. In this fascinating one-day session, you’ll have the rare opportunity to explore how these remarkable negotiators overcame their most formidable challenges—and how to apply these lessons in your own negotiations. … Read More 

Dealing with Difficult People

Posted by PON Staff & filed under Free Report.

At the Program on Negotiation at Harvard Law School (PON), we are dedicated to helping professionals deal with hard bargainers and resolve even the most challenging disputes. To help you understand the principles of negotiation and conflict resolution, we put together a special report: Dealing With Difficult People. Discover how to collaborate, negotiate, and bargain … Read More 

Why First Impressions Matter in Negotiation

Posted by PON Staff & 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 

Negotiation and Dispute Resolution – Online

Posted by PON Staff & filed under PON Semester Programs, PON Seminars.

This virtual and highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. In light of the COVID-19 pandemic, all sessions will be delivered live … Read More 

Negotiate Strong Relationships at Work and at Home

Posted by PON Staff & filed under Free Report.

The experts and editors from Harvard’s Program on Negotiation offer a sampling of advice from past issues of Negotiation to help you learn to foster relationships by building rapport, manage conflict in long-term relationships and negotiate business decisions with family members. … Read More 

Negotiation Team Dynamics: The Divide-and-Conquer Strategy

Posted by PON Staff & filed under International Negotiation.

In an interesting example of negotiation team dynamics, during a 2018 New Year’s Day address, North Korean leader Kim Jong-un proposed opening talks with South Korea to discuss the North’s possible participation in the Winter Olympics, to be held in Pyeongchang, South Korea, the following month. Hoping to avoid disruption by the North, South Korean … 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 

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

Posted by PON Staff & filed under Negotiation Skills.

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

Negotiation Strategies for Women: Secrets to Success

Posted by PON Staff & 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 

Negotiation Skills: Threat Response at the Bargaining Table

Posted by PON Staff & filed under Negotiation Skills.

When someone issues a threat or an ultimatum, take a step back and diagnose the problem. Consider how you would respond to threats and ultimatums such as these during negotiation. In the face of such tough talk, should you strike back with a counterthreat? Probably not. Because counterthreats raise the emotional temperature of a negotiation, … Read More 

Dealing with Difficult People? Negotiation Lessons from Ronald Reagan

Posted by Katie Shonk & 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 

Dear Negotiation Coach: What Hostage Negotiations Can Teach Any Negotiator

Posted by PON Staff & filed under Business Negotiations.

Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, … Read More 

Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation

Posted by PON Staff & 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 

Framing in Negotiation

Posted by Katie Shonk & filed under Business Negotiations.

So, you’ve offered what you think is a great deal, but your counterpart doesn’t seem to agree. What’s the problem? The offer may be excellent—it’s how you’ve approached framing in negotiation that’s holding you back. … Read More 

The Process of Business Negotiation

Posted by Katie Shonk & 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 

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 

Writing the Negotiated Agreement

Posted by Guhan Subramanian & 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 

Negotiating Skills: How to Bargain “Behind the Table”

Posted by PON Staff & 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 

New Simulation on Negotiating the Future of Dams

Posted by Lara SanPietro & filed under Teaching Negotiation.

Pearl River is a seven party, facilitated, multi-issue negotiation over the management of dams in a coastal basin.  Pearl River is a facilitated, multi-issue negotiation simulation for eight or nine participants about the management of five dams in the hypothetical Pearl River basin. This science-based negotiation simulation provides an opportunity for learning about and discussing larger-scale … Read More 

5 Ways to Be a More Strategic Business Partner

Posted by PON Staff & filed under Business Negotiations.

If you’re looking to be a strategic business partner, you need to have your eyes and ears open at all times. In the world of mergers and acquisitions, some acquirers try to improve the companies they purchase by expanding them and emphasizing innovation, while others choose to focus on cutting costs. Due in part to millennials’ … Read More 

Dealmaking Secrets from Henry Kissinger

Posted by PON Staff & filed under Dealmaking.

More than 1,600 international relations experts from across the political spectrum overwhelmingly rate 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 book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level (Harper, 2018), James K. Sebenius, R. Nicholas … Read More 

Negotiating with Liars: Bluffing versus Puffing

Posted by PON Staff & filed under Negotiation Skills.

How many time have you sat at the bargaining table, and wondered, “am I negotiating with liars?” And to your own self be true—how many times have you been untruthful in a negotiation? The example below shines a light on how lies can get negotiators into hot water. Back in July 2014, Jesse Litvak, the former … Read More 

What Is Distributive Negotiation?

Posted by Katie Shonk & filed under Negotiation Skills.

What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only one issue at stake, typically price. When you are negotiating with a merchant in a foreign bazaar, or over a used car closer to home, you are generally … Read More 

The Importance of a Relationship in Negotiation

Posted by Jeswald Salacuse & 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 

What is Anchoring in Negotiation?

Posted by Katie Shonk & filed under Negotiation Skills.

Consider this anchoring bias example from Harvard Business School and Harvard Law School faculty member Guhan Subramanian. While running a negotiation simulation in one of his classes, Subramanian noticed that one student spent a considerable amount of time explaining why $10.69 per hour would be an impossible wage rate to offer the student’s counterpart. The … Read More 

7 Tips for Closing the Deal in Negotiations

Posted by Katie Shonk & filed under Dealmaking.

“ABC: Always Be Closing.” That’s the sales strategy that actor Alec Baldwin’s character Blake shared in the 1992 film Glengarry Glen Ross as he tried to motivate a group of real estate salesmen. In his verbally abusive, profanity-laced speech, Blake presented a ruthless model of closing a business deal that ignores customers’ needs and cuts … Read More 

How Much Does Personality in Negotiation Matter?

Posted by PON Staff & filed under Negotiation Skills.

