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Right of First Refusal: A Potentially Win-Win Negotiation Tool

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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
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Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations

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This article discusses the Obama administration’s decision to engage with Russia in crisis negotiations as the civil war in Syria grows increasingly violent.
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Framing in Negotiation

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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 framed it that’s holding you back.
The concept of framing in negotiation describes the fact that the way we describe our offers strongly affects how others view them. For
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Power in Negotiation and Self-Fulfilling Prophecies

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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.
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Optimal Outcomes: Solve the Unsolvable – Even Without the Other Side’s Cooperation; a book talk with Jennifer Goldman-Wetzler

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The Program on Negotiation at Harvard Law School is pleased to present:
Optimal Outcomes:
Solve the Unsolvable – Even Without the Other Side’s Cooperation
with
Jennifer Goldman-Wetzler, Ph.D.
Founding Principal, Alignment Strategies Group
 
Wednesday, September 27, 2017
12:00 – 1:00 pm
Pound Hall, Room 101
Harvard Law School
Free and open to the public. Lunch will be provided.
About the Book:
This talk will bring to life

Teach Your Children How to Resolve Conflicts With This New Book

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We’ve all been there. One kid wants it his way; the other wants it her way and an inevitable conflict ensues. Shouting, crying, and harsh words are often part of the mix—creating stress for everyone, including the parents.
While the Program on Negotiation (PON) offers numerous programs and resources for adults, there hasn’t been anything specifically
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Learning From Negotiation Role-Plays

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It’s a familiar practice in negotiation training: Students are divided up and assigned to engage in role-play exercises known as simulations. Each person reads confidential information about her role, the two (or more) players get together and negotiate, and then the class reconvenes to debrief the experiences.
Simulation took root as a common method for teaching
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Why Is Sincerity Important? How to Avoid Deception in Negotiation

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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.
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How Hardball Negotiation Tactics Can Backfire

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In negotiations and disputes, punishment and threats often seem like the only way to win concessions. But business negotiators would do well to remember how Time Warner’s gambit unfolded.
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Real Leaders Negotiate to Meet Their Organization’s Goals

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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
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