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Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking

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After closing the deal in negotiations, we often feel a sense of pride. Imagine, for example, that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how
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Putting Your Negotiated Agreement Into Action

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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.
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The Advantages of a Neutral Third-Party Mediator in Dispute Resolution Scenarios

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What role does a mediator play in internal negotiations? In this article, mediation in the context of negotiation is discussed with reference to recent findings in negotiation research.
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Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated Agreements

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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
The post Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated Agreements appeared first on PON - Program on Negotiation at Harvard Law School.

Ethics in Negotiation: How to Avoid Deception in Employment Negotiations

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Ethics in negotiation can involve expectations of fairness, equity, and honesty but, sometimes, despite your best intentions, one or more of these four forces might lead you to behave unethically during job offer negotiations:
The post Ethics in Negotiation: How to Avoid Deception in Employment Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

How to Negotiate Online

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

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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.
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Kelman Seminar: Out of Our Minds: Empathy in International Conflict Resolution

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The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution presents:
Out of Our Minds:
Empathy in International Conflict Resolution
with
Matt Waldman
Director of the Center for Empathy and International Affairs
Associate Fellow of Chatham House – The Royal Institute of International Affairs
Adviser to the UN Special Representative for Somalia
 
Monday, November 13, 2017
4:00 – 5:30 PM
CGIS North,

3 Types of Power in Negotiation

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Social psychologists have described different types of power that exist in society, and negotiators can leverage these types of power in negotiation as well.
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Negotiation Techniques from International Diplomacy: Lessons for Business Negotiators

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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.
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