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter? Before we explore this topic, please answer “True” or “False” in response to the following questions: 1. Extroverted negotiators tend to perform better than introverted negotiators. 2. Agreeable … Read More 

Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy

Posted by Jeswald Salacuse & filed under Dealmaking.

Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, diplomacy evokes images of frivolity – days spent wandering exotic capitals, nights spent cruising embassy cocktail parties. … Read More 

How to Negotiate Under Pressure

Posted by PON Staff & filed under Negotiation Skills.

At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12 … Read More 

How to Overcome Cultural Barriers in Negotiation

Posted by PON Staff & 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 

Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?

Posted by PON Staff & filed under Teaching Negotiation.

To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur. Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short. Here, Susskind explains … Read More 

How to Negotiate with Friends and Family

Posted by PON Staff & filed under Dispute Resolution.

“Never do business with friends,” the adage goes. But should you always stay away from an opportunity to negotiate with friends and family? A strict policy of keeping friends and family members out of our business lives would be impractical, and it could cause us to pass up potentially valuable negotiating opportunities. … Read More 

Best Negotiators in History: Nelson Mandela and His Negotiation Style

Posted by Susan Hackley & filed under International Negotiation.

The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote Harvard Law School professor and Program on Negotiation Chairman Robert H. Mnookin in his seminal book, Bargaining with the Devil, When to Negotiate, When to Fight. … Read More 

What Is an Umbrella Agreement?

Posted by Katie Shonk & filed under Dispute Resolution.

Business negotiators tend to want the best of both worlds. When reaching an agreement, they want to pin down parties’ respective rights and responsibilities, but they also want to retain the flexibility they need to deal with ever-changing business conditions. One solution to this apparent dilemma is to craft an umbrella agreement. … Read More 

Contract Negotiation Skills: Setting Yourself Up for Success

Posted by Katie Shonk & filed under Dealmaking.

Business negotiators tend to focus on getting to the finish line, which is typically defined as a signed contract. The contract negotiation skills we need to get there—such as building trust, brainstorming issues, and negotiating a great price—are pivotal, yet we often overlook the importance of setting up our agreement for success during the implementation … Read More 

The Negotiation Process in China

Posted by PON Staff & 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 

Negotiating with the Enemy

Posted by PON Staff & filed under Dealing with Difficult People.

Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a known enemy. On May 31, 2014 the White House made the surprise announcement that the Taliban had released Sergeant Bowe Bergdahl, the sole American prisoner of war in the … Read More 

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

Posted by PON Staff & 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 

Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger

Posted by Katie Shonk & 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 

Union Strikes and Dispute Resolution Strategies

Posted by PON Staff & 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 

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

Posted by PON Staff & filed under Negotiation Skills.

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements. But what if the negotiation is with yourself, or about your own religious identity? For example, what does it mean to be Jewish in America? What challenges … Read More 

Understanding Different Negotiation Styles

Posted by Katie Shonk & 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 

Government Negotiations and Beyond: Using Carrots and Sticks Effectively

Posted by PON Staff & filed under International Negotiation.

In 1987 government negotiations, U.S. president Ronald Reagan and Soviet General Secretary Mikhail Gorbachev took early steps to end the Cold War by signing the Intermediate-Range Nuclear Forces (INF) arms control treaty in Washington, D.C. Banning all ground-launched nuclear and conventional missile systems within a certain range, the INF treaty put in place a strict … Read More 

Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity

Posted by PON Staff & filed under Negotiation Skills.

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. The public health-care system in Quebec had been the victim of budget cuts, and the medical professionals weren’t … Read More 

The Importance of Negotiation in Business and Your Career

Posted by Katie Shonk & 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 

Learn from the Best with the Great Negotiator Case Studies

Posted by Lara SanPietro & filed under Teaching Negotiation.

No one can provide perspective on conflict resolution like experts who have been involved in some of the world’s most complex negotiations. Since 2001, the Program on Negotiation (PON) has bestowed the Great Negotiator Award upon distinguished leaders whose lifelong accomplishments in the fields of negotiation and dispute resolution have had compelling and lasting results. The Great … Read More 

Team Building Using Negotiation Skills

Posted by PON Staff & filed under Negotiation Skills.

To avoid conveying weakness to the other side, rather than calling for a break at the first sign of trouble, some negotiation teams devise secret signals they can use to bring wayward members in line—for instance, someone might stretch out her arms to communicate to another member that he’s getting off track. … Read More 

Methods of Dispute Resolution: Building Trust in Online Mediation

Posted by Katie Shonk & filed under Dispute Resolution.

Before the Covid-19 pandemic, mediators and other negotiation practitioners often insisted on meeting in person, convinced that online methods of dispute resolution lack “the human touch”—the warmth, energy, body language, and other subtle factors that build essential ingredients in conflict resolution, including trust, empathy, and rapport. But when lockdowns and social-distancing restrictions took hold in the … Read More 

Managing Cultural Differences in Negotiation

Posted by PON Staff & filed under International Negotiation.

It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a mistake to focus too narrowly when preparing for cross-cultural communication in business. Research on international negotiation can help us think more broadly when it comes to managing cultural … Read More 

Using Principled Negotiation to Resolve Disagreements

Posted by Katie Shonk & filed under Dispute Resolution.

Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care more about what movie you see tonight, but your friend cares more about where you have dinner, for example, you can each get your preference on the issue … Read More 

The Pitfalls of Negotiations Over Email

Posted by PON Staff & 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 

How to Get a Great Deal When Trust is Low

Posted by PON Staff & filed under Dealmaking.

Negotiators from Western cultures, such as the United States, tend to be trusting. They’re often open to sharing information with counterparts, and expect ideas to flow freely. But in many other cultures, negotiators tend to be less trusting and more cautious about sharing information about their interests. Of course, there are many ways to build trust … Read More 

Learning from crisis negotiations

Posted by PON Staff & filed under Crisis Negotiations.

