What are the 10 best practices in Negotiation? Show
Be prepared Diagnose the fundamental structure of the neg Work the BATNA Be willing to walk away Master paradoxes Remember the intangibles Actively manage coalitions Savor and protect your reputation Remember that rationality and fairness are relative Continue to learn Negotiation is both an ___ and ___ T/F: Negotiation is a born skill F: It fundamentally is a skill involving analysis and communication that anyone can learn What is involved with 1. Being prepared What are advantages? It means understanding own goals (that are high but achievable) Planning opening statements & positions Ability to analyze other offers more effectively Understand nuances of concessions Achieve goals What about diagnosing fundamental negotiation structure Choose: distributive, integrative, both and frame accordingly. Discuss working with the BATNA It is the most importance source of power. Consciously work to improve BATNA BATNA can be future options - i.e. we are working on future plans to alleviate supplier needs - what can you do for us now? Know other party's BATNA: relative to yours, how the offer stacks against it, what value you offer, suggest it isn't that strong Goal of negotiation is to achieve desired outcome, not necessarily reaching an agreement Make regular comparisons with set targets Continually reevaluate goals Discuss mastering paradoxes of negotiation. What five exist? Claim vs. Creating value: Manage the transition tactfully. This will require overemphasis b/c not many understand value creation. Sticking to principles vs. resilient to flow: Being firm vs. making concessions Strategy vs Opportunism: Trojan horse, or good deal? Be prepared. Honest & Open vs. Closed & Opaque: Opening options for agreement vs. being taken advantage of. Trust vs. Distrust: Similar to honesty, but other side Discuss remembering the intangibles Deep psychological factors (winning, avoiding loss, looking strong, being fair, etc. Not obvious, and other party might not know themselves Discover by asking questions, use an observer or listener
Discuss managing coalitions 3 Types: for you, against you, loose which come together during negotiation Assess the strength and work to use in own benefit Counter with divide and conquer (breed instability) Discuss protecting your reputation Like an egg. Starting with positive reputation is key Tough but fair > tough and underhanded How are you perceived? Act in consistent and fair manner. Seek feedback. Discuss rationality and fairness Be aware that people view world in self-serving manner So, question own perceptions, use external benchmarks, illuminate
definitions Discuss learning from experience Know that no two negotiations are the same Plan personal reflections Take lessons Keep diary of strengths and weaknesses What are Negotiation Skills?Some of the most integral negotiation skills we can acquire include bargaining skills and tactics for building trust while negotiating.At the core, negotiation skills encompass back-and-forth communication designed to reach an agreement between two or more parties who are in conflict. Negotiation is an intrinsic part of any kind of joint action, problem solving, and dispute resolution, and may be verbal, nonverbal, explicit, implicit, direct, or through intermediaries. Negotiators can improve their negotiation skills through confidence-boosting training, practice, and thorough preparation. In fact, simply acknowledging your fears is an important first step in improving your negotiation skills. Here are three negotiation skills that will help you achieve better outcomes in your personal and professional negotiations.
Learn how you can build 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 negotiation skills: The Best New SimulationsPosted October 20th, 2022 by & filed under Teaching Negotiation. Looking to update your curriculum with innovative new simulations? Check out these new simulations from the Teaching Negotiation Resource Center (TNRC). Ren the Robot – New Simulation Ren the Robot is a one-and-a-half hour, two-party, multi-issue negotiation between a Tokyo-based robotics company, Grubotics, and a U.S.-based tech company, Delivered, over a potential acquisition deal. It is designed to … Read  Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 14-16, 2022Posted May 10th, 2022 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 Harvard Kennedy School—all of whom are committed to delivering a transformational learning experience. … Read Negotiation and Leadership In-Person Spring 2023 Program GuidePosted September 12th, 2022 by PON Staff & filed under Free Report. 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. … Read Teaching the Fundamentals: The Best Introductory Negotiation Role Play SimulationsPosted October 18th, 2022 by Lara SanPietro & filed under Teaching Negotiation. Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. No matter the context, though, the basic elements of negotiation are roughly similar. Teaching interest-based negotiation, the Zone of Possible Agreement (ZOPA), the Best Alternative to a Negotiated … Read Negotiation Workshop: Strategies, Tools, and Skills for SuccessPosted June 12th, 2018 by PON Staff & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs). Course Dates: This course is closed Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation. … Read Negotiation Essentials Online (NEO) January 2023 Program Guide – Online OnlyPosted August 30th, 2022 by PON Staff & filed under Free Report. Regardless of your industry, organization, or title, if you are a goal-focused and ambitious individual who is moving up the career ladder and taking on new responsibilities, Negotiation Essentials (NEO) is just the program to get you started. … Read Contract Negotiations and Business Communication: How to Write an Iron-Clad ContractPosted October 18th, 2022 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 Negotiating Difficult Conversations: Dealing with Tough Topics ProductivelyPosted June 8th, 2018 by PON Staff & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs). Course Dates: This course is closed When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and behaviors can … Read Negotiation Master Class November 2022 Program GuidePosted May 10th, 2022 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? … Read Negotiation Skills Training: Define Your Negotiation StylePosted October 18th, 2022 by PON Staff & filed under Negotiation Skills. How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? During any professional negotiation skills training, you’re likely to find out your negotiating style when setting goals and revealing your negotiating personality. … Read Negotiation and Dispute Resolution OnlinePosted July 10th, 2015 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 Negotiation and Leadership In-Person Fall 2022 BrochurePosted March 10th, 2022 by PON Staff & filed under Free Report. 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. … Read Negotiation Skills: The Science and Art of Receiving FeedbackPosted October 18th, 2022 by PON Staff & filed under Negotiation Skills. A negotiation Q&A with Sheila Heen, co-author (with Douglas Stone) of the book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well. … Read Salary NegotiationsPosted April 1st, 2016 by PON Staff & filed under Free Report. Salary negotiations are often stressful and challenging. But with the right strategies, you can negotiate your employment terms with ease. In Salary Negotiations: How to Negotiate Salary: Learn the Best Techniques to Help You Manage the Most Difficult Salary Negotiations and What You Need to Know When Asking for a Raise, you’ll discover innovative ways … Read Understanding the Negotiation Skills You Need to Negotiate with Friends and FamilyPosted October 17th, 2022 by PON Staff & filed under Negotiation Skills. Who achieves the best negotiated agreements: strangers, friends, or romantic partners? In a 1993 negotiation role-play simulation, Margaret Neale of Stanford University and Kathleen McGinn found that pairs of friends achieved higher joint gains than married couples and pairs of strangers. … Read Overcoming Cultural Barriers in NegotiationPosted December 4th, 2015 by PON Staff & filed under Free Report. Learn how to better understand cultural differences—and improve your working relationships—with Negotiation Training: Overcoming Cultural Barriers in Negotiations. … Read Negotiation Skills and Bargaining Techniques from Female ExecutivesPosted October 17th, 2022 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 Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better NegotiatorPosted July 14th, 2015 by PON Staff & filed under Free Report. Discover how to refine your negotiation skills with this free special report, Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator, from Harvard Law School. … Read Make the Most of Your Salary NegotiationsPosted October 17th, 2022 by Katie Shonk & filed under Salary Negotiations. What salary negotiation skills can you use if a potential employer asks you about your past salary? If you earned a competitive wage, your concern may be whether the new employer can afford you. … Read Harborco: Role-Play SimulationPosted April 19th, 2015 by PON Staff & filed under Free Report. Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. The Federal Licensing Agency would like to see them work with other stakeholders to develop a project that is acceptable … Read Check Out the New All-In-One Curriculum Packages!Posted October 14th, 2022 by Lara SanPietro & filed under Teaching Negotiation. Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes. If you are new to teaching negotiation or are looking to go in-depth on teaching key concepts, the All-In-One Curriculum Package will provide you with everything you need. The Teaching Negotiation Resource Center has created All-In-One Curriculum … Read International Negotiations: Cross-Cultural Communication Skills for International Business ExecutivesPosted April 19th, 2015 by PON Staff & filed under Free Report. In this Special Report, we offer expert advice to help you in international negotiations. You will learn to cope with culture clashes, weigh culture against other important factors, prepare for possible cultural barriers and much more. … Read What is Negotiation?Posted October 13th, 2022 by Katie Shonk & filed under Negotiation Skills. Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us 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. … Read Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better NegotiatorPosted April 19th, 2015 by PON Staff & filed under Free Report. Students who master business negotiation become better leaders. But it starts with building the right skills. And that’s where our latest free report comes in. In Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, you’ll learn: … Read Advice for Peace: Ending Civil War in ColombiaPosted October 11th, 2022 by Lara SanPietro & filed under Uncategorized. Check out this freely available video of Colombian President Juan Manuel Santos and his Peace Advisory Team as they discuss lessons learned from the Colombian peace process negotiations with the FARC guerrillas. The civil war in Colombia lasted 52 years, taking the lives of at least 220,000 people and displacing up to seven million civilians. In … Read Negotiation Strategies for Women: Secrets to SuccessPosted April 19th, 2015 by PON Staff & filed under Free Report. Whether you’re a woman or a man, you’ve probably seen gender gaps in the workplace and wondered how to overcome them. In Negotiation Strategies for Women: Secrets to Success, you’ll find critical ways to help women negotiators advance. … Read How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation TablePosted October 11th, 2022 by Katie Shonk & filed under Conflict Resolution. After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural conflict negotiation example, how should this negotiator improve her negotiation skills? … Read Real Leaders Negotiate: Understanding the Difference Between Leadership and ManagementPosted April 19th, 2015 by PON Staff & filed under Free Report. In this FREE special report, we offer advice to help you improve your leadership and negotiation skills. … Read Top Ten Posts About Conflict ResolutionPosted October 11th, 2022 by PON Staff & filed under Uncategorized. Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read Sales Negotiation Training: Essential Negotiation Skills for Sales ProfessionalsPosted April 19th, 2015 by PON Staff & filed under Free Report. In this Special Report, we offer expert advice to help you close your most important sales negotiations. … Read 10 Hard-Bargaining Tactics to Watch Out for in a NegotiationPosted October 10th, 2022 by PON Staff & filed under BATNA. Don’t be caught unprepared by hard bargainers, warn Robert Mnookin, Scott Peppet, and Andrew Tulumello in their book Beyond Winning. … Read Training Women to Be Leaders: Negotiating Skills for SuccessPosted April 18th, 2015 by PON Staff & filed under Free Report. In this Special Report, we offer advice to help women develop the negotiation skills essential to career advancement, and to help organizations encourage women employees to be more effective at the bargaining table. You will learn what hold women back from asking for more, the link between gender and flexible work arrangements, how women can … Read Top 10 Negotiation Skills You Must Learn to SucceedPosted October 10th, 2022 by Katie Shonk & filed under Uncategorized. Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 negotiation skills will help you succeed at integrative negotiation. … Read Win-Win or Hardball: Learn Top Strategies from Sports Contract NegotiationsPosted April 18th, 2015 by PON Staff & filed under Free Report. In this Special Report, we offer advice from the world of sports to help you navigate your most important negotiations. You will learn to get your head in the game, manage team dynamics, and get a competitive edge. … Read What are the Three Basic Types of Dispute Resolution? What to Know About Mediation, Arbitration, and LitigationPosted October 10th, 2022 by PON Staff & filed under Uncategorized. When it comes to dispute resolution, we now have many choices. Understandably, disputants are often confused about which process to use. … Read Teaching Negotiation: Understanding The Impact Of Role-Play SimulationsPosted April 18th, 2015 by PON Staff & filed under Free Report. Negotiation can be challenging. And so can teaching it! At the Program on Negotiation (PON) at Harvard Law School, we help educators, scholars and practitioners like you learn how to more effectively teach negotiation. Notably, role-play simulations are a particularly useful way to facilitate experimentation and introduce participants to new dispute resolution tools, techniques and … Read 3 Negotiation Strategies for Conflict ResolutionPosted October 10th, 2022 by Katie Shonk & filed under Uncategorized. When a dispute flares up and conflict resolution is required, the outcome can be sadly predictable: the conflict escalates, with each side blaming the other in increasingly strident terms. The dispute may end up in litigation, and the relationship may be forever damaged. … Read Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual GainPosted October 7th, 2022 by Lara SanPietro & filed under Uncategorized. How do you move from an emotionally charged moment in a negotiation to a mutually beneficial agreement? In negotiations of all types, whether buying a house or negotiating a company acquisition, emotions naturally manifest. Left unaddressed, emotions can derail a negotiation and make agreement seem impossible. When emotions are managed properly, however, they can allow the … Read Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining TablePosted October 6th, 2022 by William Fairfield & filed under Uncategorized. 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 How to Control Your Emotions in Conflict ResolutionPosted October 4th, 2022 by PON Staff & filed under Conflict Resolution. To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over. … Read 4 Sales Negotiation Traps—and How to Overcome ThemPosted October 4th, 2022 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 Great Women Leaders NegotiatePosted October 4th, 2022 by Katie Shonk & filed under Uncategorized. 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 Check Out the International Investor-State Arbitration Video CoursePosted October 3rd, 2022 by Lara SanPietro & filed under Uncategorized. Master Class on International Investor-State Arbitration: What is it? How Does it Work? This two-hour video course is intended to teach students, legal practitioners, business executives, and government officials the essentials of international investor-state arbitration, an area of increasing concern for legal practice, business strategy, and government policy. In the video Master Class on International Investor-State Arbitration: … Read Difficult Situations at Work – Negotiation Skills for Dealing with Difficult PeoplePosted October 3rd, 2022 by PON Staff & filed under Uncategorized. Here are a few examples of difficult situations at work and some negotiation skills for dealing with difficult people we encounter in every area of life. First, negotiators should ask themselves: Why do some people get under our skin? … Read Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual GainsPosted October 3rd, 2022 by Katie Shonk & filed under Uncategorized. The persistence of the so-called “glass ceiling” and salary gap between men and women is often chalked up to the fact that men historically have been more assertive about negotiating for higher salaries, promotions, and other contributors to career success.. … Read Managing Difficult NegotiatorsPosted October 3rd, 2022 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 New Simulation: International Business Acquisition Negotiated OnlinePosted September 29th, 2022 by Lara SanPietro & filed under Uncategorized. New from the Teaching Negotiation Resource Center (TNRC), Ren the Robot is a one-and-a-half hour, two-party, multi-issue negotiation between a Tokyo-based robotics company, Grubotics, and a U.S.-based tech company, Delivered, over a potential acquisition deal. It is designed to be conducted using online video conferencing. The use of online video conference technology highlights the conveniences … Read An Example of the Anchoring Effect – What to Share in NegotiationPosted September 29th, 2022 by PON Staff & filed under Uncategorized. The prospect of sharing information with a negotiating counterpart can be scary – it can fix your counterpart into a position at the negotiation table you didn’t intend (an example of the anchoring effect). … Read Bidding in an International Business Negotiation: Euro-IdolPosted September 27th, 2022 by Lara SanPietro & filed under Uncategorized. Euro-Idol is a four-party, two-round international business negotiation over the selection of the host country and city for the upcoming Euro-Idol music competition. In this bidding simulation from the Teaching Negotiation Resource Center (TNRC), cities must place bids to host the Euro-Idol competition, and therefore gain the economic benefits that come with hosting such a … Read Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?Posted September 27th, 2022 by PON Staff & filed under Uncategorized. 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 Challenges Facing Women NegotiatorsPosted September 27th, 2022 by Katie Shonk & filed under Uncategorized. On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. … Read Principled Negotiation: Focus on Interests to Create ValuePosted September 26th, 2022 by Katie Shonk & filed under Uncategorized. 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 Are You Ready to Negotiate?Posted September 26th, 2022 by PON Staff & filed under Uncategorized. “Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read How to Portray Confidence in Negotiation So You Don’t Look DesperatePosted September 22nd, 2022 by PON Staff & filed under Uncategorized. In our negotiations, we all regularly cope with counterparts who try too hard—such as salespeople who pester us with phone calls or show up at our office or home unannounced. Their desperation to reach a deal comes through loud and clear, making them seem not only annoying but also potentially ripe for exploitation. At the … Read Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a ConflictPosted September 20th, 2022 by Katie Shonk & filed under Uncategorized. For several years, Facebook has been working with social scientists to bring traditional methods of dispute resolution to cyberspace. The site has begun to offer users tools to resolve disputes with one another over offensive or upsetting posts, including insults and photos. … Read Building Coalitions: Apple and the Art of PersuasionPosted September 20th, 2022 by PON Staff & filed under Uncategorized. Whether you have one of its ubiquitous products or even its rivals offerings, you most certainly have heard of Apple, the United States electronics giant whose phoenix-like rise to the top of the business world has inspired legions of fans and detractors alike. … Read Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the ClassroomPosted September 19th, 2022 by Lara SanPietro & filed under Uncategorized. Asynchronous role-play simulations teach valuable negotiation skills outside of a typical class format. Asynchronous learning is a term used to describe education, instruction, or learning that does not occur in the same time or place. Asynchronous learning uses resources that facilitate knowledge sharing outside the constraints of time and place among a group of people. Using … Read Understanding Exclusive Negotiation Periods in Business NegotiationsPosted September 19th, 2022 by PON Staff & filed under Uncategorized. The clearest method for achieving exclusivity in negotiation is an exclusive negotiation period during which both sides agree not to talk to third parties, even if approached unexpectedly by others. In some arenas, these terms are called no-talk periods. … Read 5 Common Negotiation Mistakes and How You Can Avoid ThemPosted September 15th, 2022 by Katie Shonk & filed under Uncategorized. 