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In Sales Negotiations, Learn from a Seller’s Market 27 Aug 2013 | 06:56 pm
With home sales heating up in some parts of the United States, homebuyers are facing competition they haven’t seen since before the real-estate bubble burst, and it’s showing up in the form of packed ...
The Art of Deal Diplomacy 26 Aug 2013 | 09:54 pm
Adapted from “The Art of Deal Diplomacy” by Jeswald Salacuse for the March 2004 issue of the Negotiation newsletter. Executives rarely view themselves as diplomats. Rightly or wrongly, diplomacy evok...
From Handshake to Contract: Draft the Right Agreement 23 Aug 2013 | 08:29 pm
Adapted from “From Handshake to Contract” by Guhan Subramanian in the October 2006 issue of the Negotiation newsletter. Some negotiations end with a plan of action rather than a signed contract – for...
Putting Negotiation Training to Work: The Limits of Lectures 22 Aug 2013 | 02:03 am
Adapted from “Putting Negotiation Training to Work” by Max Bazerman in the September 2005 issue of the Negotiation newsletter. Lectures, like publications such as this one, are an excellent means of ...
In Conflict Management, The Devil is in the Details 19 Aug 2013 | 11:52 pm
Negotiators engaged in conflict management are commonly advised to focus on the big picture, but sometimes it’s the smaller signs that can derail an agreement. That was literally the case in July whe...
The Future of Warfare and “Invisible Threats” to Peace: How Technology is Reshaping the Battlefield 16 Aug 2013 | 07:09 pm
Program on Negotiation and Harvard Law School faculty member Gabriella Blum‘s essay “Invisible Threats,” co-authored with Benjamin Wittes of the Brookings Institution, was featured on the Harvard Law ...
Negotiate a Vision for Your Organization 16 Aug 2013 | 12:07 am
Adapted from “Real Leaders Negotiate” by Jeswald Salacuse in the May 2006 issue of the Negotiation newsletter. Organizations, large and small, look to their leaders to establish an organizational vis...
Beware Your Counterpart’s Biases 14 Aug 2013 | 11:13 pm
Adapted from “Beware Your Counterpart’s Biases” by Max H. Bazerman for the December 2005 issue of the Negotiation newsletter. After a failed negotiation, it’s tempting to construct a story about how ...
The Dell Buyout: Michael Dell Weighs His BATNA 13 Aug 2013 | 05:30 pm
In negotiation, your best source of power typically is your “best alternative to a negotiated agreement,” or BATNA. By cultivating appealing options away from the table, you free yourself up to walk a...
When and Why Do Negotiators Cave In? 12 Aug 2013 | 07:49 pm
Adapted from “Break Through the Tough Talk” by Kristina A. Diekmann and Ann E. Tenbrunsel for the September 2006 issue of the Negotiation newsletter. When you expect an opponent to be competitive, yo...