In crisis negotiations, we typically face a number of difficult decisions. Should we try to negotiate on our own or team up with others with shared goals? Should we take time to drive a hard bargain or try to wrap up talks as quickly as possible? How can we account for uncertainty and risk in … Read More 

Negotiating Strategies for Navigating Sensitive Topics

Posted by PON Staff & filed under Negotiation Skills.

When devising negotiating strategies, 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 … Read More 

How to Negotiate in Cross-Cultural Situations

Posted by Alex Green & filed under Leadership Skills.

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension to any negotiation, introducing language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a … Read More 

Digitally Enhanced Simulation Packages – With Live Data Analytics

Posted by Lara SanPietro & filed under Teaching Negotiation.

In-depth Teaching Materials with Real Time Data Analytics Designed to Enhance Teaching Negotiation  From the Teaching Negotiation Resource Center (TNRC) at PON, and iDecisionGames: digitally enhanced simulation packages designed to take your teaching to the next level. The Enhanced Simulation Package from the TNRC and iDecisionGames brings a new, interactive learning experience to teaching negotiation. This easy … Read More 

Dear Negotiation Coach: Negotiation Interpreters Leave Space for Interpretation

Posted by PON Staff & filed under International Negotiation.

Negotiators tend to view language interpreters as neutral in international negotiation, but reality is more complicated, according to Sanda Kaufman, a professor of Planning, Public Policy, and Administration at Cleveland State University who studies negotiation and intervention in urban, environmental, and organizational contexts. Fluent in four languages, Kaufman is also an experienced negotiation interpreter who … Read More 

Negotiation Advice: When to Make the First Offer in Negotiation

Posted by Katie Shonk & filed under Negotiation Skills.

When or when not to make the first offer in negotiations is a question many expert negotiators ask themselves when approaching business negotiations, real estate transactions, or even interpersonal negotiations with friends and family. In this article drawn from negotiation research, we offer negotiating skills and negotiation tips for when, and when not, to make … Read More 

Mediation and the Conflict Resolution Process

Posted by PON Staff & filed under Conflict Resolution.

It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many disputes end up in court. There is a better way to resolve your dispute: by hiring an expert mediator who focuses not on rights but on interests—the needs, … Read More 

Salary Negotiation: How to Ask for a Higher Salary

Posted by PON Staff & 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 

Negotiation Preparation Strategies

Posted by Katie Shonk & filed under Business Negotiations.

When an important negotiation is looming, “winging it” is never the answer. The best negotiators engage in thorough negotiation preparation. That means taking plenty of time to analyze what you want, your bargaining position, and the other side’s likely wants and alternatives. … Read More 

Stonewalling in Negotiations: Risks and Pitfalls

Posted by PON Staff & filed under Negotiation Skills.

Contract negotiations between Jason Pierre-Paul and the New York Giants demonstrate the hazards of intentionally stonewalling your counterpart in negotiations. A successful defensive end with the Giants since 2010, Pierre-Paul was renegotiating his contract after a couple of mildly disappointing seasons. The Giants’ offer of a “franchise tag” designation did not sit well with Pierre-Paul, … Read More 

The Importance of Communication in Negotiations: Preparing Your Negotiating Team

Posted by PON Staff & 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 

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 

Cross Cultural Communication: Translation and Negotiation

Posted by PON Staff & 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 

How to Overcome Barriers and Save Your Negotiated Agreement at the Bargaining Table

Posted by Katie Shonk & filed under Negotiation Skills.

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 

Take your BATNA to the Next Level

Posted by Katie Shonk & filed under BATNA.

If your current negotiation reaches an impasse, what’s your best outside option? Most seasoned negotiators understand the value of evaluating their BATNA, or best alternative to a negotiated agreement, a concept that Roger Fisher, William Ury, and Bruce Patton introduced in their seminal book, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1991, second … Read More 

What is a Win-Win Negotiation?

Posted by Katie Shonk & 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 

Mediation: Sitting Down at the Table

Posted by PON Staff & filed under Mediation.

One of the central skills of a mediator is the ability to solve problems. And while problem solving skills may lead to successfully negotiated agreements between disputing parties, an effective mediator also has to get each side to agree to sit down at the bargaining table in the first place. … Read More 

International Negotiations and Cognitive Biases in Negotiation

Posted by PON Staff & 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 

Negotiation in International Relations: Finding Common Ground

Posted by PON Staff & filed under Negotiation Skills.

When thinking of negotiation in international relations, it’s difficult to think of any negotiation with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflict and public scrutiny, complicated by language and cultural barriers, and carried out under tight deadlines, talks aimed at ensuring that nuclear technology is used peacefully and that disarmament … Read More 

In Business Negotiations, Eat Before You Negotiate

Posted by Katie Shonk & 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 Hidden Pitfalls of Video Negotiation

Posted by PON Staff & filed under Negotiation Skills.

It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane if the parties wanted to do business face-to-face. These days, you only need to set up a videoconference on an app such as Zoom or Google Hangouts to … Read More 

Arbitration vs Mediation: What’s Wrong with Traditional Arbitration?

Posted by PON Staff & filed under Mediation.

Arbitration vs mediation: Traditionally, the arbitrator is not limited to selecting one of the parties’ contract proposals but may determine the contract terms on his own. If negotiators know that impasse will lead to traditional arbitration, they typically assume that the arbitrator will reach a decision that’s an approximate midpoint between their final offers. … Read More 

The Value of Using Scorable Simulations in Negotiation Training

Posted by Lara SanPietro & filed under Teaching Negotiation.

At a 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 way … Read More 

Value Claiming in Negotiation

Posted by Katie Shonk & filed under Negotiation Skills.