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 Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in ChinaPosted September 15th, 2022 by PON Staff & filed under Uncategorized. What special insights do outsiders need to prepare for international negotiations in China? Much of what you know already about negotiation holds true, but four characteristics complicate business negotiation in China. … Read A Token Concession: In Negotiation, the Gift that Keeps on GivingPosted September 15th, 2022 by Katie Shonk & filed under Uncategorized. When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and give us what we want. But in fact, we can often make real headway toward our negotiation goals by giving a token concession—a concession that costs us little, … Read What Can Business Negotiators Learn from Principal Agent Theory?Posted September 15th, 2022 by Katie Shonk & filed under Uncategorized. Learn how to navigate the principal-agent relationship with these insights from negotiation research. … Read 3-D Negotiation StrategyPosted September 13th, 2022 by James K. Sebenius & filed under Uncategorized. Here are some negotiating skills and negotiation tactics from 3-D negotiation by James Sebenius and David Lax. … Read Emotion and the Art of Business NegotiationsPosted September 13th, 2022 by Katie Shonk & filed under Business Negotiations. The sale of Picasso’s works by his heirs is fraught with negative emotion. How do negative emotions impact negotiation and behavior at the bargaining table? This article offers negotiation skills insights into how to counter or prevent negative emotions in negotiation. … Read Teaching Mediation: Exercises to Help Students Acquire Mediation SkillsPosted September 12th, 2022 by Lara SanPietro & filed under Uncategorized. Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can help parties involved in a dispute through examining the issues at hand, uncovering the parties’ underlying interests, and identifying creative solutions. To act as mediator requires a great … Read Collective Bargaining Negotiations and the Risk of StrikesPosted September 12th, 2022 by Katie Shonk & filed under Uncategorized. Collective bargaining negotiations help level the playing field between individual employees and management by enabling employees to organize and find strength in numbers. But when collective bargaining negotiations fall apart, the result can be a devastating strike. … Read Developing Negotiation Skills for Integrative Negotiations – Does Personality Matter?Posted September 12th, 2022 by PON Staff & filed under Uncategorized. 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 How to Mitigate Stress at the Bargaining TablePosted September 12th, 2022 by PON Staff & filed under Business Negotiations. Conventional wisdom, not to mention the popularity of no-haggle car buying, suggests that many people anticipate important negotiations with the same dread they reserve for root canals. … Read Teaching with Multi-Round Simulations: Balancing Internal and External NegotiationsPosted September 9th, 2022 by Lara SanPietro & filed under Uncategorized. Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round negotiation simulations can help students understand the connection between internal and external negotiations, handle more complex scenarios, and better get into their roles. Engaging in a multi-round negotiation … Read Negotiation Skills from the World of Improv for Conflict ManagementPosted September 8th, 2022 by PON Staff & filed under Uncategorized. A Q&A with Michael Wheeler, author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World. … Read Self-Fulfilling Prophecies and Power in NegotiationPosted September 6th, 2022 by PON Staff & filed under Uncategorized. When you expect people to be competitive, it’s not only your own behavior that changes. You also set up a self-fulfilling prophecy, such that your expectations about the other side’s behavior lead him to behave in ways that confirm your expectations. … Read Teaching Contract Negotiation: Using the Mutual Gains ApproachPosted September 5th, 2022 by Lara SanPietro & filed under Uncategorized. 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 Power in Negotiation: The Impact on Negotiators and the Negotiation ProcessPosted September 5th, 2022 by PON Staff & filed under Uncategorized. 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 Use a Negotiation Preparation Worksheet for Continuous ImprovementPosted September 1st, 2022 by PON Staff & filed under Uncategorized. When determining the best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check in with key organizational leaders. … Read Essential Negotiation Skills: Limiting Cognitive Bias in NegotiationPosted September 1st, 2022 by PON Staff & filed under Uncategorized. 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 How to Use Tradeoffs to Create Value in Your NegotiationsPosted September 1st, 2022 by PON Staff & filed under Uncategorized. How do expectations of fairness and reciprocity at the bargaining table impact negotiator decisions regarding the strategies and tactics they use at the negotiation table? … Read Framing in NegotiationPosted September 1st, 2022 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 Labor Relations: Negotiating Collective Bargaining AgreementsPosted August 30th, 2022 by Lara SanPietro & filed under Uncategorized. Contract bargaining in labor relations is one of the most complex areas of negotiation and dispute resolution. There are rarely clear cut or mutually agreed upon notions of what a fair salary and benefits package would be, so employers and workers, either individually or collectively, often find themselves at odds. Furthermore, contract bargaining in a … Read Writing the Negotiated AgreementPosted August 30th, 2022 by Guhan Subramanian & filed under Uncategorized. 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 Techniques for Improving Your Negotiating AbilityPosted August 30th, 2022 by PON Staff & filed under Uncategorized. Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually subsumed under categories such as “emotional intelligence,” or “persuasiveness” and negotiation techniques and their improvement through negotiation training are not a regular part of employee training programs. … Read Servant Leadership and Warren Buffett’s Giving PledgePosted August 30th, 2022 by Alex Green & filed under Uncategorized. Billionaire Warren Buffett is not particularly interested in making more money for himself. At 85 years old, he has amassed a staggering fortune, worth over $65 billion. Instead, what has consumed him for the last six years is how to give it all away, and how to convince other billionaires to do the same. … Read Negotiating Skills: How to Bargain “Behind the Table”Posted August 30th, 2022 by PON Staff & filed under Uncategorized. 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 Expanding the Pie: Integrative versus Distributive Bargaining Negotiation StrategiesPosted August 29th, 2022 by PON Staff & filed under Uncategorized. Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read Finding Mutual Gains In “Non-Negotiation”Posted August 25th, 2022 by Katie Shonk & filed under Uncategorized. The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million deal they negotiated back in 2012. Brown had risen to become the best receiver in football and believed he was underpaid. … Read Labor Negotiation StrategiesPosted August 25th, 2022 by Katie Shonk & filed under Uncategorized. No one likes strikes. They can be financially devastating to employers and employees alike. And because strikes inconvenience the public, whatever popular support striking workers gain may fade when a strike drags on over time. … Read Three-Party Coalition All-In-One Curriculum Package Now Available!Posted August 22nd, 2022 by Lara SanPietro & filed under Uncategorized. Introducing a new way to go in-depth on the fundamental negotiation concepts and measure learning outcomes. If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Three-Party Coalition All-In-One Curriculum Package will provide you with everything you need to teach negotiation. Three-Party Coalition, one of the Teaching Negotiation Resource Center’s most popular … Read Use Integrative Negotiation Strategies to Create Value at the Bargaining TablePosted August 22nd, 2022 by PON Staff & filed under Uncategorized. How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value creation that all negotiators should add to their toolkit. … Read Power in Negotiation: How Effective Negotiators Project Power at the Negotiation TablePosted August 22nd, 2022 by PON Staff & filed under Uncategorized. Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read Lessons for Business Negotiators: Negotiation Techniques from International DiplomacyPosted August 18th, 2022 by Jeswald Salacuse & filed under Uncategorized. 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 Best Negotiators in History: Nelson Mandela and His Negotiation StylePosted August 16th, 2022 by PON Staff & filed under Uncategorized. 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 How to Overcome Cultural Barriers in Communication – Cultural Approximations of Time and the Impact on NegotiationsPosted August 16th, 2022 by Riley Scheuritzel & filed under Uncategorized. Some of the most fundamental international negotiation skills to develop are negotiation strategies on how to overcome cultural barriers in communication. … Read We Want Your Feedback!Posted August 15th, 2022 by Lara SanPietro & filed under Uncategorized. Your opinion really matters. Please take a moment to complete our short survey. Dear TNRC Community, We want to be sure that the Teaching Negotiation Resource Center (TNRC) at the Program on Negotiation at Harvard Law School is meeting your needs. We regularly develop new role play simulations, case studies and teaching videos, as well as host pedagogy-focused … Read 10 Negotiation Training Skills Every Organization NeedsPosted August 15th, 2022 by PON Staff & filed under Uncategorized. How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School. … Read The Negotiation Process in ChinaPosted August 15th, 2022 by PON Staff & filed under Uncategorized. 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 Parker-Gibson All-In-One Curriculum Package is Now Available!Posted August 11th, 2022 by Lara SanPietro & filed under Uncategorized. New to Teaching Negotiation? If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Parker-Gibson All-In-One Curriculum Package will provide you with everything you need to teach negotiation. Parker-Gibson, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party, single-issue, distributive negotiation between two neighbors regarding the potential sale … Read How To Share a Negotiation Education with KidsPosted August 11th, 2022 by PON Staff & filed under Uncategorized. There are numerous opportunities for adults to learn and practice their negotiation skills. Whether it’s working through an issue with a coworker, buying a home, or taking actual negotiation education classes, if you want to improve your negotiation outcomes, you can find ways to learn. But what about kids? Are they too young to learn … Read Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right QuestionsPosted August 11th, 2022 by PON Staff & filed under Uncategorized. 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 Negotiations, Gender, and Status at the Bargaining TablePosted August 9th, 2022 by PON Staff & filed under Uncategorized. When it comes to different characteristics of negotiation styles, a growing body of research suggests that status consciousness varies depending on the gender of interested parties. … Read How to Set Negotiation Goals as a ManagerPosted August 9th, 2022 by PON Staff & filed under Business Negotiations. To encourage the negotiators they supervise to do their best, managers routinely rely on performance benchmarks, the promise of bonuses, and other types of goals. … Read Emotional Triggers: How Emotions Affect Your Negotiating AbilityPosted August 9th, 2022 by PON Staff & filed under Uncategorized. Example of negotiation in daily life: Imagine you’re about to negotiate with a competing firm about a possible merger. You enter the conference room and find a reasonable and fair representative from the other company, someone you’ve reached mutually beneficial agreements with in the past. … Read Teach by Example with These Negotiation Case StudiesPosted August 5th, 2022 by Lara SanPietro & filed under Uncategorized. 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 The Importance of Relationship Building in ChinaPosted August 4th, 2022 by PON Staff & filed under Uncategorized. Although most Americans treat those they know differently than they treat strangers, Chinese relationship building towards insiders and outsiders tends to be more extreme than in the United States – and therefore more important in negotiations in China than many Americans understand. … Read What is BATNA? How to Find Your Best Alternative to a Negotiated AgreementPosted August 4th, 2022 by Guhan Subramanian & filed under BATNA. Your BATNA, or the ability to identify a negotiator’s best alternative to a negotiated agreement, is among one of the many pieces of information negotiators seek when formulating dealmaking and negotiation strategies. If your current negotiation reaches an impasse, what’s your best outside option? … Read Team Building Using Negotiation SkillsPosted August 2nd, 2022 by PON Staff & filed under Uncategorized. 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 Planning Your Syllabus for Next Semester? Check Out the Brief Course Outlines from the TNRCPosted August 1st, 2022 by Lara SanPietro & filed under Uncategorized. Planning a new course for next semester or looking to reinvent a current one? Check out our brief course outlines to get started planning your syllabus. The Teaching Negotiation Resource Center (TNRC) now offers brief outlines for eleven different course types which include recommended simulations and books and highlight key teaching points. While all teaching materials … Read The Pitfalls of Negotiations Over EmailPosted August 1st, 2022 by PON Staff & filed under Uncategorized. 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 Harborco All-In-One Curriculum Package Now Available!Posted July 28th, 2022 by Lara SanPietro & filed under Uncategorized. Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes. If you are new to teaching negotiation or are looking to go in-depth in teaching key concepts about multiparty negotiation, the Harborco All-In-One Curriculum Package will provide you with everything you need. Harborco, one of the Teaching Negotiation … Read BATNA and Other Sources of Power at the Negotiation TablePosted July 26th, 2022 by PON Staff & filed under BATNA. BATNA negotiations involve a negotiators knowledge of her best alternatives to a negotiated agreement and are one of three sources of negotiating power at the bargaining table, according to negotiation researcher Adam D. Galinsky and New York University’s Joe C. Magee. … Read Negotiation Advice: When to Make the First Offer in NegotiationPosted July 26th, 2022 by Katie Shonk & filed under Uncategorized. 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 Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in AfricaPosted July 25th, 2022 by Lara SanPietro & filed under Uncategorized. Camp Lemonnier is a United States Naval Expeditionary Base located in Djibouti and is the only permanent U.S. military base in Africa. Djibouti, bordering Somalia, Ethiopia, Eritrea, the Red Sea and the Gulf of Aden, has been home to Camp Lemonnier since the September 11, 2001 attacks prompted the United States to seek a temporary … Read Negotiation Examples: How Crisis Negotiators Use Text MessagingPosted July 25th, 2022 by Katie Shonk & filed under BATNA. In their negotiation training, police and professional hostage negotiators are taught skills that will help them defuse tense situations over the course of long phone calls, such as engaging in active listening, determining the person’s emotions from his or her inflection, and trust building. … Read Salary Negotiation: How to Ask for a Higher SalaryPosted July 21st, 2022 by PON Staff & filed under Uncategorized. 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 Sales Negotiation TechniquesPosted July 21st, 2022 by Katie Shonk & filed under Business Negotiations. In sales negotiations, making the first offer is often a smart move. The first offer can anchor the discussion that follows and can have a powerful effect on the final outcome. But if the other party makes the first offer, you’ll need to be prepared to frame your counteroffer carefully. What is framing in negotiation? It … Read The Importance of Communication in Multiparty NegotiationsPosted July 19th, 2022 by PON Staff & filed under Uncategorized. 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 Cross Cultural Communication: Translation and NegotiationPosted July 19th, 2022 by PON Staff & filed under Uncategorized. 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 Negotiating Skills: Learn How to Build Trust at the Negotiation TablePosted July 18th, 2022 by PON Staff & filed under Uncategorized. In this article some negotiating skills and negotiation tactics for building trust with your counterpart are presented. … Read Negotiation Tactics, BATNA and Examples for Creating Value in Business NegotiationsPosted July 18th, 2022 by PON Staff & filed under Business Negotiations. Learning great BATNA examples, or estimations of your best alternative to a negotiated agreement as well as that of your negotiating counterpart, are essential to effective negotiation strategies. When preparing to negotiate, always take time to consider these important questions. … Read In Negotiation, How Much Do Personality and Other Individual Differences Matter?Posted July 12th, 2022 by Anna Chang & filed under Uncategorized. Most negotiation advice centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your talks. Imagine how you would approach negotiations with the following people: … Read Identify Your Negotiation Style: Advanced Negotiation Strategies and ConceptsPosted July 11th, 2022 by PON Staff & filed under Uncategorized. Have you ever wondered if your negotiation style is too tough or too accommodating? Too cooperative or too selfish? You might strive for an ideal balance, but, chances are, your innate and learned tendencies will have a strong impact on how you negotiate. … Read The Collective Leadership Approach to Negotiating Climate ActionPosted July 7th, 2022 by Lara SanPietro & filed under Uncategorized. Former UNFCCC Executive Secretary Christiana Figueres received the Program on Negotiation’s 2022 Great Negotiator Award. On April 14, 2022, the Program on Negotiation (PON) presented its Great Negotiator Award to Christiana Figueres, formerly the Executive Secretary of the UN Framework Convention on Climate Change (UNFCCC) and one of the architects of the 2015 Paris Climate Agreement. … Read Are Salary Negotiation Skills Different for Men and Women?Posted July 7th, 2022 by PON Staff & filed under Uncategorized. Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will need advanced salary negotiation skills during the course of her career to deal with a scenario that is, in many ways, the definition of a … Read Repairing Relationships Using Negotiation SkillsPosted July 7th, 2022 by PON Staff & filed under Uncategorized. Negotiation is not only something we do at work; often the toughest negotiations we encounter are in our personal lives. Some of the most successful negotiation examples of the power of negotiation skills in dispute resolution is when they repair relationships between friends. … Read Leadership Styles in Negotiation: The Case of Ebay and PaypalPosted July 7th, 2022 by Alex Green & filed under Uncategorized. Having the leadership skills to identify shared interests and build them into an agreement often gets both sides to deliver on the terms of a deal. … Read A Case Study of Conflict Management and NegotiationPosted July 5th, 2022 by PON Staff & filed under Conflict Resolution. In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and working groups. … Read Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation TablePosted July 4th, 2022 by PON Staff & filed under Uncategorized. On April 9, 2012 the hearts of internet entrepreneurs everywhere must have skipped a beat at the news that Facebook was paying $1 billion in cash and stock to buy Instagram, a San Francisco-based start-up. … Read Sally Soprano All-In-One Curriculum Package is Now Available!Posted July 1st, 2022 by Lara SanPietro & filed under Uncategorized. New to Teaching Negotiation? If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Sally Soprano All-In-One Curriculum Package will provide you with everything you need to teach negotiation. Sally Soprano, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party negotiation between the agent … Read Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business NegotiatorsPosted June 30th, 2022 by PON Staff & filed under Uncategorized. Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation … Read Ask A Negotiation Expert: Learning From Humanitarian Negotiations Amid International ConflictPosted June 28th, 2022 by PON Staff & filed under Uncategorized. International Committee of the Red Cross (ICRC) president Peter Maurer views negotiation as integral to the ICRC’s mission of providing humanitarian aid to people in international conflict zones. A former Swiss minister of foreign affairs and ambassador to the United Nations, Maurer is the ICRC’s chief negotiator and promotes the development of negotiation skills within … Read Negotiation Strategies: Emotional Expression at the Bargaining TablePosted June 28th, 2022 by PON Staff & filed under Uncategorized. Most of the existing negotiation research on affect in negotiation has focused on emotional experience rather than on emotional expression. … Read What Leads to Renegotiation?Posted June 27th, 2022 by Jeswald Salacuse & filed under Uncategorized. Renegotiation is generally triggered for one of two reasons: an imperfect contract or changed circumstances. The goal of any written contract is to express the parties’ full understanding of their deal. … Read Planning for Cyber Defense of Critical Urban InfrastructurePosted June 17th, 2022 by Lara SanPietro & filed under Uncategorized. Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause major physical damage, as well as sow chaos and undermine public faith in government. Cyber criminals constantly develop new types of malware, which may not be detectable by current … Read Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?Posted June 14th, 2022 by PON Staff & filed under Uncategorized. 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 Negotiation Skills: Four Steps for Changing Negotiation Practices in Your OrganizationPosted June 14th, 2022 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 Bakra Beverage All-In-One Curriculum Package is Now Available!Posted June 13th, 2022 by Lara SanPietro & filed under Uncategorized. New to Teaching Negotiation? If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Bakra Beverage All-In-One Curriculum Package will provide you with everything you need to teach negotiation. Bakra Beverage, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party negotiation between a beverage manufacturer and a … Read Negotiation Skills and Strategies: Winning Over Reluctant CounterpartsPosted June 13th, 2022 by Katie Shonk & filed under Uncategorized. In the aftermath of the December 2012 killing of 20 children and six adults at Sandy Hook Elementary School in Newtown, Connecticut, then-president Barack Obama moved gun control to the top of his legislative agenda. By April 2013, the Senate was considering requiring universal criminal background checks for all gun purchases and banning assault weapons … Read Business Negotiations: How to Improve Your Reputation at the Bargaining TablePosted June 13th, 2022 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 The Winner’s Curse: Avoid This Common Trap in AuctionsPosted June 13th, 2022 by Katie Shonk & filed under Uncategorized. Imagine that a professor shows a jar full of coins to his class and announces he’s auctioning it off. Students are told they can write down a bid and that the highest bidder will win the contents in exchange for the money he or she bid. After everyone has written down their bids, the professor … Read Power Asymmetry and the Principal Agent ProblemPosted June 3rd, 2022 by Lara SanPietro & filed under Uncategorized. Downloadable Video Simulation from the Teaching Negotiation Resource Center This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding difficult conversations, both with people across the table, as well as with people on their own side. The Power Asymmetry and … Read Dear Negotiation Coach: Is There a Negotiating Strategy That Will Make Ideas Resonate?Posted May 24th, 2022 by PON Staff & filed under Uncategorized. Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas for new products or processes, it’s always a colleague’s idea that gets chosen over mine. Negotiators are good at persuasion. Do you have any tips to increase my … Read Teaching Critical Leadership SkillsPosted May 13th, 2022 by Lara SanPietro & filed under Uncategorized. Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your organization and with external partners. In Real Leaders Negotiate, author Jeswald Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases … Read Learn from the Best with the Great Negotiator Case StudiesPosted March 28th, 2022 by Lara SanPietro & filed under Uncategorized. 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 Teach Your Students to Negotiate Climate ChangePosted March 21st, 2022 by Lara SanPietro & filed under Uncategorized. How Can Communities Negotiate Climate Change Risks? With ocean temperatures rising and hurricanes growing more frequent and severe, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by repeated storms has forced the impacted communities to confront a range of public health risks, as well as evaluations of drainage and … Read Dear Negotiation Coach: Assessing Good Negotiation SkillsPosted March 8th, 2022 by PON Staff & filed under Business Negotiations. One way to improve your negotiation outcomes is to review your past negotiations. Even if you already have good negotiation skills, there are always areas where you might improve. That could be said of even the best negotiators. But how can you objectively assess your own performance? Hal Movius, coauthor (with Lawrence E. Susskind) of … Read Download Your Next Mediation VideoPosted February 17th, 2022 by Lara SanPietro & filed under Uncategorized. Use Video Examples to Teach Your Students to Become Better Mediators Parties engaged in disputes are often unable to reconcile their differences alone, or fail to reach outcomes that are adequate for everyone. Mediators can add a great deal of value by helping parties to efficiently and effectively examine the issues at hand, take the interests … Read Negotiating with Colleagues: Training for Collaborative Human Resources NegotiationsPosted February 2nd, 2022 by Lara SanPietro & filed under Uncategorized. Human resources representatives are often involved in a wide array of internal company negotiations, including one-on-one disputes between colleagues as well as inter-department budgeting and overall staffing plans. To deftly handle this wide array of negotiations, human resources representatives must balance the various stakeholder concerns, financial assessments, and competing interests with fairness, consideration for relationships, … Read Ask A Negotiation Expert: Making Our Good Negotiation Skills Even BetterPosted December 6th, 2021 by PON Staff & filed under Uncategorized. We recently spoke to Harvard Business School professor Michael Wheeler about the challenges and opportunities of learning good negotiation skills from our real life bargaining situations. Wheeler is the author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World (Simon & Schuster, 2013) and the “Negotiation 360” preparation app, which is … Read Negotiation Mistakes: Apple TV’s Botched Expansion DealsPosted November 22nd, 2021 by PON Staff & filed under Business Negotiations. Apple has often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, and disrupting its long-standing business models. In the early 2000s, for example, the company’s cofounder, Steve Jobs, pressured music labels to switch from selling $15 CDs to selling songs online for 99 cents each. No surprise, then, … Read The Value of Using Scorable Simulations in Negotiation TrainingPosted November 18th, 2021 by Lara SanPietro & filed under Uncategorized. 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 New Simulation: Having Difficult Conversations Over EmailPosted October 29th, 2021 by Lara SanPietro & filed under Uncategorized. Negotiating over email has its own unique challenges and opportunities. For example, people often assume that the emails they have sent are read immediately and so experience anxiety when there isn’t a prompt response, failing to account for reasonable delays. On the other hand, email negotiations also provide a permanent record of what is discussed … Read Digitally Enhanced Simulation Packages – With Live Data AnalyticsPosted October 22nd, 2021 by Lara SanPietro & filed under Uncategorized. 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 What Are Our Students Actually Learning? Gauging Effectiveness in Teaching NegotiationPosted October 8th, 2021 by Lara SanPietro & filed under Uncategorized. Ways of Gauging Effectiveness in Teaching Negotiation Most instructors aspire to do more than simply teach students about negotiation. They want to teach students how to negotiate more effectively. That’s an ambitious goal, given the complexity of the process. Negotiation success requires keen analysis and deft social skills, along with a mix of confidence and humility. … Read New International Negotiation Simulations: Teaching International Negotiation with Current Global DynamicsPosted October 1st, 2021 by Lara SanPietro & filed under Uncategorized. With the spread of a global pandemic, climate crisis, and the war on terror, resolving international conflicts has become increasingly complex. Training to address these difficult global conflicts must also reflect the modern issues and dynamics that face the international community. The Teaching Negotiation Resource Center (TNRC) has several new international negotiation simulations that reflect … Read Negotiating Organizational DevelopmentPosted September 24th, 2021 by Lara SanPietro & filed under Uncategorized. Teach Your Students to Promote Organizational Development and Build Leadership Skills Efforts to impact change in any kind of organization usually involve multiple kinds of negotiations or consensus-building efforts. Organizational development is most effective when the participants in the organization, whether public, private or civil society, are directly engaged in deciding what might need to change, … Read New Simulation on Negotiating the Future of DamsPosted September 14th, 2021 by Lara SanPietro & filed under Uncategorized. 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 Redevelopment Negotiation: The Challenges of Rebuilding the World Trade CenterPosted September 8th, 2021 by Lara SanPietro & filed under Uncategorized. As the 20th anniversary of the horrific terror attacks of September 11th approaches, we look back at all that has changed in the world and at home in the two decades since. In the wake of the destruction of the World Trade Center in New York City, there were difficult questions and challenges facing those … Read Using Business Negotiation Skills To Move a Deal in your FavorPosted September 6th, 2021 by PON Staff & filed under Uncategorized. Performers have increasingly learned business negotiation skills and played an outsized role in shaping plays and musicals vying for a Broadway stage. In 2016, the original off-Broadway cast of Hamilton negotiated with the show’s producers to acknowledge their contributions to the hit musical by guaranteeing them a small share of the show’s profits. With other actors … Read The Inseparable Link Between Effective Leadership and CommunicationPosted August 19th, 2021 by PON Staff & filed under Uncategorized. In 1994, the Walt Disney Company faced an unexpected test of leadership and communication after its president and CEO, Frank Wells, died in a helicopter crash. Disney chairman and CEO Michael Eisner believed his longtime friend Michael Ovitz, the founder and majority owner of successful Hollywood talent firm Creative Artists Agency, or CAA, as it … Read Pedagogy in a Pandemic: Teaching Negotiation to a Masked RoomPosted August 16th, 2021 by Lara SanPietro & filed under Uncategorized. How can instructors teach students to interpret facial expressions and body language while masked in negotiation? As teachers and students prepare to return to the classroom in the fall, it is likely going to look a lot different. With social distancing and masks, students face new challenges when trying to read facial expressions in negotiation simulations. … Read Effective Leadership: Learning from David Cameron’s Failed Brexit NegotiationsPosted August 16th, 2021 by PON Staff & filed under Uncategorized. Leaders sometimes need to devote significant time to convincing a counterpart of the logic and appeal of their proposals. What happens when they need to persuade negotiators on opposite sides of an issue to see your point of view? Such situations highlight why negotiation is important in leadership, as effective leadership can require special skills … Read Negotiating with Governments: How to Deal with Government OfficialsPosted August 13th, 2021 by Lara SanPietro & filed under Uncategorized. Whether at the local, federal, or international level, negotiations with governments often involve unique pressures and constraints. Does the official at the table actually have decision-making authority? What kinds of regulatory or policy constraints are they operating under? Governments often pursue very different interests in negotiations from those of a private company. In Seven Secrets for … Read New Simulation: Ethical Dilemmas Surrounding Water Shutoffs in Older American CitiesPosted August 11th, 2021 by Lara SanPietro & filed under Uncategorized. Ethical Dilemmas Surrounding Water Shutoffs in Older American Cities, newly available from the Teaching Negotiation Resource Center (TNRC), is a six party, multi-issue negotiation involving environmental, political, economic and social interest groups, in a shrinking American city, where the water infrastructure is in desperate need of repair. This role-play simulation illustrates the ethical, financial and … Read The Best Negotiation Exercises, Simulations and VideosPosted August 10th, 2021 by Lara SanPietro & filed under Uncategorized. Have you planned your curriculum and purchased your teaching material for next semester? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes. … Read Hardball Negotiation Tactics: Time Pressure in Major League BaseballPosted August 2nd, 2021 by PON Staff & filed under Business Negotiations. Major League Baseball (MLB) games are known for their leisurely pacing. In recent years, off-season negotiations between teams and free agents have sometimes proceeded at a similarly glacial rate, to the consternation of players. Changing power dynamics have led teams to resort to hardball negotiation tactics, such as dragging out talks. As a result, players … Read Plan Your Curriculum for Next SemesterPosted July 29th, 2021 by Lara SanPietro & filed under Uncategorized. How do we utilize lessons learned from teaching online when returning to the classroom and planning a curriculum? After more than a year of remote learning, students and teachers alike are eager to return to classrooms in the fall. During the pandemic, however, many instructors made significant investments in online teaching resources, lesson plans, and … Read Skills of Negotiation: Launching a Quick CampaignPosted July 26th, 2021 by Katie Shonk & filed under Uncategorized. Advice on how to negotiate a job offer often focuses on the candidate’s perspective, offering compensation negotiation tips and guidance on adding other issues to the discussion. But how can hiring organizations gain an edge when competing for star candidates? The negotiation example of how Howard University lured Pulitzer Prize–winning journalist Nikole Hannah-Jones away from the … Read Negotiating Public DisputesPosted July 19th, 2021 by Lara SanPietro & filed under Uncategorized. How Negotiation Can Impact Public Perceptions Companies and governments alike can experience strong public resistance to new initiatives, or fierce public backlash to mistakes. How should they deal with an angry public? Incorporating a public relations perspective into a problem-solving or public dispute resolution processes can make the difference between success or failure. Adopting a mutual … Read Dear Negotiation Coach: Coordinating Teams to Get Everyone in the Same FramesPosted July 13th, 2021 by PON Staff & filed under Uncategorized. Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s growth, I’d like to install quality-control measures to ensure that all our attorneys are effectively negotiating settlements when appropriate and taking cases to trial when not. What are … Read Right of First Refusal: A Tool to Negotiate with CarePosted July 12th, 2021 by PON Staff & filed under Uncategorized. Among many useful negotiation skills and strategies, a right of first refusal can often benefit negotiators. In a right of first refusal, the right holder is typically given the power to buy an asset on the same terms that the grantor would receive from any other legitimate, prospective bidder, according to Harvard Business School and … Read Q&A with William Ury, author of Getting To Yes With YourselfPosted June 25th, 2021 by Lara SanPietro & filed under Uncategorized. Are You Your Own Worst Enemy? We interviewed William Ury, co-founder of the Program on Negotiation, one of the world’s leading experts on negotiation, and bestselling author of Getting to Yes and Getting Past No, about his book, Getting To Yes With Yourself. Great negotiators know that the path to resolution is not always linear but rather … Read Teach Your Students to Negotiate the Technology IndustryPosted June 3rd, 2021 by Lara SanPietro & filed under Uncategorized. 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 Bipartisan Agreement Proved Elusive in 2017 Immigration NegotiationsPosted May 24th, 2021 by PON Staff & filed under Uncategorized. On September 5, 2017, President Donald Trump announced that in six months he would phase out Deferred Action for Childhood Arrivals (DACA), the Obama-era policy that has shielded from deportation about 800,000 people brought to the United States illegally as children. Members of Congress seeking permanent protections for the so-called Dreamers covered under DACA then … Read Negotiation Team Dynamics: The Divide-and-Conquer StrategyPosted May 10th, 2021 by PON Staff & filed under Uncategorized. 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 Contract Negotiation Skills: Setting Yourself Up for SuccessPosted April 19th, 2021 by Katie Shonk & filed under Uncategorized. 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 Negotiating Identity and Values-Based DisputesPosted April 2nd, 2021 by Lara SanPietro & filed under Uncategorized. How Do Parties in Conflict Negotiate Core Beliefs? Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less elastic than interest-based issues. In conventional interest-based negotiation, parties often do give up one thing in exchange for getting something they want more. This is often not possible … Read Lessons Learned from Teaching Online: Pedagogy in a PandemicPosted March 26th, 2021 by Lara SanPietro & filed under Uncategorized. The exercises and videos developed for teaching online can also help improve in-person courses. As teachers and trainers around the world are working to transition their courses online and wondering about how their approach to teaching will be altered moving forward, the Teaching Negotiation Resource Center (TNRC) asked some of our experienced online teachers to share … Read Teach Your Students Value Distribution with a Simulation on Solar PowerPosted March 19th, 2021 by Lara SanPietro & filed under Uncategorized. Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read The Abraham Path: A Thousand Miles on FootPosted March 17th, 2021 by Lara SanPietro & filed under Abraham Path Initiative. The Abraham Path is a cultural route tracing Abraham’s footsteps across the present-day Middle East. The path offers hikers the opportunity to engage with the peoples and landscapes of the region firsthand, and to see the region from a new perspective. The path offers an intriguing case of very challenging, long-term negotiations to establish a contiguous … Read Negotiating the Healthcare IndustryPosted March 3rd, 2021 by Lara SanPietro & filed under Uncategorized. Teach Your Students to Negotiate One of the Most Critical Global Industries With an ongoing pandemic devastating communities around the world, the acute importance of the healthcare industry to community welfare has become even more apparent. Healthcare is one of the biggest economies in the world, with billions of dollars spent on treatments and associated research. … Read Nelson Mandela: Negotiation Lessons from a MasterPosted February 1st, 2021 by PON Staff & filed under Uncategorized. 