Joel Cutcher-Gershenfeld

An expert in large-scale systems change, negotiation, and industrial relations, Joel Cutcher-Gershenfeld is a professor at Brandeis University, where he leads research on agile institutions and teaches classes on strategy and operations. As the editor of the Program on Negotiation at Harvard Law School’s Negotiation Journal, Cutcher-Gershenfeld advances the theory, practice, and instruction of negotiation
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A Criminal Plea Bargain Simulation

The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. State v. Huntley is a two-party criminal plea bargain negotiation between a prosecutor and a public defender for a man charged with aggravated rape.
Criminal Plea Bargain Scenario: Two police officers on routine patrol were stopped at 2:30 a.m.
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The most readily useful Way to publish a fruitful Business and Management Essay

The most readily useful Way to publish a fruitful Business and Management Essay Any management student gets to write a in today’s modern industrial world management essay at some point. The objective of such pieces would be to offer a understanding of the means the pupil thinks provided a given subject and their standard of […]

How to Manage Conflict at Work

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
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Mutually Beneficial Agreements: Tips for Creating Deals that Last

David Schwimmer, the actor who played Ross on the hit television comedy Friends, famously convinced the show’s five other leads in the early years of its run to negotiate their contracts with NBC as a team. The “mini union” formed by the actors ultimately helped them negotiate an unprecedented $1 million each per episode during
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Retailers: Discounting Your Way Out of Trouble Is a Death Spiral

Why ditching the discount and dialing up the customer experience (with a focus on flexibility) is more likely to deliver success.  When a marquee brand or major, traditional retailer releases a disastrous earnings outlook, what is the first thing they usually do in an effort to bail themselves out? Far too often, they believe that they can discount and ... Read more

“In the Name of Peace: John Hume in America” Film Screening and Discussion

The Program on Negotiation Film Series is pleased to present:
A Film Screening of
In the Name of Peace: John Hume in America
Followed by a discussion with:
Maurice Fitzpatrick
Author & Filmmaker
Moderated by
Professor Mari Fitzduff
Brandeis University
 
Monday, September 17, 2018
6:30 – 9:00 PM
Langdell Hall North, 225 Vorenberg Classroom
Harvard Law School Campus
Cambridge, MA
 
Free and open to the public; food and refreshments will

The Art of Negotiation: Anger Management at the Bargaining Table

Displays of anger can pay off for negotiators, at least when it comes to claiming value in negotiation, research shows. Viewing angry negotiators as formidable opponents, we respond to their demands by making concessions, professor Gerben A. van Kleef of the University of Amsterdam and his colleagues found in research from 2004.
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The Ladder of Inference: A Resource List

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