In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on. … Read More 

What is Distributive Negotiation and Five Proven Strategies

Posted by Katie Shonk & filed under Dealmaking.

Most negotiations call for very different, even opposing, skills: collaboration and competition. To get a great deal, we typically must work with others to find new sources of value while also competing with them to claim as much of that value for ourselves. Before mastering the intricacies of value creation in negotiation, it helps to … Read More 

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

Posted by PON Staff & 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 in Business: Ethics, Bias, and Bargaining in Good Faith

Posted by PON Staff & filed under Business Negotiations.

As we’ve discussed in previous articles about negotiation examples in business, a negotiator’s beliefs concerning negotiation ethics are affected by cognitive biases. You probably can recall times when a negotiating opponent made what appeared to be a blatant misstatement. If you’re like most people, you assumed the person was lying to gain an advantage. … Read More 

How to Balance Your Own Values in Negotiation

Posted by PON Staff & filed under Business Negotiations.

What are the best negotiation examples from real life? Imagine that you’ve been negotiating the sale of a property that is owned by your company. The buyer has made an attractive offer that you’ve tentatively accepted. Your boss is pleased with the terms as they stand, but suggests that you go back to the buyer … Read More 

Why Great Negotiators Earn More Money

Posted by Katie Shonk & filed under Salary Negotiations.

What’s the best way to claim more money in a negotiation? Many professional negotiators would recommend hard-bargaining tactics, such as asking the other party to disclose their bottom line, standing firm on price, and threatening to walk away. But truly great negotiators recognize that using haggling strategies alone may leave significant money on the table. … Read More 

Negotiation Logistics: Best Practices for Better Deals

Posted by PON Staff & filed under Dealmaking.

Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table. Before the official start … Read More 

How to Find the ZOPA in Business Negotiations

Posted by Katie Shonk & filed under Business Negotiations.

In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome. How can you avoid these pitfalls? Through careful preparation that includes an analysis of the zone of possible agreement, or ZOPA in business negotiations. … Read More 

Cognitive Biases in Negotiation and Conflict Resolution – Common Negotiation Mistakes

Posted by PON Staff & filed under Conflict Resolution.

Negotiators planning to engage in conflict resolution in a personal or business disputes should be aware of cognitive biases in negotiation, particularly when your dispute is being decided by a judge. Before doing so, you should consider carefully what psychologists, political scientists, and legal scholars have learned about judges from negotiation research and social science: … Read More 

Teach by Example with These Negotiation Case Studies

Posted by Lara SanPietro & filed under Teaching Negotiation.

Negotiation case studies use the power of example to teach negotiation strategies. Looking to past negotiations where students can analyze what approaches the parties took and how effective they were in reaching an agreement, can help students gain new insights into negotiation dynamics. The Teaching Negotiation Resource Center (TNRC) has a variety of negotiation case … Read More 

Real Life Negotiation Lessons Learned from Fiction

Posted by PON Staff & filed under Negotiation Skills.

When the COVID-19 lockdown began in March 2020—coinciding with his upcoming sabbatical—Harvard Business School professor Deepak Malhotra, a member of the Program on Negotiation Executive Committee, saw the perfect opportunity to try something new. The author of three previous books, he turned his hand to fiction, penning “The Peacemaker’s Code,” a thrilling novel grounded in … Read More 

Distributive Bargaining Strategies

Posted by Katie Shonk & filed under Negotiation Skills.

Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read More 

Bargaining for a New Car: Real World Negotiations Examples

Posted by PON Staff & filed under Business Negotiations.

According to a recent report from NPR Morning Edition’s Sonari Glinton, women not only negotiate harder bargains than men when it comes to vehicle purchases, but also they do more extensive preparatory work. Conventional wisdom has always placed the automobile in the realm of the masculine, but the emergence of the prepared and educated female … Read More 

Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract

Posted by PON Staff & filed under Business Negotiations.

In contract negotiations, writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the agreement can be a daunting task for even the most experienced negotiators. Executives often leave the legal issues surrounding their deals to their attorneys. While this division of … Read More 

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

Posted by PON Staff & 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 

Collaborative Negotiation Examples: Tenants and Landlords

Posted by Katie Shonk & filed under Negotiation Training.

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times—such as now—negotiators are so stressed and fearful that they can be distrustful and rigid. During the Covid-19 pandemic, we’ve often seen the latter negotiation style. But several collaborative negotiation examples have emerged in … Read More 

Win Win Negotiation: Managing Your Counterpart’s Satisfaction

Posted by PON Staff & 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 

Negotiation Skills and Bargaining Techniques from Female Executives

Posted by PON Staff & filed under Leadership Skills.

Dozens of female CEOs and other high-level women negotiators have told us about their experiences negotiating in traditionally masculine contexts where standards and expectations were ambiguous. Their experiences varied according to the gender triggers that were present in the negotiations and they adapted their negotiation skills to accommodate these shifts. … 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 

Using Body Language in Negotiation

Posted by PON Staff & 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 

Business Negotiation Skills to Curb Your Overconfidence

Posted by PON Staff & 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 

Teaching Contract Negotiation: Using the Mutual Gains Approach

Posted by Lara SanPietro & filed under Teaching Negotiation.

How do you use the mutual gains approach in contract negotiations? In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. Teaching students to generate creative options in contract negotiations can help them avoid positional bargaining and achieve more beneficial and sustainable agreements. The Teaching Negotiation Resource Center (TNRC) … Read More 

Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?

Posted by PON Staff & filed under International Negotiation.

Q: Because of the nature of my business, I regularly engage in negotiations across cultures—and the results can be disappointing. After recently losing an important deal in India, I learned that my counterpart felt I was rushing through our talks. I thought I was just being efficient with our time. How can I improve my … Read More 

What is Crisis Management in Negotiation?

Posted by Katie Shonk & filed under Crisis Negotiations.

Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether that crisis involves a building evacuation, a tumble in the company’s stock price, or a product recall. … Read More 

Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization

Posted by PON Staff & filed under Business Negotiations.

Individual negotiators are sometimes overwhelmed by the idea of leading organization-wide changes to negotiation practices. In fact, it doesn’t take much time or effort to set the wheels of reform in motion, write Hallam Movius and Lawrence Susskind in Built to Win. Here are four simple steps to implement in your workplace. … Read More 

Your place or mine?

Posted by PON Staff & 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 

Business Negotiations: How to Improve Your Reputation at the Bargaining Table

Posted by PON Staff & filed under Business Negotiations.

In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although … Read More 

Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table

Posted by PON Staff & filed under Crisis Negotiations.

It’s a classic famous negotiations case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At midnight on June 30, the owners declared a lockout, halting preparations for the start of the 1998–99 NBA season. The players and owners negotiated for six long months, … 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 

Entrepreneurship and Negotiation: Call for Papers and Proposals

Posted by Lara SanPietro & filed under Pedagogy at PON, Teaching Negotiation.

The Negotiation Journal is Hosting a Virtual Conference for its Special Issue on Entrepreneurship and Negotiation While negotiation and entrepreneurship scholars have traditionally worked in different circles, their work increasingly intersects as the two fields co-evolve. Both entrepreneurship and negotiation involve dynamic, strategic, interpersonal activities that seek to create and claim some form of value.  Both … Read More 

Dear Negotiation Coach: How Can You Simplify Complex Negotiations with Stakeholder Alignment?

Posted by PON Staff & filed under Business Negotiations.

In complex, multiparty negotiations, the task of value creation can quickly become overwhelming because of the large number of parties and interests at stake. An emerging process called “stakeholder alignment” can help construct order from chaos in complex negotiations, according to Joel Cutcher-Gershenfeld, a professor at the Heller School for Social Policy and Management at … Read More 

Negotiating the Good Friday Agreement

Posted by PON Staff & filed under Conflict Resolution, Daily.

Retired US Senator George Mitchell played a critical role in negotiating the Good Friday Agreement in Northern Ireland. In an interview with Susan Hackley, Managing Director of the Program on Negotiation at Harvard Law School, in the February 2004 Negotiation newsletter, he describes how he was able to facilitate an agreement between these long-warring parties. … Read More 

4 Sales Negotiation Traps—and How to Overcome Them

Posted by Katie Shonk & filed under Business Negotiations.

Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your next sales negotiation more challenging than it needs to be by falling into common cognitive traps. You can improve your sales negotiation skills by learning about four traps … Read More 

Great Women Leaders Negotiate

Posted by Katie Shonk & 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 

Managing Difficult Negotiators

Posted by Katie Shonk & 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 

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

Posted by PON Staff & 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 

Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations

Posted by PON Staff & filed under Negotiation Skills.

Should you make the first offer in a negotiation? What about multi-issue negotiations? 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 between 50% and 85% of the variance in a negotiation’s final outcome, Adam … Read More 

The Opposite of Autocratic Leadership Styles

Posted by Alex Green & filed under Leadership Skills.

While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary for successful leaders and negotiators alike. Navigating these treacherous waters can be extraordinarily challenging, but it can also give rise to creative decisions that help resolve disagreements in … Read More 

Self-Analysis and Negotiation

Posted by PON Staff & filed under Negotiation Skills.

“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may never be reached. … Read More 

Dear Negotiation Coach: Does Communication Style Matter in Negotiation?

Posted by PON Staff & filed under Teaching Negotiation.

In your research, you compared whether a warm and friendly negotiating style or a tough and firm negotiating style is more effective in distributive negotiation, where people are dividing rather than creating value. Which style do people tend to think will be more effective, and are they correct? Francesca Gino: Consistent with the old adage “You … Read More 

Nelson Mandela: Negotiation Lessons from a Master

Posted by PON Staff & 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, 2013. Soon after his arrival at South Africa’s … Read More 

Principled Negotiation: Focus on Interests to Create Value

Posted by Katie Shonk & filed under Negotiation Skills.

There’s a better, third way of negotiating—one that doesn’t rely on toughness or accommodation, but that will improve your likelihood of meeting your negotiation goals. In their pivotal negotiation text, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 2nd edition, 1991), Roger Fisher, William Ury, and Bruce Patton of the Harvard Negotiation Project promote … Read More 

How to Create Win-Win Situations

Posted by Katie Shonk & 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 

Dispute Resolution for India and Bangladesh

Posted by Katie Shonk & filed under International Negotiation.

Sometimes in international negotiation, disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In an example of a cross cultural negotiation case study, the nations of Bangladesh and India seized on an opportunity to push the “restart” button on their bumpy relationship by … Read More 

Ask A Negotiation Expert: Negotiation Means Sometimes Having To Say You’re Sorry

Posted by PON Staff & filed under Conflict Resolution.

An apology can be an essential means of repairing trust and rebuilding damaged relationships. Yet we don’t always apologize effectively, according to Jeswald Salacuse, a distinguished professor at the Fletcher School of Law and Diplomacy, Tufts University, and a faculty member of the Program on Negotiation at Harvard Law School. We spoke to Salacuse about … Read More 

Making the best of pandemic-era deal disruptions

Posted by PON Staff & filed under Dealmaking.

This past fall, three grown children set about helping their mother, Mina, find a memory care facility for John, their 85-year-old father. John’s previously mild dementia had progressed rapidly during the Covid-19 pandemic, to the point that he could no longer live safely at home. John’s children gathered a short list of affordable long-term care facilities … Read More 

How to Negotiate via Text Message

Posted by PON Staff & filed under Negotiation Skills.