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 Teaching Community Dispute Resolution: Exercises to Facilitate Positive ChangePosted January 14th, 2021 by Lara SanPietro & filed under Uncategorized. Community dispute resolution provides communities with a forum to address conflict, uncover and resolve the underlying issues, and thereby achieve positive change. Community dispute resolution provides an alternative to the judicial system and facilitates collaborative community relationships. Community dispute resolution processes can include training and educational activities, and may involve a mediator from within the … Read Tips for Teaching Simulations Online: Q&A with David SeibelPosted January 5th, 2021 by Lara SanPietro & filed under Uncategorized. Check out the video from our recent session on teaching simulations online to pick up tips for running negotiation exercises remotely! Apprehensive about using role-play simulations in your remote or online blended course? Pick up tips on how to make simulations run smoothly over video, including how to best manage breakouts, run multiparty simulations, report results, … Read Ask A Negotiation Expert: Spreading Negotiation Knowledge for a Better WorldPosted December 31st, 2020 by PON Staff & filed under Uncategorized. 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 Lessons learned from a great negotiation leaderPosted December 31st, 2020 by PON Staff & filed under Uncategorized. 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 Test Your Negotiation Decision-Making AbilityPosted December 31st, 2020 by PON Staff & filed under Business Negotiations. A negotiation research study using distributive negotiation examples sheds interesting light on decision-making capabilities, intelligence, and “intuition.” … Read Conflict Off the Rink: The NHL NegotiationsPosted December 17th, 2020 by PON Staff & filed under Conflict Resolution. Negotiations for a new collective bargaining agreement (CBA) between the National Hockey League Player’s Association (NHLPA) and the NHL’s team owners took a tumultuous turn in mid-August, a month before the current agreement’s looming expiration date of September 15. … Read Mediation Checklist: 5 Questions to Ask When Hiring MediatorsPosted December 15th, 2020 by PON Staff & filed under Uncategorized. Are you hiring a mediator? When considering a potential mediator, create a mediation checklist and ask the following questions of those who have worked with him in the past. … Read Casino Two: Updated Version of Casino Now Available from the TNRCPosted December 14th, 2020 by Lara SanPietro & filed under Uncategorized. Gender can play a complex role in workplace dynamics, and so teaching students about how to approach these issues is critical. The Casino simulation, available from the Teaching Negotiation Resource Center (TNRC), has been widely used to teach participants about the role gender can play in the workplace. Now there is a new, updated version which … Read Managing Conflicts of InterestPosted December 14th, 2020 by Katie Shonk & filed under Conflict Resolution. An agent—whether a real-estate agent, lawyer, literary agent, or financial adviser—can provide the knowledge, experience, connections, and negotiation skills and strategies needed to get you a great deal. But we tend to forget that agents’ and clients’ financial interests are almost never perfectly aligned. A busy real-estate agent may advise you to offer more for … Read Putting Your Negotiated Agreement Into ActionPosted December 10th, 2020 by PON Staff & filed under Uncategorized. 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 Conflict Management and Negotiation: Personality and Individual Differences That MatterPosted December 10th, 2020 by PON Staff & filed under Uncategorized. 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 Teaching Online: Negotiation Pedagogy in a PandemicPosted December 8th, 2020 by Lara SanPietro & filed under Uncategorized. How do we adapt learning objectives to online instruction? As the Coronavirus spreads around the world, many universities have moved to a remote learning structure with online classes. This raises a very crucial question for instructors: how do you transition a course designed to be in-person into an online format while ensuring students remain engaged and … Read BATNA and Risky Negotiation TacticsPosted December 8th, 2020 by PON Staff & filed under BATNA. Your BATNA is your “best alternative to a negotiated agreement.” Expect that your negotiating counterpart has one going into a negotiation, and so should you. Below is a good BATNA negotiation example involving how to leverage your away-from-the-bargaining-table options and the risks inherent with such a negotiation strategy. … Read A Win Win Negotiation Case Study Using Mind Mapping Negotiation SkillsPosted December 8th, 2020 by Katie Shonk & filed under Uncategorized. A win win negotiation case study using mind mapping to discover your counterpart’s interests for collaborative, integrative negotiations can occur. … Read In Contract Negotiation, Wise Business Negotiators Sweat the Small StuffPosted December 8th, 2020 by Katie Shonk & filed under Business Negotiations. What are business negotiators responsible for in contract negotiation? Many would say they’re in charge of building relationships and new business, crafting creative solutions, and fighting for the best deal possible. Few, however, would say they’re responsible for ensuring that the deal holds up well over time. … Read Major Negotiations in History: In Paris Climate Talks, Planning Was KeyPosted December 7th, 2020 by Katie Shonk & filed under Uncategorized. 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 Asking for More in Salary Negotiation: When Jennifer Lawrence and Jennifer Aniston Spoke OutPosted December 7th, 2020 by Katie Shonk & filed under Uncategorized. “We’re very much a sexist society,” actress Jennifer Aniston said in back in 2015 in an interview with the New York Times, addressing not just the constant questions she faces about marriage and children, but about recent revelations of pay discrimination and salary negotiation in Hollywood. “Women are still not paid as much as men,” Aniston … Read The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”Posted December 7th, 2020 by Katie Shonk & filed under Uncategorized. When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she said in a recent interview in Parade magazine. … Read Diagnose Your Negotiation Techniques and Negotiation StylePosted December 7th, 2020 by PON Staff & filed under Uncategorized. How would you describe your negotiation techniques or negotiating style? Are you a cooperative negotiator who focuses on crafting negotiated agreements that benefit everyone, or do you actively compete to get a better deal than your counterpart? … Read Ask A Negotiation Expert: The Surprising Benefits of Negotiating with Your KidsPosted December 1st, 2020 by PON Staff & filed under Uncategorized. These days, families are experiencing a lot of togetherness—and perhaps more disagreement and conflict than usual. In their new book, Negotiating at Home: Essential Steps for Reaching Agreement with Your Kids (Praeger, 2020), Rutgers Business School professor Terri R. Kurtzberg and Baruch College professor Mary C. Kern explain how parents can apply negotiation skills to … Read The Anchoring Bias in Negotiation: Get Ahead with a “Range Offer”Posted December 1st, 2020 by Katie Shonk & filed under Uncategorized. Due to the anchoring bias, the first offer made in a negotiation often has an outsized effect on the outcome. But recent research shows that anchoring with a range offer can have an even bigger impact than a single figure. … Read Negotiation Research on Organizational Approaches to Negotiating SystemsPosted November 26th, 2020 by PON Staff & filed under Uncategorized. While most negotiation research aims to sharpen individual managers’ skills, there is growing scholarly and professional interest in an organizational approach to negotiation.A systemic perspective evaluates the training, authority, procedures, and resources that manager need to improve their companies’ “return on negotiation,” as consultant Danny Ertel puts it. Looking at negotiations broadly reveals important design … Read Navigating Business Relationships Using NegotiationPosted November 26th, 2020 by PON Staff & filed under Business Negotiations. A three-year dispute between Starbucks and Kraft Foods over distribution of Starbucks packaged coffee in grocery stores was resolved in 2013 when an arbitrator determined that Starbucks had breached its agreement with Kraft and ordered the coffeemaker to pay the food giant $2.75 billion. … Read 5 Tips for Improving Your Negotiation SkillsPosted November 23rd, 2020 by Katie Shonk & filed under Uncategorized. 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 Running Simulations Online: Zoom Tips and TricksPosted November 20th, 2020 by Lara SanPietro & filed under Uncategorized. Negotiation simulations, while incredibly useful teaching tools, can be difficult to orchestrate logistically, especially with large groups of participants. Moving classes online has made running simulations even more complex. Zoom, as well as many other video chat platforms, has lots of features to assist with running simulations online. To help educators prepare for this unpredictable … Read Integrative Negotiation: Don’t Forget the Future When NegotiatingPosted November 19th, 2020 by PON Staff & filed under Uncategorized. A town government and a private fuel-oil company have a standing contract that they have renewed for several years in a row. The contract is again up for renewal, and the town manager is under pressure from his constituents to reduce the city’s heating costs and avoid tax increases. The city’s fuel-oil consumption has remained … Read 5 Types of Negotiation SkillsPosted November 19th, 2020 by Katie Shonk & filed under Uncategorized. 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 Why Is Sincerity Important? How to Avoid Deception in NegotiationPosted November 19th, 2020 by PON Staff & filed under Uncategorized. Why is sincerity important at the bargaining table and how do negotiators avoid deception in negotiations? Your counterpart may not realize that her behavior is unethical, and even when she does, she may justify her behavior as being ethical in this particular case. … Read Emotional Intelligence as a Negotiating SkillPosted November 17th, 2020 by Katie Shonk & filed under Uncategorized. 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 Salary Negotiations and How to Negotiate Performance-Based PayPosted November 17th, 2020 by PON Staff & filed under Uncategorized. Salary negotiations are never predictable. Imagine that you are a sales rep with a company that is getting hit hard by a financial crisis. No one has been laid off yet, but everyone is nervous about that possibility. In an effort to save jobs, your sales manager has quietly proposed that everyone take lower base … Read For Price Negotiators, Preparation is the Key to SuccessPosted November 17th, 2020 by Katie Shonk & filed under Uncategorized. 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 Conflict Negotiation Skills for Broken ContractsPosted November 16th, 2020 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 Police Negotiation Techniques from the NYPD Crisis Negotiations TeamPosted November 16th, 2020 by PON Staff & filed under Uncategorized. 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 Types of Power in Negotiation: Chaos Theory and Bargaining ScenariosPosted November 12th, 2020 by PON Staff & filed under Uncategorized. Among the many types of power in negotiation a negotiator can exhibit is an ability to exert control over the negotiation process. But what about those bargaining scenarios in which the negotiator unable to gain control of proceedings? How should she formulate her negotiation strategy? … Read Negotiation in Business: Ignore Sunk CostsPosted November 12th, 2020 by PON Staff & filed under Business Negotiations. Think about what your house, condominium, or some other valuable asset might be worth in today’s market. Did the price you paid for it affect your answer? … Read An Example of the Anchoring EffectPosted November 10th, 2020 by PON Staff & filed under Uncategorized. People tend to irrationally fixate on the first number put forth in a negotiation—the anchor—no matter how arbitrary it may be. Even when we know the anchor has limited relevance, we fail to sufficiently adjust our judgments away from it. This is the anchoring effect. … Read How to Create Value at the Negotiation Table: Strategies for Creating Win-Win NegotiationsPosted November 9th, 2020 by PON Staff & filed under Uncategorized. While you might choose many processes for conducting your negotiations, we recommend the following three steps of a mutual-gains approach to negotiations: … Read How to Negotiate OnlinePosted November 5th, 2020 by PON Staff & filed under Uncategorized. International negotiators are often faced with the problem of how to overcome cultural barriers to communication. When you communicate in person, social norms – including body language, manners, and physical appearance – guide your behavior and ease the process. Here are some tips on how to negotiate online and building a rapport with your counterpart … Read What to Do When Your BATNA is Not Good EnoughPosted November 5th, 2020 by PON Staff & filed under BATNA. The following question was featured in the “Ask the Negotiation Coach” section of the Negotiation Briefings newsletter, April 2010 issue. Question: What should I do when a negotiation seems to be all about price, I have no BATNA, and the other side knows it? … Read Conflict Resolution and Opportunities for Mutual Gains in NegotiationPosted November 3rd, 2020 by PON Staff & filed under Uncategorized. Poor communication explains many of our negotiation mistakes, write Roger Fisher, William Ury, and Bruce Patton in Getting to Yes, their landmark book. Here are four negotiation skills tips adapted from Susan Hackley’s May 2005 article “Can You Break the Cycle of Bad Communication?,” first published in Negotiation. … Read Negotiation Skills: Which Negotiating Style Is Best?Posted November 2nd, 2020 by PON Staff & filed under Uncategorized. Is one negotiating style “better” than another? Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes. Negotiators who lean toward cooperation also tend to be more satisfied with the process and their results, according to Weingart. At the same time, … Read Ask A Negotiation Expert: Creating More Value—For AllPosted October 31st, 2020 by PON Staff & filed under Uncategorized. In these difficult times, many of us are thinking about how to help make the world better, including in our negotiations. The good news is that we can do so without huge sacrifices, writes Max H. Bazerman, the Jesse Isidor Straus Professor of Business Administration at Harvard Business School, in his new book, Better, Not … Read The Benefits of Coalitions at the Bargaining TablePosted October 29th, 2020 by PON Staff & filed under Uncategorized. Labor unions may be the most obvious example of a negotiating coalitions. When a company negotiates with an employee individually, it could threaten to hire someone else in the face of the employee’s demands. By contrast, when employees bargain collectively through a union, they avoid the need to compete against one another (at least on … Read Teaching Kids How to Negotiate World PeacePosted October 29th, 2020 by PON Staff & filed under Uncategorized. A few years ago, the Program on Negotiation Film Series screened “World Peace and Other 4th-Grade Achievements,” a documentary film that follows John Hunter, a public school teacher in Virginia, and his class of fourth graders as they play a highly interactive game called the “World Peace Game.“ Hunter invented this game to teach … Read Integrative Negotiations: Using Social Proof as a Business StrategyPosted October 29th, 2020 by PON Staff & filed under Business Negotiations. What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations. … Read Irrationality in Negotiations: How to Negotiate the ImpossiblePosted October 27th, 2020 by PON Staff & filed under Uncategorized. Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it turns out, behavior that negotiators often view as evidence of irrationality may in fact indicate something entirely different. … Read In Business Negotiations, Dress the PartPosted October 27th, 2020 by Katie Shonk & filed under Business Negotiations. Negotiators involved in high-stakes mergers and acquisitions typically come to the table armored in meticulously tailored apparel and designer shoes. But as Dana Mattioli reports in a recent Wall Street Journal negotiation topics in business article, those who are trying to woo business from an apparel company often end up dressing down at the bargaining … Read Implement Negotiation Training in Your OrganizationPosted October 27th, 2020 by Katie Shonk & filed under Uncategorized. Organizations across the globe spend many millions of dollars each year on negotiation training for their employees. This training can be in-house, led by consultants and other experts, or employees can travel to training programs at universities and elsewhere. After engaging in a couple of days of training, employees return to the office and attempt … Read Coming Up with Win-Win Solutions at the Bargaining TablePosted October 27th, 2020 by PON Staff & filed under Business Negotiations. Even those who effectively engage in an integrative negotiations or mutual-gains approach to negotiation, a bargaining scenario in which parties work together to meet interests and maximize value creation during the negotiation process, can be stymied by the task of dividing up a seemingly fixed pie of resources, such as budgets, revenue, and time. … Read When a Job Offer is “Nonnegotiable”Posted October 26th, 2020 by PON Staff & filed under Uncategorized. Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on campus are not open to negotiating specific terms of employment. Rather, they offer everyone roughly the same deal terms. To what extent should I respect such conventions versus … Read The Hidden Hazards of BATNA DevelopmentPosted October 26th, 2020 by PON Staff & filed under BATNA. The following question was posed to Program on Negotiation faculty member and associate professor of business administration at Harvard Business School in the Negotiations, Organizations & Markets Unit, Francesca Gino and involves a negotiation example from real life from the world of business negotiations. … Read Teaching with Video-Based Negotiation ScenariosPosted October 22nd, 2020 by Lara SanPietro & filed under Uncategorized. Access to multimedia content has rapidly increased throughout the world, with videos and short clips permeating our daily life. We are consuming, producing, and interacting with videos more now than ever before. In light of increasing video fluency and interest in using videos in education, the Program on Negotiation’s Teaching Negotiation Resource Center is creating … Read Nagorno-Karabakh: Decades Old Conflict Resurfaces Between Armenia and AzerbaijanPosted October 20th, 2020 by Lara SanPietro & filed under Uncategorized. The brutal conflict between Armenia and Azerbaijan over the disputed territory of Nagorno-Karabakh has resurfaced in recent weeks, bringing devastation to many communities in the region. Nagorno-Karabakh, located in the Caucasus Mountains, is internationally recognized to be part of Azerbaijan, but is politically controlled by an Armenian ethnic majority. Armenia and Azerbaijan fought a war over … Read Negotiation Techniques: How to Predict a Negotiator’s DecisionsPosted October 20th, 2020 by Breanna Beaumont & filed under Uncategorized. Improving your negotiation skills can only take you so far – eventually you need to assess you behavior preferences as a negotiator. Being able to predict how you will behave in a given bargaining scenario will help you augment the negotiation training you have received as well as help you achieve better outcomes at the … Read Metaphorical Negotiation and Defining Negotiation SkillsPosted October 20th, 2020 by PON Staff & filed under Uncategorized. Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas Smith, careful attention to such metaphors can reveal deeper meaning beneath the explicit words that people use, notably regarding how they view the negotiation process and their relationship to one another. … Read Negotiation Skills in Business Communication – Use Chaos to Your Advantage at the Bargaining TablePosted October 20th, 2020 by PON Staff & filed under Uncategorized. Some of the most successful negotiation examples that we have covered here include negotiators engaging in improvisation at the negotiation table, turning chaotic situations into advantages in negotiation scenarios. … Read Everyday Negotiation Situations: Should You Negotiate Service Fees?Posted October 19th, 2020 by Katie Shonk & filed under Uncategorized. Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or host an online event. In such everyday negotiation situations, when you receive a price quote, should you try to negotiate a better deal? Conventional wisdom would answer with a resounding yes. Opening … Read Negotiation Skills: What’s the Best Process?Posted October 19th, 2020 by PON Staff & filed under Uncategorized. This three-step approach to managing process issues in negotiations will reap significant rewards at the bargaining table. … Read Know Your BATNA: The Power of Information in NegotiationPosted October 15th, 2020 by Katie Shonk & filed under BATNA. Knowing when to walk away in a negotiation is some of the most powerful information in negotiation a negotiator can bring to the bargaining table – and this means a negotiator should know her BATNA or best alternative to a negotiated agreement. … Read Six Guidelines for “Getting to Yes”Posted October 15th, 2020 by Katie Shonk & filed under Uncategorized. In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read Check Out Our Advanced Search Tool! Find New Teaching Materials in SecondsPosted October 13th, 2020 by Lara SanPietro & filed under Uncategorized. The Advanced Materials Search feature allows you to search for teaching materials based on nine different categories, including time required, number of parties, and the negotiation concepts you want to teach. The Teaching Negotiation Resource Center (TNRC) is pleased to announce the launch of our new Advanced Materials Search, which allows you to quickly find the … Read Negotiation Strategies: Seek Advice from Others When NegotiatingPosted October 13th, 2020 by PON Staff & filed under Uncategorized. Negotiation skills in business communication and seeking advice from others, what are the potential benefits? Advice seeking inherently employs multiple self-presentation tactics (including ingratiation, self-promotion, and supplication), it allows us to improve both our competence and our likability. … Read Definition of the Winner’s Curse in NegotiationsPosted October 13th, 2020 by PON Staff & filed under Uncategorized. The winner’s curse negotiations, when a negotiator overbids for an item due to competitive pressure or other non-value related factors, is a major pitfall that integrative bargainers should seek to avoid. … Read 5 Win-Win Negotiation StrategiesPosted October 13th, 2020 by Katie Shonk & filed under Uncategorized. Business negotiators understand the importance of reaching a win-win negotiation: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership are much higher. But concrete strategies for generating a win-win contract often seem elusive. The following five, from experts at the Program on Negotiation at Harvard Law School, … Read Dealing with Difficult People: Lies, Lies, and More LiesPosted October 12th, 2020 by PON Staff & filed under Uncategorized. Are you facing a negotiator you don’t think you can trust? Here are five common types of deception you may come across when dealing with difficult people in a negotiation. … Read Make the Most of Negotiation Skills TrainingPosted October 12th, 2020 by Katie Shonk & filed under Uncategorized. Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in negotiation skills training programs. … Read Internal Negotiation: How to Set Up For SuccessPosted October 9th, 2020 by Lara SanPietro & filed under Uncategorized. U.S. Federal Agency Personnel Negotiate Inter-Agency Issues to Better Collaborate with Host Government Officials and Combat HIV/AIDS Most negotiations between companies, organizations, or governments are broken down into internal negotiation and external negotiation. Internal negotiation occurs between members of the same company, organization, or government in preparation for negotiations with an external entity. There is a … Read Negotiation Skills for Win-Win NegotiationsPosted October 8th, 2020 by PON Staff & filed under Uncategorized. A few characteristics of negotiation styles include hard bargaining tactics focused on claiming as much value as possible and integrative negotiation strategies such as value creation or win-win negotiation scenarios. What negotiation styles leads to optimal negotiated agreements and are suitable to win-win negotiations? One skill to cultivate that will have a positive impact on … Read Negotiation Case Study: Sincerity’s Power in NegotiationPosted October 8th, 2020 by PON Staff & filed under Conflict Resolution. Most of us have had the experience of delivering an apology that fell on deaf ears. When apologies fail to achieve their aims, poor delivery is usually to blame. The importance of sincerity in such a situation cannot be overstated, because if the recipient thinks your apology is less than sincere, she is unlikely to … Read Negotiation GamesPosted October 6th, 2020 by PON Staff & filed under Conflict Resolution. Going to trial, it’s said, is like rolling the dice. In this article, we discuss what negotiators need to be aware of to avoid negotiation games before heading to the courtroom. … Read Conflict Negotiation Skills for Ending Partnerships PeacefullyPosted October 5th, 2020 by Katie Shonk & filed under Conflict Resolution. The process of dissolving a partnership can be wrenching, whether the split is undertaken by a couple, business partners, or an organization. But as many real-life examples of conflict resolution show, there are proven ways to calm the turmoil that often accompanies partnership dissolutions and set parties up for a hopeful future. Among conflict resolution … Read Boosting Active Engagement while Teaching Online: Pedagogy in a PandemicPosted October 1st, 2020 by Lara SanPietro & filed under Uncategorized. How do you combat Zoom fatigue with your students when teaching online? How do you encourage students to participate in group discussions when they are physically removed from their peers? Now that teachers and trainers have had their first taste of remote learning, and might be facing another semester of virtual classes, the Teaching Negotiation … Read Win Win Negotiation: Different Cultures, Shared MealsPosted October 1st, 2020 by PON Staff & filed under Uncategorized. From movie moguls hammering out film deals in Los Angeles to publishers and agents assessing each other’s tastes in New York, the “power lunch” has become a familiar institution. Across the globe, negotiators often do business over shared meals, whether out of convenience or as part of a concerted effort to get to know one … Read Negotiation Skills: How to Become a Negotiation MasterPosted September 29th, 2020 by PON Staff & filed under Uncategorized. Negotiation jujitsu means breaking the vicious cycle of escalation by refusing to react. Resistance should be channeled into activities such as “exploring interests, inventing options for mutual gain, and searching for independent standards.” … Read Right of First Refusal: A Potentially Win-Win Negotiation ToolPosted September 29th, 2020 by Katie Shonk & filed under Business Negotiations. Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A right of first refusal, also known as a matching right or right of first offer, is a contractual guarantee that one party to a business deal can match … Read Coping with Difficult CoworkersPosted September 28th, 2020 by Katie Shonk & filed under Uncategorized. At one time or another, most of us have found ourselves coping with difficult coworkers. We might experience flare-ups over workload, funding, or personality issues, to name just a few sources of workplace conflict. The experience of coping with difficult coworkers can be extremely stressful. The following conflict negotiation skills can help you address this … Read Negotiation Skills in Business Negotiation and Status ConsciousnessPosted September 28th, 2020 by PON Staff & filed under Business Negotiations. Before and during your negotiation, think about who you’ve chosen as a reference group against which you measure yourself. Did you select the group purely to enhance your own status, or did you try to make a more appropriate comparison? What are your negotiation skills in business communication? … Read Value Creation in Negotiation: Be Better, Not PerfectPosted September 21st, 2020 by Katie Shonk & filed under Uncategorized. To reach better outcomes, negotiators learn to create value. Instead of only haggling over the cost of a service contract, they make tradeoffs with their counterpart on issues such as delivery, timing, duration, ancillary products, and so on. We can apply these negotiation skills to achieve better deals not only for those at the bargaining table, … Read Ask A Negotiation Expert: Job Negotiations In the COVID-19 EraPosted September 1st, 2020 by PON Staff & filed under Uncategorized. The coronavirus pandemic and resulting economic crisis have shaken up nearly everyone’s working life. We asked Hannah Riley Bowles, the Roy E. Larsen Senior Lecturer in Public Policy and Management at Harvard Kennedy School, for advice on how to adapt to this uncertain time. Negotiation Briefings: What advice would you give to people who are currently … Read The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily LifePosted August 31st, 2020 by PON Staff & filed under Uncategorized. From a life-and-death hostage situation to the Philippines peace process, Joshua Weiss gives us an insider look at the world’s most high-stakes deals to learn what works—and what doesn’t—in negotiation. Most negotiations fail because the negotiators involved lack the confidence, strategic knowledge, and the basic techniques required to reach the most optimal deals possible. The result? … Read New Simulation on Science DiplomacyPosted August 28th, 2020 by Lara SanPietro & filed under Uncategorized. Teach Your Students to Incorporate Scientific Findings into International Policy Decisions Science diplomacy elevates the role of science and technology in addressing global challenges. While science diplomacy has a long history of bringing nations together through sharing technological innovations, it has becoming increasingly important in the face of global pandemic, and as climate change and environmental … Read Prepare for the Semester: Negotiation Pedagogy Articles from the Negotiation JournalPosted August 4th, 2020 by Lara SanPietro & filed under Uncategorized. Whether you are going to be teaching negotiation next semester for the first time, or are a seasoned negotiation instructor, insightful research in negotiation pedagogy can help you approach your course in more effective and innovative ways. The Negotiation Journal, from the Program on Negotiation (PON), has a collection of articles on negotiation pedagogy that … Read Advanced Negotiation Techniques: Online Dispute ResolutionPosted July 27th, 2020 by Katie Shonk & filed under Uncategorized. Amid the Covid-19 pandemic, negotiators are increasingly making deals and resolving disputes online. But a trend toward online dispute resolution (ODR) was already in the making before we all began to quarantine. On July 15, experts discussed how technology can help us effectively and efficiently resolve disputes in a roundtable discussion, “AI Agents Negotiating Deals … Read Negotiation Strategies and Techniques for Activists: Lessons from MandelaPosted July 6th, 2020 by Katie Shonk & filed under Uncategorized. In the aftermath of George Floyd’s killing in Minneapolis by a White police officer, activists, politicians, and other concerned citizens are grappling with a big question: Where do we go from here? The quest for reforms to policing and other societal institutions can be pursued through many means, including continued demonstrations, political lobbying, and community-wide … Read Register Now for the Online Fall Negotiation and Dispute Resolution Seminar!Posted June 10th, 2020 by Lara SanPietro & filed under Uncategorized. This virtual and highly interactive semester-length seminar explores how 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. All sessions will be delivered live via Zoom. Emphasizing both theoretical and practical insights, this … Read Check Out Videos from the PON Working Conference on AI, Technology, and NegotiationPosted May 29th, 2020 by Lara SanPietro & filed under Uncategorized. PON Working Conference on AI, Technology, and Negotiation On May 17th and 18th, 2020 the Program on Negotiation (PON) hosted a virtual working conference on AI, technology, and negotiation. The PON Working Conference on AI, Technology, and Negotiation was designed to: Convene scholars, teachers, and practitioners to share insights, experiences, tools, and their expectations for further developments. Inform PON … Read Staying Adaptive through CrisisPosted May 2nd, 2020 by Lara SanPietro & filed under Uncategorized. How do we stay adaptive through challenging times? It is common and understandable to feel deflated at a time of crisis. But in these difficult situations, it can be important to embrace our inner rebel and help others do the same. At a recent virtual event hosted by the Program on Negotiation (PON), Francesca Gino, the … Read Negotiated Change During and Beyond the COVID-19 PandemicPosted April 23rd, 2020 by Lara SanPietro & filed under Uncategorized. Professors Joel Cutcher-Gershenfeld and Kimberlyn Leary led a virtual discussion on negotiating change during COVID-19 How do industries and societies negotiate and manage momentous change during the COVID-19 pandemic? Professor Joel Cutcher-Gershenfeld, of the Heller School for Social Policy and Management at Brandeis University and Editor of the Negotiation Journal, and Professor Kimberlyn Leary, of Harvard … Read Operating Short-Term to Long-Term through the COVID-19 Pandemic: Negotiating a Global Renaissance with Science DiplomacyPosted April 1st, 2020 by Lara SanPietro & filed under Uncategorized. In case you missed it, Paul Berkman, Professor of Practice in Science Diplomacy and Founding Director of the Science Diplomacy Center at Tufts University, recently gave a Zoom talk about science diplomacy in the age of COVID-19, hosted by the Program on Negotiation (PON). We now are in the early stages of the COVID-19 pandemic, when … Read Combatting COVID-19 with Common InterestsPosted March 30th, 2020 by Katie Shonk & filed under Uncategorized. As nations rush to slow the COVID-19 pandemic, treat victims of the virus, and develop cures, they face strong motivations to cooperate with one another rather than compete. Scientists and technical experts can help spearhead this collaboration, said Professor Paul Berkman, director of Tufts University’s Science Diplomacy Center, during a March 26 online talk hosted … Read Online Negotiation in a Time of Social DistancePosted March 26th, 2020 by Katie Shonk & filed under Uncategorized. Negotiation thrives on physical presence. Handshakes, eye contact, shared meals, and long meetings in stuffy conference rooms are everyday tools of the trade, and with good reason: Negotiators who meet in person reach better deals than those who negotiate online, research shows. Face-to-face meetings offer invaluable nonverbal and verbal cues, such as eye contact, body … Read Moving Online: Pedagogy in a PandemicPosted March 19th, 2020 by Lara SanPietro & filed under Uncategorized. While teachers and trainers around the world work to transition their courses into remote formats, we asked some of our experienced online teachers to share their experiences with the Teaching Negotiation Resource Center (TNRC) so as to provide insights to those who might be working to teach online for the first time. Samuel “Mooly” Dinnar is … Read The Impact of Anxiety and Emotions on NegotiationsPosted March 19th, 2020 by PON Staff & filed under Uncategorized. Intense negotiation scenarios, we often choose to consult an expert for advice, preferably someone who has carried out hundreds of similar deals with great success. When we consult with others on our negotiations, we must weigh their advice against our own opinions and research. Past negotiation research finds that we tend to undervalue advice from … Read Advanced Negotiation Techniques: Get the Most out of Negotiation TrainingPosted March 2nd, 2020 by Katie Shonk & filed under Uncategorized. So, you’re thinking about taking a negotiation course but are not sure if it will be worthwhile. Or maybe you attended one recently (or not so recently) and are wondering whether you are effectively applying what you’ve learned to the negotiations in your business and personal life. Unfortunately, even after the best negotiation training courses, many … Read Check Out Video Highlights from the 2019 Negotiation Pedagogy ConferencePosted February 9th, 2020 by Lara SanPietro & filed under Uncategorized. On November 15th, 2019, the Teaching Negotiation Resource Center (TNRC) hosted a conference on excellence and innovation in negotiation pedagogy. Negotiation and dispute resolution teachers and trainers from around the world came to Cambridge to learn about new approaches and share their experiences. Speakers at the conference spotlighted innovative instructional techniques in many diverse fields of … Read The Anchoring Effect and How it Can Impact Your NegotiationPosted November 26th, 2019 by PON Staff & filed under Uncategorized. Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging goals, they consistently outperform those who set lower or vague goals. … Read 2019 Negotiation Pedagogy ConferencePosted October 31st, 2019 by Lara SanPietro & filed under Uncategorized. Join us in Cambridge on Friday, November 15th, 2019 for a conference on excellence and innovation in teaching negotiation. The Teaching Negotiation Resource Center (TNRC) at the inter-university Program on Negotiation at Harvard Law School is pleased to announce that the 2019 Negotiation Pedagogy Conference will take place on Friday, November 15th, 2019 at Harvard Law … Read Diplomacy and Negotiation Skills Fall Short In U.S.-China Trade TalksPosted October 7th, 2019 by Katie Shonk & filed under Uncategorized. Among the many diplomacy and negotiation skills required in international negotiation, business negotiators need to be able to size each other up accurately, taking into account cultural, organizational, and other differences. To capitalize on the benefits of diplomacy, they also need to be able to present a united front. Those diplomacy and negotiation skills came … Read 10 Top Negotiation ExamplesPosted September 26th, 2019 by PON Staff & filed under Uncategorized. Here’s a recap of some of the most interesting and challenging negotiation examples, featuring many of the world’s most famous negotiators. … Read Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated AgreementsPosted September 26th, 2019 by PON Staff & filed under Uncategorized. To protect the future interests of their organization, negotiators sometimes must accept fewer benefits or absorb greater burdens in the short run to maximize the value to all relevant parties – including future employees and shareholders – over time. Suppose that the operations VPs of two subsidiaries of an energy company are preparing to negotiate the … Read Body Language in the Negotiation Process and the Impact of Gender at the Bargaining TablePosted September 24th, 2019 by Katie Shonk & filed under Uncategorized. How important is body language in the negotiation process? Negotiators are often advised to engage in small talk before getting down to business. … Read Famous Negotiation Case: How Jamie Dimon Avoided DisasterPosted September 23rd, 2019 by Katie Shonk & filed under Business Negotiations. Sometimes your goal in negotiation is to improve your fortunes. But sometimes, as in this famous negotiation case, the best you can hope for is to lessen the fallout from past mistakes. … Read Powerful Conflict Resolution Games to Help You Teach NegotiationPosted September 19th, 2019 by PON Staff & filed under Uncategorized. From complicated negotiation strategies to artful subterfuge, conflict resolution games are one of the very best ways to prepare for the challenges of real-world negotiation. Games that employ a Prisoner’s Dilemma structure (where rational parties may not cooperate despite their best interests) enable participants to analyze negotiations, make strategic decisions, and anticipate their counterpart’s next … Read How Negotiation Role-Play Simulations Can Help You Resolve Environmental DisputesPosted September 18th, 2019 by Lara SanPietro & filed under Uncategorized. From complicated land use debates to the regulation of pollutants, environmental negotiations are fraught with dynamic legal, scientific, and societal considerations. Because many of the natural resources in question are limited and fragile, disputes over them can be particularly difficult. To help educate professionals about how to work through challenging environmental and sustainability negotiations, the Program … Read Negotiation Research and Improving Your Negotiation Techniques: The Similarity Effect in Business NegotiationsPosted September 12th, 2019 by PON Staff & filed under Business Negotiations. Negotiators mimic the behaviors of those they consider peers. What implications does this have for negotiating styles at the bargaining table? To build rapport, social science and negotiation research advise to bargainers to look for common ground. … Read Top 10 International Business Negotiation Case StudiesPosted September 10th, 2019 by PON Staff & filed under Uncategorized. Here is a list offering a broad overview of negotiation case studies from the recent past along with analysis of each bargaining scenario: … Read Using Negotiation Games to Develop Skills for Commercial Dispute ResolutionPosted September 2nd, 2019 by Lara SanPietro & filed under Uncategorized. Teach your students the art of negotiating for success with these great negotiation games. … Read 10 Popular Business Negotiation ArticlesPosted August 29th, 2019 by PON Staff & filed under Business Negotiations. Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles offer strategies for engaging in integrative negotiations aimed at creating win-win scenarios for each party at the negotiation table. 1. What is the Right of First Refusal? Rights … Read For Professional Negotiators, Three Is a Magic NumberPosted August 29th, 2019 by Katie Shonk & filed under Uncategorized. Everything good comes in threes, they say. For storytellers, this means understanding that readers and listeners find a sequence of three things to be memorable, satisfying, and compelling—whether it’s three bears, three little pigs, or three kings. For professional negotiators, sequences of three can be rewarding as well. The following examples of good negotiation skills … Read Crisis Negotiation Skills: The Hostage Negotiator’s DrillPosted August 29th, 2019 by PON Staff & filed under Uncategorized. Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. … Read Dealing with Difficult People: Coping with an Insulting Offer in Contract NegotiationsPosted August 27th, 2019 by PON Staff & filed under Uncategorized. The following “Ask the Negotiation Coach” question was posed to Dwight Golann, Suffolk University Law School professor and negotiation expert: Question: I deal with legal disputes and would like to find reasonable solutions without wasting years in court. … Read Intercultural Negotiation: Does the BATNA Concept Translate?Posted August 26th, 2019 by Katie Shonk & filed under Uncategorized. When should you walk away in negotiation? That’s a common question that negotiation experts pose of professional negotiators. We are typically advised to walk away from the bargaining table when we haven’t been able to get a better deal than we can get elsewhere. But in intercultural negotiation, particularly in international negotiation in certain countries … Read What is the Multi-Door Courthouse ConceptPosted August 22nd, 2019 by PON Staff & filed under Uncategorized. As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the creator of the multi-door courthouse, Harvard Law Professor Frank E.A. Sander, and the executive director and founder of the University of St. Thomas (UST) International ADR [Alternative Dispute … Read Teaching Real Estate Negotiation: How to Identify and Create ValuePosted August 20th, 2019 by Lara SanPietro & filed under Uncategorized. How do you teach your students to identify and create value in real estate negotiations? Real estate negotiation can be difficult for both the buyer and the seller. Teaching real estate negotiation can involve value creation, distributive bargaining, as well as issue linkages. It is important for both buyers, sellers, and agents to identify ways to … Read Professional Negotiators: Give Texts a ChancePosted August 19th, 2019 by Katie Shonk & filed under Uncategorized. Do you negotiate via text? If you’re a young person early in your career, your answer may be an emphatic yes. If you’re a little older, maybe you answered no. Even so, if you took a closer look at the saved text messages on your smartphone, you might find you’ve recently negotiated the division of … Read Negotiation Role-Plays for Building Critical SkillsPosted August 13th, 2019 by Lara SanPietro & filed under Uncategorized. Here is a brief story about about a teenager named Chris Jensen. On his way home from basketball practice, he walked into a grocery store and shoplifted some candy bars and a soda. The storeowner saw him, chased after him, and, as luck would have it, they ran right into a police officer. But instead … Read Teach Your Students Cross-Cultural NegotiationPosted August 9th, 2019 by Lara SanPietro & filed under Uncategorized. As our world grows increasingly interconnected, we are more likely to find ourselves negotiating in a cross-cultural context. The diverse makeup of many societies and global nature of business today make cross-cultural negotiation a regular part of life. Also, unfortunately, many major disputes in need of resolution cross ethnic and cultural lines. Furthermore, it is important … Read Best-In-Class Negotiation Case StudiesPosted August 5th, 2019 by Lara SanPietro & filed under Uncategorized. What’s one of the best ways to teach the art and science of negotiation? Case studies and articles that spark lively discussion or facilitate self-reflection. Based on real-world examples, these teaching resources are designed to help students envision how to apply what they’ve learned in the classroom and beyond. The Teaching Negotiation Resource Center (TNRC) at … Read Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?Posted July 29th, 2019 by PON Staff & filed under Uncategorized. How does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored solutions. … Read Role Play Simulations to Help You Become a Better MediatorPosted July 25th, 2019 by Lara SanPietro & filed under Uncategorized. When opposing parties cannot come to a satisfactory resolution, a strong mediator can make all the difference. By effectively examining the issues at hand and helping parties identify creative solutions, a well-trained mediator builds consensus where there once was none. To help professionals learn the art of mediation, the Program on Negotiation’s Teaching Negotiation Resource Center … Read Negotiation Case Studies: Teach By ExamplePosted July 22nd, 2019 by Lara SanPietro & filed under Uncategorized. There are good negotiators and there are great ones. Once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of dispute … Read Grading a Negotiation: Examples of How to Evaluate Student PerformancePosted June 27th, 2019 by Lara SanPietro & filed under Uncategorized. Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost Brown Todd LLC, recently shared his thoughts on the value and purpose of grading students participating in negotiation simulations. … Read Negotiation Exercises to Help Your Students Avoid Cross-Cultural PitfallsPosted June 18th, 2019 by PON Staff & filed under Uncategorized. Avoid cross-cultural misunderstandings with these negotiation exercises It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk money over dinner, while in Brazil the American ‘A-OK’ gesture (thumb and forefinger forming a circle) can be a major insult. The increasingly diverse and global nature of business … Read Global Impact Negotiation SimulationPosted June 18th, 2019 by Lara SanPietro & filed under Uncategorized. International law and diplomacy is a rapidly evolving field that depends on the brokering of agreements between nations and other stakeholders. Whether there are language barriers, cultural differences, or both, some of the most challenging negotiations involve parties from different nations. Because of the relative lack of clear legal precedents and the difficulties of enforcement, … Read Negotiate a Deal that LastsPosted June 3rd, 2019 by PON Staff & filed under Uncategorized. When trying to negotiate a deal with a potential business partner, you need to come up with a plan for ensuring the two sides will mesh rather than clash. Facebook’s leaders and WhatsApp’s founders appeared to skip that vital step when negotiating the social media giant’s purchase of the text-messaging app in 2014—an oversight that … Read What an Operatic Role-Play Simulation Can Teach You About NegotiationPosted May 23rd, 2019 by Lara SanPietro & filed under Uncategorized. A distinguished older soprano, Sally has not had a lead role in two years. However, when another soprano falls ill, the Lyric Opera is eager to hire Sally…but at what price? Sally Soprano is one of the best-known role-play simulations from the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC). And it’s a classic for good … Read Best-In-Class Negotiation Case Studies You Can Use to TrainPosted May 16th, 2019 by Lara SanPietro & filed under Uncategorized. What’s one of the best ways to teach the art and science of conflict resolution? With negotiation case studies that spark lively discussion or facilitate self-reflection. Based on real-world examples, these teaching resources are designed to help students envision how to apply what they’ve learned in the classroom and beyond. … Read Win-Win Negotiation Techniques: Create Value with RivalsPosted March 11th, 2019 by Katie Shonk & filed under Uncategorized. Even experienced negotiators often make the mistake of treating important talks as a win-lose negotiation. Overlooking effective win-win negotiation techniques, they focus on trying to claim as much value as they can without trying to create new sources of value. It’s also the case that competitors in a given market or field may fail to recognize … Read Negotiation Techniques and Tactics: Power PlaysPosted February 4th, 2019 by Katie Shonk & filed under Uncategorized. Imagine you’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires. … Read Win-Win Negotiation Skills: Motivate Good Behavior in the #MeToo EraPosted January 28th, 2019 by Katie Shonk & filed under Uncategorized. In the #MeToo era, entertainment companies have incurred significant financial and reputational damage from alleged crimes and misbehavior by the producers, directors, executives, and actors they’ve employed. … Read The Wired Negotiator: Using Technology in NegotiationPosted January 18th, 2019 by Lara SanPietro & filed under Uncategorized. Everyone negotiates every day. How we negotiate is changing dramatically due to the use of various technological tools. People need not fear this change. Rather, they should understand the different technology at their disposal, grasp the pros and cons, and determine how to select the best medium to suit their needs, negotiation style, and approach. … Read Add Variety to Your Curriculum with These Top SimulationsPosted January 7th, 2019 by Lara SanPietro & filed under Uncategorized. Update Your Teaching Materials with Our Top Negotiation Role Play Simulations The field of negotiation is constantly evolving, and as such, requires new ways of teaching negotiation. It can sometimes happen that students come into a class having already encountered the negotiation simulation being used in the course, or that a different kind of exercise is … Read 10 Notable Negotiations of 2018Posted January 7th, 2019 by Katie Shonk & filed under Uncategorized. President Trump has dominated current negotiations in the news with a bevy of deals and withdrawals from existing agreements, but business negotiations and trends also made 2018 a memorable year. Here’s our list of 10 notable negotiations of 2018… … Read 4 Negotiation Tactics Robert Kraft Used to End the NFL LockoutPosted December 24th, 2018 by PON Staff & filed under Uncategorized. Robert Kraft, owner of the New England Patriots, was by all accounts a major factor in getting the NFL collective bargaining agreement signed earlier in October 2011. To do so, Kraft employed four key negotiation tactics to help the players and owners come to a “win-win” solution. … Read Teach Coalition Management in Multiparty NegotiationsPosted December 20th, 2018 by Lara SanPietro & filed under Uncategorized. Multiparty negotiations can be difficult to manage if you are unprepared for the formation of coalitions. Two-party and multiparty negotiations share some important similarities: the goal of discovering the zone of possible agreement, for example. However, there are some key differences that set them apart. As soon as the number of parties increases past two, … Read Teaching Negotiation Online: Where Do We Start?Posted December 20th, 2018 by Lara SanPietro & filed under Uncategorized. Best Practices of Course Design and Delivery When Teaching Negotiation Online At the May, 2018 Teaching Negotiation Resource Center (TNRC) Faculty Seminar, Professors Lawrence Susskind and Michael Wheeler discussed the pedagogical implications of teaching negotiation online. In a follow-up to the December, 2017 TNRC Faculty Seminar on Gauging Effectiveness in Teaching Negotiation, Professor Susskind and Professor Wheeler … Read Negotiation Skills and Strategies at Work: Negotiating Jewish IdentityPosted December 17th, 2018 by Katie Shonk & filed under Uncategorized. What does it mean to be Jewish in America? The question offers many opportunities to apply negotiation skills and strategies, writes Robert Mnookin in his new book, The Jewish American Paradox: Embracing Choice in a Changing World (PublicAffairs, 2018). The author of numerous books on negotiation, Mnookin is the Samuel Williston Professor of Law at … Read The Moral Quandary: Negotiation Exercises Featuring Ethical DilemmasPosted November 15th, 2018 by PON Staff & filed under Uncategorized. In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect. To help professionals prepare for times like this, the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a variety of negotiation exercises designed to teach participants how to handle disputes that … Read ESL Negotiation: Avoid Confusion and ConflictPosted October 22nd, 2018 by Katie Shonk & filed under Uncategorized. “The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that most international business and diplomacy is conducted in English, Salacuse writes in his book Negotiating Life: Secrets for Everyday Diplomacy and Deal Making (Palgrave Macmillan, 2013). … Read Entrepreneurial Negotiation – New Book on Negotiation Challenges for EntrepreneursPosted October 3rd, 2018 by Lara SanPietro & filed under Uncategorized. Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals … Read In This Greece Crisis Negotiation, Tough Conditions May Have Affected the DealPosted September 25th, 2018 by Katie Shonk & filed under Uncategorized. During a crisis negotiation, all that may seem to matter is reaching a deal as quickly as possible. The desire to head off a disaster may lead crisis negotiators to forego the usual comforts of life, such as sleep, in their single-minded pursuit of their goal. … Read Learn How to Detect Lies in NegotiationPosted September 24th, 2018 by PON Staff & filed under Uncategorized. Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation. In two studies, Maurice E. Schweitzer and Rachel Croson of the Wharton School at the University of Pennsylvania move beyond the challenge … Read Kissinger the Negotiator: New Book on Dealmaking and DiplomacyPosted September 12th, 2018 by Lara SanPietro & filed under Uncategorized. Lessons from Dealmaking at the Highest Level In this groundbreaking, definitive guide to the art of negotiation, PON faculty James Sebenius (Harvard Business School) and Robert Mnookin (Harvard Law School), along with R. Nicholas Burns of the Harvard Kennedy School, offer a comprehensive examination of one of the most successful dealmakers of all time: Henry Kissinger. Politicians, … Read Negotiating for Continuous Improvement: Report Negotiation Results InternallyPosted September 11th, 2018 by PON Staff & filed under Uncategorized. To further improve negotiations, a company could publish an internal negotiation newsletter that can be distributed through a secure company intranet. Each month, the person overseeing the newsletter could choose a negotiation involving someone within the company. … Read Teach Your Students Dispute Resolution for Their Everyday LivesPosted September 6th, 2018 by Lara SanPietro & filed under Uncategorized. Negotiation refers to the process of working out agreements that meet each party’s needs and address their interests. People negotiate all the time in their everyday lives: in the workplace, within families, and when buying goods and services. Knowing which negotiation strategies to use in different circumstances can make a significant difference. The Teaching Negotiation … Read A Contingent Agreement Can Allow Negotiators to Agree to DisagreePosted September 3rd, 2018 by Katie Shonk & filed under Uncategorized. Negotiators often try to overcome their differences of opinion about how future events will unfold through persuasion techniques. A more fruitful approach might be to “bet” on your differing views with a contingent agreement. By adding incentives or penalties based on future performance to your contract, you protect both parties against risk. … Read How to Manage Conflict at WorkPosted August 27th, 2018 by Katie Shonk & filed under Conflict Resolution. A 62-year-old salesman believes he has convincing evidence that his boss passed him over for a promotion because of his age. What options does he have? He could let the matter drop and perhaps look for another job. He could file an employment-discrimination lawsuit. Or, if his company offers mediation services, he could have the … Read How to Find the Zone of Possible Agreement (ZOPA) Between FriendsPosted August 13th, 2018 by PON Staff & filed under Uncategorized. Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When the restaurant check comes, they can’t manage to reach their wallets, or they quibble that they had the small tomato juice, and you had the large. … Read When Conflict Becomes a Self-Fulfilling ProphecyPosted August 6th, 2018 by Katie Shonk & filed under Uncategorized. When one party brings up the possibility of a lawsuit in a business dispute, the threat can become a self-fulfilling prophecy. Yet business negotiators often benefit from settling their disputes before going to court, write Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello in their book Beyond Winning: Negotiating to Create Value in … Read Teach Your Students to Manage Two Party and Multiparty NegotiationsPosted July 25th, 2018 by Lara SanPietro & filed under Uncategorized. Check Out Our Bestselling Two Party and Multiparty Negotiation Simulations More than just the increased number of parties at the table, there are key differences in how negotiators manage two party versus multiparty negotiations. Power disparities can be exacerbated in two party negotiations, however the opportunities for option generation can also be increased. The formation of … Read Negotiation Training with HeartPosted July 12th, 2018 by Katie Shonk & filed under Uncategorized. In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings can cloud our judgment. But consider what Lieutenant Jack Cambria, who retired in August as the longest-running head of the New York Police Department’s (NYPD’s) hostage negotiation team, … Read Putting Negotiation Training to Work: The Limits of LecturesPosted July 5th, 2018 by Max Bazerman & filed under Uncategorized. Negotiation training lectures, like publications, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience. I have attended many amazing lectures on a multitude of topics and have learned fascinating information about the ecosystem, politics in different nations, animal species, and so on. I even have enjoyed hearing negotiation experts talk … Read Teach Crucial Leadership SkillsPosted June 20th, 2018 by Lara SanPietro & filed under Uncategorized. A Crisis Creates a Leadership Vacuum A publicly traded company on the NYSE with a reputation for business savvy and lucrative deal making is caught in a morally questionable situation that threatens the very future of the firm. As the dust settles, the CEO, on whose watch the scandal occurred, is forced to step down. Word … Read Learn from the Best with the Great NegotiatorPosted May 21st, 2018 by PON Staff & filed under Uncategorized. 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 How Chaos at the Bargaining Table Can Help Negotiators Reach AgreementPosted April 24th, 2018 by PON Staff & filed under Uncategorized. Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used. … Read Managing Faultlines in Group NegotiationsPosted April 23rd, 2018 by PON Staff & filed under Uncategorized. Group negotiations are a fact of managerial life, yet the outcomes of teamwork are highly unpredictable. Sometimes groups cohere, reaching novel solutions to nagging problems, and sometimes infighting causes them to collapse. How can you predict when conflict will emerge in groups, and what can you do to stop it? Dora Lau of the Chinese University … Read Teach Your Students Negotiation PsychologyPosted March 19th, 2018 by Lara SanPietro & filed under Uncategorized. The negotiation psychology of the parties at the table can contribute significantly to the likelihood of reaching an agreement. In Beyond Reason, world-renowned negotiator Roger Fisher and psychologist Daniel Shapiro advise “ignore emotions at your own peril. Emotions are always present and often affect your experience. You may try to ignore them, but they will not … Read NEW BOOK! Conflict Resolution for ChildrenPosted March 6th, 2018 by Lara SanPietro & filed under Uncategorized. Trouble at the Watering Hole: Teach Your Children About Conflict Resolution With This New Book This fun and educational book from the Teaching Negotiation Resource Center (TNRC) builds a foundation for kids to learn ways to constructively resolve problems and to build strong skills that can be used to resolve conflict for the rest of their … Read Negotiation Training: Turning the Lows of Colorado’s Marijuana Laws into HighsPosted March 1st, 2018 by Katie Shonk & filed under Uncategorized. In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Read Negotiating with FamilyPosted February 14th, 2018 by Lara SanPietro & filed under Uncategorized. Legal Disputes Where Emotions Override Reason Negotiating with a colleague or client can be complicated, but negotiating with a family member can cause us to leave reason at the door. Negotiating with family, where emotions are heightened, can lead to a reluctance to compromise. This is especially true when it comes to legal disputes between family … Read The Winner’s Curse: Will You Be Its Next Victim?Posted February 12th, 2018 by Katie Shonk & filed under Uncategorized. Imagine that you’re up for a new job that you’d like very much. At the end of a long hiring process, the HR manager asks you to name your price. You propose a salary that you believe to be ambitious, expecting some haggling to follow. Instead, the HR manager smiles and holds out her hand … Read Negotiation Ethics May Be a Slippery SlopePosted February 12th, 2018 by PON Staff & filed under Business Negotiations. Negotiation researchers have refuted the widespread belief that honesty varies widely among individual negotiators. Rather, because people respond strongly to their environment, personal standards for negotiation ethics often vary depending on the context. … Read Teach Your Students to Negotiate the Principal-Agent Relationship with Fie’s AgentPosted January 30th, 2018 by Lara SanPietro & filed under Uncategorized. Negotiate International Sports Contracts In many business negotiations, especially those involving athletes, you will find an agent negotiating on behalf of the principal party. This unique principal-agent relationship can cause challenges at the negotiating table. The agent may have different preferences from their principal party. Agents may also have different incentives from the principal. Agents may … Read Negotiate International Energy Contracts with ENCOPosted January 18th, 2018 by Lara SanPietro & filed under Uncategorized. ENCO: Negotiating International Contracts in the Face of Political Instability Negotiating international contracts can be tricky, and unstable, especially when governments are parties in the negotiation. ENCO is a Texas-based power company that has begun to move aggressively into emerging markets. The Indian government has approached ENCO to build an electrical generating plant to increase the power … Read Negotiation Habits of Great Women LeadersPosted January 18th, 2018 by Katie Shonk & filed under Uncategorized. Pay inequities and a lack of great women leaders in upper management remain enduring problems in the workplace. … Read Crossed Wires? Negotiation Games To Help Your Business Deal Sidestep Legal, Technical And Emotional GlitchesPosted December 21st, 2017 by Lara SanPietro & filed under Uncategorized. What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching … Read Gender Discrimination: How to Reach a Negotiated AgreementPosted December 14th, 2017 by Lara SanPietro & filed under Uncategorized. As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read Culture and Teaching Negotiation: A Presentation by David FairmanPosted October 26th, 2017 by Lara SanPietro & filed under Uncategorized. David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range of cultural backgrounds. … Read Negotiating Indigenous Land RightsPosted October 2nd, 2017 by Lara SanPietro & filed under Uncategorized. Teach Your Students to Address Fundamental Value Differences While Negotiating Indigenous Land Rights Indigenous land rights have been a key aspect of negotiations by private companies and governments around the world. Indigenous land rights are the rights of indigenous peoples to land and natural resources, which they have occupied for hundreds, if not thousands, of years. … Read Bullard Houses Role-Play Simulation Helps Researchers Explore Gender InequalityPosted September 11th, 2017 by PON Staff & filed under Uncategorized. In a recent Slate.com article, writer and PhD in Psychology Jane Hu described the findings of a research study by Professor Laura J. Kray, University of California, Berkeley. Kray, along with co-authors Jessica Kennedy, PhD, and Alex Van Zant, PhD, investigated the role gender played in negotiation and focused specifically on whether the stereotype of women … Read Real Leaders Negotiate to Meet Their Organization’s GoalsPosted August 7th, 2017 by Katie Shonk & filed under Uncategorized. Imagine a typical leader, and you might think of someone who is bold, decisive, visionary, assertive, and charismatic. Now think about the kinds of actions that such a leader might regularly engage in. Delegating, making top-down decisions, and otherwise exerting one’s power might immediately come to mind. A behavior that’s not typically at the top of … Read Teach Your Students Spoiler Management in NegotiationsPosted August 2nd, 2017 by Lara SanPietro & filed under Uncategorized. What can you do to protect a negotiation from spoilers? The greatest risk to a negotiation can come from parties at the table who are intent on spoiling the agreement. Spoilers are parties in a negotiation who believe that the agreement will threaten their power and interests, and so they spoil the negotiation. Some spoilers have limited … Read Revolutionize How You Teach TNRC Negotiation Exercises and Role-PlaysPosted June 5th, 2017 by Lara SanPietro & filed under Uncategorized. You’ve told us that using technology in your teaching is important so we spent some time evaluating various platforms and software that help negotiation teachers and trainers to utilize the power of role-plays in their classes. The team at iDecisionGames has created a web-based platform that offers many benefits and opportunities to transform how you … Read Negotiating with People PleasersPosted May 22nd, 2017 by PON Staff & filed under Uncategorized. All of us behave at least somewhat differently in social situations than we do in private, but psychologists have found that some people try extra hard to convey a positive image of themselves to others. … Read The Third Side Approach in Conflicts: How Can I Start?Posted May 2nd, 2017 by PON Staff & filed under Uncategorized. In the The Third Side, William Ury suggests several concrete steps that you can take to start mobilizing the third-side approach to tackle nagging conflicts. … Read Difficult Negotiation Going Nowhere? Consider an ApologyPosted April 4th, 2017 by PON Staff & filed under Uncategorized. If you’ve ever offended a fellow negotiator with words or actions, you know how hard it can be to make amends. … Read BATNA: Negotiation Preparation to Help Avoid Giving Up at the Bargaining TablePosted March 7th, 2017 by PON Staff & filed under Uncategorized. When you expect an opponent to be competitive, your confidence in the outcomes you can achieve in negotiation is likely to plummet. In negotiation research with Adam Galinsky of Northwestern’s Kellogg School of Management, negotiators were provided with some background about their counterpart including information on how competitive their counterpart has been in previous negotiations. … Read Negotiating Skills and Negotiation Tactics – Body Language in the Negotiation Process: Confront Your Anxiety, Improve Your ResultsPosted February 16th, 2017 by PON Staff & filed under Uncategorized. Body language, and how to monitor and interpret it, is a negotiating skill and negotiation tactic every effective negotiator should add to her skillset according to negotiation research. … Read How Does Mediation Work in a Lawsuit: Choosing the Right MediatorPosted February 14th, 2017 by PON Staff & filed under Uncategorized. How does mediation work in a lawsuit? For those new to mediation, we advise you being by getting a list of mediators from a reputable provider agency. You can find these agencies by searching under dispute resolution or by inquiring with your organization’s legal department. … Read How Snap Judgments Can Lead Bargainers Astray In NegotiationsPosted January 24th, 2017 by PON Staff & filed under Uncategorized. New research shows that our stereotypes about other people’s warmth and competence often mar our decisions and behavior in negotiation conversations. … Read Negotiation and Leadership Skills: Jerry Brown Re-Frames a Deal at High SpeedPosted January 19th, 2017 by Alex Green & filed under Uncategorized. Starting construction on an 800-mile rail network in the world’s 8th largest economy without the funds in place to finish the job may seem crazy, but in California Governor Jerry Brown’s case it was a calculated gamble by a seasoned leader intent on winning a long-term negotiation. … Read Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching SeriesPosted December 29th, 2016 by PON Staff & filed under Uncategorized. Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius of Harvard Business School, the Program on Negotiation’s Great Negotiator case study series, available from the PON Clearinghouse, highlights the lessons learned by each recipient of PON’s Great … Read Creating and Claiming Value Through Haggling – Assess The Other Party’s BATNA in Dealmaking NegotiationsPosted November 15th, 2016 by PON Staff & filed under BATNA. Now it’s time to assess the best deal you might get. Figuring out the other party’s reservation price is the key to knowing how far you will be able to push him, write Deepak Malhotra and Max H. Bazerman in their book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining … Read Worst Negotiation Tactics of 2015Posted November 10th, 2016 by Lara SanPietro & filed under Uncategorized. Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read Worst Negotiation Tactics of 2015Posted November 10th, 2016 by Katie Shonk & filed under Uncategorized. Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read Managing Cultural Differences: Negotiation Strategy and DiplomacyPosted October 31st, 2016 by Katie Shonk & filed under Uncategorized. Diplomats deal with difficult people when engaging in international negotiations in ways integrative negotiators may find useful for developing their negotiation skills. … Read Negotiation Scenario: Hammering out Local Strategies for Managing Climate-related Public Health RisksPosted September 2nd, 2016 by Lara SanPietro & filed under Uncategorized. Climate change is already causing increased temperatures, more intense storms, and rising sea levels in many parts of the world. The threats, particularly the impacts on human health, are daunting. Despite uncertainties about the timing and severity of the impacts of climate change in each location, this simulation asserts that cities and towns must take … Read Negotiation Situations: Examples of When Negotiators Assume Too MuchPosted August 4th, 2016 by PON Staff & filed under Uncategorized. One pitfall is that decision makers often overlook others’ viewpoints. When we do take others’ thinking into account, we tend to assume that they know as much as we do. For this reason, marketing experts are generally worse than non-expert consumers at predicting the beliefs, values, and tastes of consumers. … Read Conflict Resolution Games: Life, Death, and Career ConsequencesPosted July 29th, 2016 by Lara SanPietro & filed under Uncategorized. High-Stakes Conflict Resolution Games In Drug Testing in the Workplace—a popular role-play from the TNRC—a truck driver tests positive for marijuana in a random drug test. To play this conflict resolution game, participants assume the roles of truck driver, personnel director, and a representative from the Employee Assistance Program Center, and then explore the question: What is the … Read Drinks at the White House? Clinton Plans on ItPosted July 28th, 2016 by Katie Shonk & filed under Uncategorized. The practice of using alcohol to grease the wheels has a long and storied role in famous negotiations. In recent decades, shared drinks during adversarial bargaining helped lead to breakthroughs in conflicts in Serbia and Northern Ireland, for example. … Read How Outsider Status Benefits Negotiators at the Bargaining TablePosted July 5th, 2016 by PON Staff & filed under Uncategorized. When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, a good attitude, and a winning personality. … Read A Second Look at Rights of First RefusalPosted June 30th, 2016 by PON Staff & filed under Uncategorized. When transferring property, sellers sometimes insist on rights of first refusal—the chance to be first in line to repurchase the property if their buyer later decides to sell. A right of first refusal can be an obvious advantage if your financial circumstances later change. … Read Negotiation Research Demonstrates the Impact of Memory on Decision Making Processes in Bargaining ScenariosPosted June 9th, 2016 by PON Staff & filed under Uncategorized. Recent negotiation research published by Psychological Science from Program on Negotiation faculty member and assistant professor at Harvard University’s Department of Psychology Joshua Greene and his colleague Elinor Amit explores the impact vivid mental imagery has on decision-making processes for negotiators. The negotiation skills insights that can be obtained from such negotiation research are many … Read Case Study: Teaching with a Powerful Negotiated AgreementPosted May 16th, 2016 by Lara SanPietro & filed under Uncategorized. What do a Nobel Peace Prize recipient, the CEO of an international financial advisory firm, and the former United States ambassador to the United Nations have in common? They’ve all received the Great Negotiator Award. Every year, the Program on Negotiation at Harvard Law School bestows this prestigious honor on distinguished leaders whose lifelong accomplishments in … Read Negotiation Research You Can Use: Online auction buyers undervalue products sold by womenPosted May 13th, 2016 by PON Staff & filed under Uncategorized. In our last issue, we described research showing that sellers with brown skin get worse deals in eBay auctions than sellers with light skin (results based on photos of sellers holding up items for sale). Now a new study finds a similar bias against products sold by women on eBay. In their study, Tamar Kricheli-Katz of … Read The Negotiation Simulation Method: Teach Legal Lessons by Immersive MeansPosted April 8th, 2016 by Lara SanPietro & filed under Uncategorized. In complex legal negotiations, money, reputations, and sometimes even lives are often at stake. Legal professionals must know how to read and debate the law as well as fully embrace the art and science of negotiation. To help attorneys and other legal professionals become well versed in law and court-based negotiation, the Program on Negotiation’s Teaching … Read Negotiation Exercises Designed To Help Settle Workplace ConflictPosted March 25th, 2016 by Lara SanPietro & filed under Uncategorized. From brokering a deal to negotiating a sale, there are many disputes that happen at work. Among the most challenging are those involving employers and employees. That’s the case with Binder Kadeer: Consultation in the Company, a negotiation exercise brought to you by the Program on Negotiation’s Teaching Resource Center (TNRC). … Read Negotiation Skills for Resolving International ConflictsPosted March 8th, 2016 by PON Staff & filed under Uncategorized. What are the essential skills a negotiator needs to resolve conflicts abroad? How do international conflicts differ from domestic conflicts? What issues specific to bargaining across borders emerges in intercultural negotiations? In this article we explore ways in which negotiators can develop bargaining skills to overcome any barriers to communication they may encounter in negotiations … Read Forging a Global Agreement on Climate ChangePosted February 23rd, 2016 by Katie Shonk & filed under Business Negotiations. The ambitious goal of the professional negotiators who participated in the 2015 United Nations Climate Change Conference, held in a Paris suburb from November 30 through December 11, 2015, was to reach enforceable commitments from nations around the world to lower their greenhouse-gas emissions to levels that could ward off environmental disasters. At the Paris climate … Read Dealmaking and the Trade Deal: Obama’s Uphill Battle with CongressPosted February 9th, 2016 by Katie Shonk & filed under Uncategorized. Sometimes in dealmaking, reaching agreement would require us to make compromises that we know will displease those who need to authorize the deal, such as our superiors back at the office. Fail to compromise, and impasse may be inevitable. Compromise and save the deal, and accept the difficulty of closing the deal in negotiations with … Read Top 10 Celebrity Negotiations of 2015Posted January 21st, 2016 by Katie Shonk & filed under Uncategorized. Here are the top 10 celebrity negotiations from the year 2015. From integrative bargaining strategies to building bridges with counterparts in contentious talks, these negotiation scenarios demonstrate the effectiveness of collaborative, win-win negotiation tactics. … Read With Second Book Deal, Amy Schumer Gets the Last LaughPosted January 21st, 2016 by Katie Shonk & filed under Business Negotiations. Dissatisfied with her initial book contract, comedian Amy Schumer used her negotiation skills to bargain for an even better contract. Find out how she did it in this article drawn from examples of negotiation in real life. … Read Top 10 Best Pieces of Negotiation Advice of 2015Posted January 11th, 2016 by Katie Shonk & filed under Uncategorized. Across politics, business, entertainment, and sports, negotiators reminded us that collaboration and close attention are needed to resolve disputes and reach innovative deals. 10. Searching the haystack. As reported this year, an unexpected break came in the U.S. Department of Justice’s investigation of large U.S. banks’ role in the 2008 subprime mortgage crisis after an … Read In Business Negotiations, Capitalize on a Right of First RefusalPosted October 22nd, 2015 by Katie Shonk & filed under Business Negotiations. As dealmakers look for more sophisticated ways to reduce risks and increase returns, a right of first refusal—a contractual guarantee that one side can match any offer that the other side later receives—has become a common and useful tool to add to your business negotiation skills. When the mergers-and-acquisitions (M&A) boom began in 1993, many deals … Read The Program on Negotiation’s Top Ten International Negotiations PostsPosted October 5th, 2015 by PON Staff & filed under Uncategorized. Whether dealing with difficult or hard bargainers like Putin or forging business partnerships, international negotiations are fraught with a level of complexity rarely encountered in everyday negotiations. Here are the top ten international negotiation articles on the Program on Negotiation’s website. … Read “Negotiating at Work: Turn Small Wins into Big Gains”: A Book Talk with Deborah KolbPosted September 29th, 2015 by PON Staff & filed under Uncategorized. The Program on Negotiation at Harvard Law School is pleased to present: Negotiating at Work: Turn Small Wins into Big Gains with Deborah Kolb Professor Emerita, Simmons College School of Management Tuesday, November 17 4:00-5:15 PM Pound Hall 102 Harvard Law School Campus Free and open to the public; refreshments will be served. About the book: Negotiation is undoubtedly essential to navigating the working world. Dr. … Read When Rumors Run Wild in Business NegotiationPosted September 16th, 2015 by Katie Shonk & filed under Uncategorized. What impact do rumors have on business negotiations and bargaining within the workplace? In this article, the effects of office gossip and other forms of unverified information are examined with regard to their impact on negotiation scenarios … Read Seeking a Win-Win Negotiation? Pass the Chips and SalsaPosted August 19th, 2015 by Katie Shonk & filed under Uncategorized. From movie moguls hammering out film deals in Los Angeles to publishers and agents assessing each other’s tastes in New York, the “power lunch” has become a familiar institution. Across the globe, negotiators often do business over shared meals, whether out of convenience or as part of a concerted effort to get to know one … Read Negotiation Skills in Business Communication: Heading Off DeceptionPosted July 29th, 2015 by PON Staff & filed under Business Negotiations. In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the hope of improving their own outcomes. When negotiating his salary with the Cranbury, N.J.