Do you negotiate via text message? If you’re a young person early in your career, there’s a good chance you could easily pull up message strings full of discussions about issues and offers. If you’re a little older, you might have answered no. Even so, if you took a closer look at the saved text … Read More 

Debunking Negotiation Myths

Posted by PON Staff & filed under Negotiation Skills.

In her book The Mind and Heart of the Negotiator, Leigh Thompson cites four widely held negotiation myths that bar negotiators from improving their skills. This analysis is worth the attention of anyone who wants to move beyond platitudes to a deeper understanding of negotiation. … Read More 

Negotiation Skills: Building Trust in Negotiations

Posted by PON Staff & filed under Negotiation Skills.

Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. But avoiding risk can mean missing out on significant opportunities. For this reason, … Read More 

Government Negotiations: Pfizer’s Rocky Road to U.S. Covid-19 Vaccine Deals

Posted by Katie Shonk & filed under Business Negotiations.

In late December, 2020, the Trump administration reached a $1.95 billion deal with pharmaceutical company Pfizer to purchase 100 million doses of the Covid-19 vaccine it had developed in partnership with German drugmaker BioNTech, enough to immunize 50 million people. It was the second such deal the parties had reached since the pandemic began to … Read More 

Dealmaking: Relationship Rules for Dealmakers

Posted by PON Staff & 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 

Negotiation Research Examines Ethics in Negotiating

Posted by PON Staff & 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, back in a 2013 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 

Implicit and Explicit Bias: When Negotiators Discriminate Based on Race

Posted by PON Staff & 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 

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 

Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation

Posted by PON Staff & filed under Dispute Resolution.

Many times in our lives, we will encounter an ultimatum in negotiation. Sometimes the ultimatum is real, and often times it is not. However, there are ways to approach an ultimatum in negotiation to get past this sometimes burdensome hurdle. Professor Deepak Malhotra answers this week’s Dear Negotiation Coach column: QUESTION A counterpart recently made a “take … Read More 

6 Bargaining Tips and BATNA Essentials

Posted by Katie Shonk & 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 

Why Negotiations Fail

Posted by Katie Shonk & filed under Negotiation Skills.

When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are … Read More 

Developing Negotiation Skills for Integrative Negotiations – Does Personality Matter?

Posted by PON Staff & filed under Negotiation Skills.

Imagine that after some negative experiences at the bargaining table or if you are frustrated in your efforts to improve your negotiation skills, you’ve started to worry that you simply don’t have the right personality to be a great negotiator let alone a value-creating, integrative negotiations expert. The other party always seems to get the … Read More 

BATNA Strategy: Should You Reveal Your BATNA?

Posted by PON Staff & filed under BATNA.

In their best-selling book Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) introduced the concept of having a BATNA strategy (best alternative to a negotiated agreement) as “the standard against which any proposed agreement should be measured.” When you know what you’ll do if you don’t reach … Read More 

10 Notable Negotiations of 2020

Posted by Katie Shonk & filed under Daily.

If there’s one thing that negotiators have practiced this year, it’s thinking on their feet. As our 10 notable negotiations of 2020 illustrate, the coronavirus pandemic left individuals, businesses, nonprofits, and governments trying to replace outmoded plans with more workable alternatives.  10 Notable Negotiations of 2020 10. Struggling to play ball. This year, sports leagues scrambled to … Read More 

Diplomacy Examples in the Covid-19 Era

Posted by Katie Shonk & filed under International Negotiation.

In 2020, grounded by the Covid-19 pandemic, international diplomats accustomed to traveling from capital to capital found themselves stuck in a never-ending stream of videoconferences. To take a number of diplomacy examples, the G7, the G20, the International Monetary Fund, and the World Bank all met online, reduced to tiny faces on a screen. The … Read More 

Ask A Negotiation Expert: Spreading Negotiation Knowledge for a Better World

Posted by PON Staff & filed under Leadership Skills.

For 19 years, the Program on Negotiation (PON) at Harvard Law School has grown and thrived under the leadership of Managing Director Susan Hackley. As PON’s chief administrative and financial officer, Hackley has overseen all activities, including academic events, executive education, interdisciplinary programs, and publications, including Negotiation Briefings. Hackley, who has taught negotiation seminars around … 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 

Negotiating fruitful partnerships at warp speed

Posted by PON Staff & filed under Business Negotiations.

In the global pharmaceutical industry, companies often work in utter secrecy to be the first to bring moneymaking, lifesaving drugs to market. But when the novel coronavirus emerged in China in early 2020, many leading drugmakers quickly recognized that they would not be able to swiftly develop and mass- produce effective Covid-19 vaccines and treatments on … Read More 

Negotiation in the News: The NBA tries to make the best of another (projected) bad season

Posted by PON Staff & filed under Dealmaking.

In negotiations across the world, financial troubles brought on by the Covid-19 pandemic have left parties squabbling over smaller and smaller pies. The silver lining? Negotiators may have little choice but to get a deal done, and awareness of this reality can motivate creative thinking and cooperation. Negotiating the terms of their upcoming season, the National … Read More 

Bargaining in Bad Faith: Dealing with “False Negotiators”

Posted by PON Staff & 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 and may be bargaining in bad faith. 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 … Read More 

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

Posted by PON Staff & 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 

Are Introverts at a Disadvantage in Negotiation?

Posted by PON Staff & filed under Negotiation Skills.

Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we all have clear opportunities to build on our own strengths and learn from those of others. Quiet, loud, and somewhere in between Introversion is a personality trait marked by a … Read More 

Does Using Technology in Negotiation Change Our Behavior?

Posted by PON Staff & 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 

For Business Negotiators, Patience Can be a Virtue

Posted by PON Staff & filed under BATNA.

Business negotiators know that persistence and tenacity can make all the difference between impasse and a game-changing breakthrough. Take the saga behind Microsoft’s 2013 announcement of its pending $7.2 billion acquisition of Finnish mobile phone company Nokia’s handset and services business. The two parties engaged in many months of fruitless talks before either side believed … Read More 

Leveraging BATNA at the Dinner Table: Negotiate Your Way to Holiday Cheer

Posted by Katie Shonk & filed under Negotiation Skills.

It’s the most wonderful time of the year, or so they say. As we look ahead to winter vacation and seemingly endless days of family celebrations, many feel a sense of dread, anticipating tensions and conflict as drearily predictable as overcooked turkey and practical gifts. Even those who look forward to family get-togethers often end … Read More 

Four Ways to Manage Conflict in the Workplace

Posted by Katie Shonk & filed under Business Negotiations.

Samantha was livid. While making a presentation during a meeting that both attended, Brad, a newcomer in her department, had shared some slides during a presentation that were clearly based on ideas for a project she’d shared with him privately—without giving her credit. Samantha angrily confronted Brad in his office after the meeting; he became … Read More 

Win-Lose Negotiation Examples

Posted by Katie Shonk & filed under Win-Win Negotiations.

When we think of win-lose negotiation examples, we think of competitions in which it seemed that one party had to succeed and the other had to fail. In fact, in the majority of win-lose negotiation examples, a win-win negotiation was possible, but parties overlooked opportunities to create value. As a consequence, they reached subpar results. … Read More 

Is Humor in Business Negotiation Ever Appropriate?

Posted by PON Staff & filed under Negotiation Skills.

Have you ever wondered if humor in business negotiation is appropriate, and when? Imagine this scenario. You’re sitting among some of your company’s partners. Just when it seems that they have reached a stalemate, your boss cracks a joke that instantly lightens the mood. Almost magically, she is able to rejuvenate the conversation—and reemphasize her position—in … Read More 

A Negotiation Preparation Checklist

Posted by Katie Shonk & filed under Negotiation Skills.

Without a doubt, the biggest mistake that negotiators make—and one that many make routinely—is failing to thoroughly prepare. When you haven’t done the necessary analysis and research, you are highly likely to leave value on the table and even to be taken advantage of by your counterpart. A negotiation preparation checklist can help you avoid … Read More 

Teach Your Students to Negotiate the Technology Industry

Posted by Lara SanPietro & filed under Teaching Negotiation.

Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Technology can also be a source of disruption and is at the root of many disputes. Parties frequently disagree on the likely costs and benefits associated with the adoption of new technologies. They feud over such … Read More 

Negotiating with Difficult Personalities and “Dark” Personality Traits

Posted by PON Staff & filed under Dealing with Difficult People.

Have you ever found yourself negotiating with difficult personalities, or 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 … Read More 

Putting Your Negotiated Agreement Into Action

Posted by PON Staff & filed under Negotiation Skills.

Normally negotiators focus on the deal-at-hand as well as those present at the negotiation table, neglecting other aspects of the negotiated agreement that would not only impact others outside of the room but also require their cooperation for the agreement’s success and viability. … Read More 

When Not to Show Your Hand in Negotiations

Posted by PON Staff & filed under Negotiation Skills.

Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes your power, and information that may fluctuate during negotiations. Fearful of being hurt by revealing too much information, most negotiators play their facts and preferences close to the vest. … Read More 

Conflict Management and Negotiation: Personality and Individual Differences That Matter

Posted by PON Staff & 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 

Managing the “Negotiator’s Dilemma” with Multiple Equivalent Simultaneous Offers

Posted by PON Staff & filed under Negotiation Skills.

Today we’ll talk about multiple equivalent simultaneous offers, or MESOs. Consider the following two perspectives on negotiation:

Following the finalization of a new trade agreement among Canada, Mexico, and the United States, Enrique Peña Nieto, then the president of Mexico, said on September 3, 2018, that the agreement “achieves what we proposed at the start: a … Read More 

Negotiation Team Strategy

Posted by Katie Shonk & 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 

Major Negotiations in History: In Paris Climate Talks, Planning Was Key

Posted by Katie Shonk & filed under Negotiation Skills.

On November 4, 2020, the day after the U.S. presidential election, President Donald Trump officially pulled the United States out of the global climate agreement known as the Paris Accord. The United States is the only country to have exited the pact, which President-elect Joe Biden vowed to reenter upon taking office in January. The 195 … Read More 

Setting Standards in Negotiations

Posted by PON Staff & filed under Salary Negotiations.

As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field a negotiator finds herself. Using an objective standard can strengthen your proposal and eliminate emotional bias. … Read More 

How to Renegotiate a Bad Deal

Posted by PON Staff & filed under Dealing with Difficult People.

Think you have some stories from trying to renegotiate? Try this one on for size. Many viewed the deal to be a terrible one from the start.  Back in December 2008, Richard M. Daley, then Chicago’s mayor, announced that his administration had agreed to lease the city’s parking meters for 75 years to a private company … Read More 

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

Posted by PON Staff & 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: When Criticism Helps— and Hurts—Brainstorming

Posted by PON Staff & filed under Negotiation Skills.

There’s usually only one hard-and-fast rule for brainstorming sessions: Don’t be critical. So entrenched is the belief that negative feedback stifles creativity that at product- design firm IDEO, team facilitators have been known to ring a bell when a team member throws cold water on another person’s idea. In negotiation and dispute resolution, the idea-generation stage … Read More 

Will your business negotiation make it to the finish line?

Posted by PON Staff & filed under Business Negotiations.

This past summer, the White House and the pharmaceutical industry buckled down to negotiate a long-awaited deal aimed at lowering the price of prescription drugs for Americans. Both parties had strong motivations to reach an agreement: With the 2020 presidential election looming, President Donald Trump was eager to fulfill a campaign promise he’d made during … Read More 

Learning from Crisis Negotiations

Posted by PON Staff & filed under Business Negotiations.