–based pharmaceutical marketing firm Carter-Wallace in 1997, Robert Bonczek misrepresented his prior title and salary … Read Negotiation Skills in Business Communication: Status AnxietyPosted July 29th, 2015 by PON Staff & filed under Business Negotiations. Negotiation Skills in Business Communication: Campeau Corporation and Federated Department Stores Sometimes in negotiation we are forced to deal not only with the issues on the table but also with concerns about status. One famous instance took place in the late 1980s, when Robert Campeau, head of the Campeau Corporation and then one of Fortune magazine’s “50 … Read PON Faculty Members Jeswald Salacuse, Deborah Kolb, and William Ury Honored on Time’s List of the Five Best Negotiation Books of 2015Posted May 4th, 2015 by PON Staff & filed under Uncategorized. Program on Negotiation faculty members Jeswald Salacuse, Deborah Kolb, and William Ury were named by Time magazine as the authors of three of the five best negotiation books of 2015. Jeswald Salacuse’s latest work, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, describes the negotiation skills people need to succeed … Read International Negotiation: Your Own Worst Enemy?Posted February 27th, 2015 by PON Staff & filed under Uncategorized. Knowing how to manage your own internal conflicts before engaging in negotiations is an invaluable negotiation skill negotiators should develop prior to engaging in international negotiations, business or otherwise. … Read Conflict Resolution: To Avoid Destructive Competition, Take the PledgePosted February 26th, 2015 by PON Staff & filed under Conflict Resolution. Cooperative negotiators know that more value can be had at the bargaining table if they take an integrative bargaining approach to negotiations. Read here to find out how much value negotiators can create by cooperating with counterparts. … Read Teaching Negotiation: A Symposium On Excellence & Innovation For Teachers & TrainersPosted February 23rd, 2015 by Lara SanPietro & filed under Uncategorized. This program is designed for anyone who teaches negotiation, dispute resolution, or conflict analysis across any field (e.g., law, business, international relations, social work, peace studies, public policy, urban planning, environmental studies, and engineering). Negotiation trainers who provide on-site or online training to business or community clients should also attend so they can evaluate potential new … Read Deal Negotiation and Dealmaking: What to Do On Your OwnPosted February 9th, 2015 by PON Staff & filed under Uncategorized. Six negotiation skills tips for negotiators seeking to creative value during their next round at the bargaining table. Business negotiators are often faced with the complex task of coordinating multiple parties – here are some tips for the individual business negotiator on how to achieve success in her next deal negotiation. … Read Tough Negotiation Tips from Jennifer Aniston?Posted February 3rd, 2015 by Alex Green & filed under Uncategorized. Fans of the television show Friends got a treat last month when Netflix made all 236 episodes of the blockbuster hit available to stream online. At first glance actors Lisa Kudrow, Jennifer Aniston and the rest of the star-studded cast might not be your first pick to peg as formidable negotiators, but at the height … Read Negotiation Skills: When It’s Better to Be in the DarkPosted January 15th, 2015 by PON Staff & filed under Uncategorized. When your agent negotiates on your behalf, it’s generally smart to have her keep you in the loop throughout the process with regular phone calls, e-mails, or meetings. But in a recent article in Poets & Writers magazine, literary agent Betsy Lerner identified conditions in which you might prefer to be uninformed. … Read Negotiation Skills: Could I Really Make a Difference?Posted January 8th, 2015 by PON Staff & filed under Uncategorized. 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. … Read In Business Negotiations, Do We All Need Rock-Star Agents?Posted December 17th, 2014 by Katie Shonk & filed under Business Negotiations. If you are a star athlete, an up-and-coming author, or a Hollywood actor, then you might not think twice about enlisting an agent to help you negotiate your next payment contract. If you are a professional in most other fields, however, you get by on your wits, thorough research, and negotiation skills and experience. The … Read Negotiation Skills and Dealmaking: Committing to an Arbitrary DeadlinePosted October 27th, 2014 by PON Staff & filed under Uncategorized. During the NBA’s 2011 lockout, NBA commissioner David Stern’s arbitrary deadlines may have done more harm than good. But he had more luck with an arbitrary deadline during the league’s previous lockout, which whittled the 1998–1999 NBA season down to 50 games per team, as Don A. Moore explained in a 2004 article for Negotiation. … Read Build On Your Past Success in Business NegotiationsPosted October 20th, 2014 by PON Staff & filed under Business Negotiations. For fans of AMC’s hit show Mad Men, the news was terrible. In late March 2011, the network publicly confirmed that the fifth season of the show, originally set to air summer of 2011, would not air until early 2012. A contract dispute with the show’s creator, producer, and head writer, Matthew Weiner, had held … Read Thanks to Keen Negotiation Skills, the Carolinas Avoid a Border DisputePosted September 10th, 2014 by Katie Shonk & filed under Uncategorized. Due to the frequency of their border disputes, the United States can at times seem not so united. The states of Georgia and Tennessee are currently embroiled in a heated conflict over a mile-long strip of land. A dispute between Georgia and South Carolina over several islands reached the Supreme Court, as did a conflict … Read Conflict Management Techniques: Should You Take Your Dispute Public?Posted August 11th, 2014 by PON Staff & filed under Conflict Resolution. To turn up the heat on opponents, negotiators sometimes advertise their grievances. Here’s negotiation skills advice on when it’s a good idea to be vocal—and when to keep talks private. The decision seemed nonsensical. Early on the morning of March 7, 2010, with the Academy Awards telecast just hours away, the Walt Disney Company pulled the signal on … Read Cooperation in Congress? Liberals and Libertarians Polish Their Negotiation SkillsPosted July 29th, 2014 by Katie Shonk & filed under Uncategorized. On June 19, Republican Representative Thomas Massie of Kentucky, a libertarian, teamed up with two liberal Democrats, Zoe Lofgren of California and Rush D. Holt of New Jersey, to push through an amendment that places new prohibitions on the National Security Agency and the CIA’s surveillance operations, including barring the agencies from engaging in warrantless … Read Dealmaking and Business Negotiations: 6 Tips for Novice HagglersPosted July 21st, 2014 by PON Staff & filed under Business Negotiations. Whether you’re purchasing a new home or car, or negotiating a discount on an inventory purchase for your firm, the art of haggling enables negotiators to make a strong claim for their share of the pie. Here are six tips from the Negotiation Briefings newsletter to help you start becoming a better at haggling in … Read Master the Art and Science of Haggling for More Productive Business NegotiationsPosted June 23rd, 2014 by PON Staff & filed under Business Negotiations. Just like the prices of houses, cars, and other big-ticket items, the prices of furniture, electronics, wine, jewelry, another “medium-ticket” goods are now frequently up for discussion. The ancient art of haggling—the back-and-forth dance of offers and concessions between buyer and seller—is making a comeback, and you would do well to brush up on your … Read Dealmaking Negotiations: Reading Additional Terms Into the DealPosted April 15th, 2014 by Guhan Subramanian & filed under Uncategorized. In a related maneuver aimed at protecting the weaker party to the deal, courts might infer additional terms within the contract or expand common-law notions of fiduciary duty. Consider the famous case of the Page brothers – let’s call them “Big Page” and “Little Page” for simplicity – who started a linen supply company in Santa … Read With “Surrender,” John Boehner Shows Keen Negotiation SkillsPosted February 25th, 2014 by Katie Shonk & filed under Uncategorized. On February 11, House of Representatives Speaker John A. Boehner reportedly rendered his Republican colleagues speechless. At a meeting of the Republican Capitol Hill Club, Boehner announced that he would bring to a vote a measure to raise the U.S. government’s borrowing limit without preconditions until March 2015, as reported in the New York Times. The … Read Why Do Managers Resist Facilitation?Posted June 24th, 2013 by Lawrence Susskind & filed under Business Negotiations. There are three major reasons that managers are reluctant to seek the assistance they need. … Read Complexity Personified: International Standards Negotiations from a Microsoft Manager’s PerspectivePosted May 6th, 2013 by PON Staff & filed under Uncategorized. Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective On April 3, 2013, the Program on Negotiation hosted Jason Matusow, General Manager of International Standards at Microsoft, for a lunch seminar. His talk, titled “Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective,” covered the myriad of challenges that can arise when managing both … Read Making the Most Out of Negotiation TrainingPosted March 7th, 2013 by PON Staff & filed under Business Negotiations. A passive approach to learning rarely leads to future negotiation success. To maximize your training experience, follow these guidelines. … Read PON co-sponsors negotiation skills training for Israeli and Palestinian studentsPosted January 9th, 2013 by PON Staff & filed under Uncategorized. Thanks to leadership from the Middle East Negotiation Initiative (MENI) of the Program on Negotiation at Harvard Law School, a series of negotiation skills trainings was recently provided to eleventh grade students from Jewish and Arab schools in Israel. These two-day workshops, co-sponsored by the Program on Negotiation and the Amal Network and funded by … Read Training for Non-Face-to-Face NegotiationsPosted January 3rd, 2013 by PON Staff & filed under Uncategorized. Negotiating by email poses a set of challenges that one doesn’t often encounter in face-to-face negotiations. Without the benefit of seeing your counterpart’s body language, what one person might intend to be a straightforward request the other might perceive to be rude. A legitimate delay responding to an email offer by one party might be construed … Read Negotiating for Continuous Improvement: Offer Ongoing Negotiation CoachingPosted August 15th, 2012 by PON Staff & filed under Uncategorized. How can organizations capitalize on negotiation experience? Through reflective practice: the process of considering the results of each negotiation in light of initial expectations and then discussing what ought to be tried next. While each negotiator must take initiative for reflective practice, to truly learn from experience, most need continual coaching from mentors. … Read Closing the Deal is Only the Beginning of the EndgamePosted March 8th, 2012 by PON Staff & filed under Uncategorized. Often it is the relatively small details of an agreement that can cause the most consternation in negotiation. When viewed in light of the big picture, these details can be of minor importance, but while in the heat of the action they can become points of contention capable of derailing the process altogether, especially if … Read To Improve Your Negotiation Skills, Choose the Right PartnerPosted March 5th, 2012 by PON Staff & filed under Uncategorized. Tensions between the Humane Society of the United States and United Egg Producers have existed for more than a decade. When the two sides are asked why they don’t come together to negotiate their differences, each answers that the other is someone with whom negotiation is difficult if not impossible. Often it is those parties … Read Negotiation Workshop Students Offer U.S. Assistant Attorney General Advice on Guantanamo BayPosted February 10th, 2012 by PON Staff & filed under Uncategorized. Guantanamo Bay is a location firmly fixed in the public mind as one of the many physical symbols associated with the age of terrorism. Before becoming President of the United States, Barack Obama promised the closure of this controversial site. Yet that promise was fraught with many political considerations, such as how to close a … Read Video: Professor Robert Mnookin leads negotiation skills training for Jewish and Arab students in IsraelPosted January 30th, 2012 by PON Staff & filed under Uncategorized. In this video, Professor Robert H. Mnookin, Chair of the Program on Negotiation, reflects on his experience leading a negotiation workshop for high school students in Israel. The key negotiation skills emphasized in the workshop were active listening and the ability to understand the perspective of the other side. As Professor Mnookin states … Read Mnookin featured as a distinguished speaker in IsraelPosted December 21st, 2011 by PON Staff & filed under Uncategorized. In December 2011, Professor Robert Mnookin, Chair of the Program on Negotiation, was invited by Daniel Shapiro, the U.S. Ambassador to Israel, to speak on the topic of his recent book: Bargaining with the Devil: When to Negotiate and When to Fight. Part of a series on “Distinguished American Speakers, ” the event was held in … Read Squeeze that orangePosted October 20th, 2011 by PON Staff & filed under Business Negotiations. Many of us operate under the assumption that any given pie is fixed. More for me means less for you, right? Not necessarily. While you still want to claim your fair share, in many negotiation situations, there exist value-creating opportunities that can be exploited to provide “more pie” to both parties. This counterintuitive approach is just … Read Negotiating: Five things you need to knowPosted September 23rd, 2011 by PON Staff & filed under Uncategorized. Jeswald W. Salacuse, the Henry J. Braker Professor of Law at the Fletcher School Negotiation skills are an essential part of life – and can be applied in situations as diverse as finalizing international business deals to making plans for a vacation with family. In a recent article for Tufts Journal, Professor Jes Salacuse offers … Read Why it pays to hagglePosted August 2nd, 2011 by PON Staff & filed under Uncategorized. Adapted from “Master the Art and Science of Haggling,” first published in the Negotiation newsletter, August 2009. Businesses that never would have considered negotiating with customers before the global economic crisis are now willing, even eager, to make a deal. Just like the prices of houses, cars, and other big-ticket items, the prices of furniture, electronics, … Read Negotiation training leads to more effective water diplomacyPosted July 1st, 2011 by PON Staff & filed under Uncategorized. Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as a fixed or scarce resource, and allocated in a way that assumes some parties will gain while others lose. In a recent blog post, Professor Lawrence Susskind examines … Read Video: Overcoming Obstacles in NegotiationPosted June 17th, 2011 by PON Staff & filed under Uncategorized. Great negotiators utilize multiple strategies for dealing with obstacles and overcoming complications in negotiations. Key tactics include preparing systematically in advance, and focusing relentlessly on the interests of the other party, as well as one’s own. In this video, Professor Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, shares his thoughts on … Read Video: PON-sponsored negotiation workshop engages Jewish and Arab students in Tel AvivPosted June 6th, 2011 by PON Staff & filed under Uncategorized. In March 2011, Professor James Sebenius, Professor of Business Administration at the Harvard Business School, led a negotiation workshop for Jewish and Arab high school students in Tel Aviv, as part of a pilot program co-sponsored by the Program on Negotiation, with support from the U.S. Embassy in Tel Aviv. This innovative program offered three … Read Learning multi-party negotiation from Vice-President BidenPosted May 16th, 2011 by PON Staff & filed under Uncategorized. Vice President Joe Biden is the President’s “secret weapon” in the coming budget negotiations, suggests Victoria Pynchon, in a recent post to the blog She Negotiates…and Changes Everything on Forbes.com. Pynchon argues that despite the fact that Biden is known for his public gaffes, it is his behind-the-scenes negotiation skills that make him a valuable … Read Harvard Law School Hosts 2010 American Bar Association Regional Negotiation CompetitionPosted December 7th, 2010 by PON Staff & filed under Uncategorized. Sixteen teams from nine different law schools from throughout the Northeast took part in the ABA Regional Negotiation Competition at HLS on November 13–14, 2010. Approximately 35 judges, all practicing lawyers in the Boston area, evaluated the teams and chose the winners. A team comprised of two first-year law students from Boston College Law School … Read Jeswald Salacuse Article Published in International Negotiation JournalPosted July 21st, 2010 by PON Staff & filed under Uncategorized. Jeswald Salacuse’s article Teaching International Business Negotiation: Reflections on Three Decades of Experience was published in International Negotiation, Volume 15, Number 2. The full article can be purchased here. Abstract: The author has taught international business negotiation in a wide variety of university courses and executive training programs throughout the world during the last three decades. He … Read Announcing the 2010 PON Summer FellowsPosted June 7th, 2010 by PON Staff & filed under Uncategorized. About the PON Summer Fellowship Program: PON offers fellowship grants to students at Harvard University, MIT, Tufts University and other Boston-area schools who are doing internships or undertaking summer research projects in negotiation and dispute resolution in partnership with public, non-profit or academic organizations. The Summer Fellowship Program’s emphasis is on advancing the links between … Read How to Lighten Your BurdensPosted March 23rd, 2010 by PON Staff & filed under Business Negotiations. For decades, General Electric (GE) and the Environmental Protection Agency sparred over who would pay for the removal of PCBs, or polychlorinated biphenyls, that GE had discharged into New York’s Hudson River, a cleanup project expected to cost hundreds of millions of dollars. In October 2005, the two sides came to an agreement. … Read To Avoid Disaster, Plan AheadPosted January 5th, 2010 by PON Staff & filed under Business Negotiations. In the midst of the recent financial crisis, accusations of greed on Wall Street have sounded across the globe. Greed may be a significant factor in the collapse of credit markets, but it’s not the only one. Overlooked in cries to punish the “bad apples” is the role of a mistake that virtually all negotiators … Read Obama healthcare moves follow Harvard playbookPosted June 17th, 2009 by PON Staff & filed under Uncategorized. President Obama’s healthcare reform game plan is classic “3-D Negotiation,” a strategy developed at the Harvard Program on Negotiation. We have no idea whether the President or his aides are students of the Harvard approach, as set out by Prof. James K. Sebenius, vice chair of the Program on Negotiation, and co-author David Lax, in their … Read Negotiating When Business and Family CollidePosted June 30th, 2008 by PON Staff & filed under Uncategorized. Basic negotiation skills may seem easy to apply in business situations but what about when business and family collide? For example, a 69-year-old CEO of a large financial firm that has been in his family for three generations is considering retirement. He has three children who may be interested in taking over the business in addition … Read Brahimi Receives 2002 Great Negotiator AwardPosted October 4th, 2002 by PON Staff & filed under Uncategorized. Ambassador Lakhdar Brahimi (middle) with James Sebenius (left) and Jeswald Salacuse at Harvard Business School on October 2, 2002 The Program on Negotiation at Harvard Law School is pleased to announce that the recipient of the 2002 Great Negotiator Award is Ambassador Lakhdar Brahimi, the United Nations Secretary General’s Special Envoy to Afghanistan. Ambassador Brahimi is a … Read What are the best practices in negotiations and explain the concept of BATNA?A BATNA, or Best Alternative to Negotiated Agreement, represents the best option to one party in a negotiation if the talks fail. A strong BATNA means that that party has a reasonably attractive alternative to negotiation; if they fail to reach agreement, they can implement the BATNA with minimal disruption.
Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process? Answer: This is a challenging paradox for negotiators to manage because new "opportunities" may in fact be Trojan horses harboring unpleasant surprises.
What are the three key stages and phases that characterize multilateral negotiations?what are the three key stages and phases that characterize multilateral negotiations? the prenegotiation stage, managing the actual negotiations, and managing the agreement stage.
What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?Question your perceptions of fairness and ground them in clear principles.. Find external benchmarks of fair outcomes.. Engage in dialogue to reach consensus on fairness. Sets with similar terms.. |
Which of the following statements is true of mastering the key paradoxes in negotiation?
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