When businesses and industries are hit by an unforeseen disaster, they often need to quickly launch crisis negotiations and wrap them up as soon as possible. But time pressure can stifle essential elements of sound dealmaking, including rational thinking, perspective taking, and collaboration, while also promoting dysfunctional competition. Recent negotiations within industries facing crisis offer … Read More 

The Pros and Cons of Back-Channel Negotiations

Posted by PON Staff & filed under International Negotiation.

Back-channel negotiations provide temporary protection from deal spoilers and public scrutiny. Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. In 1985, the imprisoned Nelson Mandela conducted back-channel negotiations with South Africa’s minister of justice, Hendrik Jacobus Coetsee, … Read More 

Star Wars Stories: George Lucas and a Strong BATNA, Passed Over

Posted by Katie Shonk & filed under BATNA.

In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you … Read More 

The Winner’s Curse in Negotiations: How to Avoid It

Posted by PON Staff & filed under Business Negotiations.

These business negotiations – an auction and a negotiated acquisition – highlight both the promise and risks of high-priced purchases and the dangers of the winner’s curse in negotiation. Negotiators fall victim to the winner’s curse in negotiations when they over-compete (and overbid) for items in the pursuit of a “victory” at the bargaining table. … Read More 

The Ladder of Inference: A Resource List

Posted by PON Staff & filed under Negotiation Skills.

The ladder of inference is a model of decision making behavior originally developed by Chris Argyris and Donald Schoen and elaborated upon in the context of negotiation by Program on Negotiation co-founder Bruce Patton in his book Difficult Conversations, co-authored with fellow Program on Negotiation faculty members Douglas Stone and Sheila Heen. The model describes … Read More 

Strategies to Resolve Conflict over Deeply Held Values

Posted by Katie Shonk & filed under Conflict Resolution.

Some of our most heated negotiations and disputes concern our core values, including personal moral standards, religious and political beliefs, and our family’s welfare. Business partners sometimes clash over the ethical standards they expect each other to uphold. Parents might forbid their teenager from attending a party during the pandemic. Friends may feel bitterly divided … Read More 

How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate

Posted by Katie Shonk & filed under International Negotiation.

Business negotiators sometimes face the difficult question of whether to negotiate with someone they believe to be immoral, untrustworthy, or otherwise undesirable as a negotiating partner. In his book Bargaining with the Devil: When to Negotiate, When to Fight (Simon & Schuster, 2011), Program on Negotiation chair Robert Mnookin offers negotiation advice on the complex … Read More 

Negotiating with Millennials – How to Overcome Cultural Differences in Communication

Posted by PON Staff & 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 

MESO Negotiation Strategies and Negotiation Techniques

Posted by PON Staff & filed under Dealmaking.

MESO negotiation techniques for negotiators include creating value at the bargaining table by identifying multiple proposals of equal value and presenting them to your counterpart simultaneously. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them. But how can you be sure you’re making the right … Read More 

5 Tips for Improving Your Negotiation Skills

Posted by Katie Shonk & filed under Negotiation Skills.

The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking time to prepare thoroughly. The following five guidelines will help you break this daunting task into a series of manageable—and often essential—strategies. … Read More 

5 Types of Negotiation Skills

Posted by Katie Shonk & filed under Negotiation Skills.

Businesspeople who are looking for effective negotiation strategies often confront a dizzying array of advice. It can be useful to take a step back and categorize these strategies into various types of negotiation tactics. Highlighting the benefits of negotiation in business, the following five types of negotiation tactics can help you think more broadly about … Read More 

Closing the Deal in Negotiations When Win-Win Seems Likely

Posted by Katie Shonk & filed under Dealmaking.

Excerpted from the article “Will Your Negotiation Make It to the Finish Line?” in the December 2020 issue of Negotiation Briefings, the Program on Negotiation’s monthly newsletter of advice for professional negotiators.  When it comes to closing the deal in negotiations, agreements sometimes fall apart for good reason. If one or more parties realize they could … Read More 

Emotional Intelligence as a Negotiating Skill

Posted by Katie Shonk & 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 

For Price Negotiators, Preparation is the Key to Success

Posted by Katie Shonk & filed under Dealmaking.

Some cultures have a long tradition of haggling—bargaining back and forth about the price of an item—in markets and bazaars. By contrast, in the United States and many other countries, haggling between buyers and sellers is an under-practiced skill. You might routinely pass up opportunities to haggle in situations where financial negotiations are not the … Read More 

Conflict Negotiation Skills for Broken Contracts

Posted by Katie Shonk & filed under Conflict Resolution.

Amid the Covid-19 pandemic, many agreements—renting a concert venue, hiring workers for a new café chain, acquiring a company—became untenable or illogical overnight. But it’s not easy to exit a signed contract without risking a costly legal dispute. By sharpening our conflict negotiation skills, we can negotiate satisfactory solutions without ending up in court. One … Read More 

Police Negotiation Techniques from the NYPD Crisis Negotiations Team

Posted by PON Staff & 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 

Understanding Your Counterpart’s BATNA

Posted by PON Staff & filed under BATNA.

One of the most popular questions concerning negotiation strategy and an area of negotiation research that draws heavily on negotiation examples in real life is how do negotiators identify their BATNA, or best alternative to a negotiated agreement, and even better, how do they identify their counterpart’s BATNA? Consider the saga of a company that … Read More 

Google’s Negotiations with Groupon: How Business Negotiators Can Maximize Value Claiming When Engaging in Integrative Negotiations

Posted by PON Staff & filed under Win-Win Negotiations.

It seemed to be a match made in Internet heaven. In late 2010, Google made a $6 billion bid for Groupon, the Chicago­based company that e­mails daily coupon deals for local goods and services to consumers around the world. (If enough people sign up, the daily deal “tips,” meaning the coupons are issued; otherwise, the … Read More