Articles from Best Partner (trending on the web)

Using Integrative Negotiation Techniques to Close the Deal

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Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved.
The post Using Integrative Negotiation Techniques to Close the Deal appeared first on PON - Program on Negotiation at Harvard Law School.

In Negotiation, How Much Authority Do They Have?

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While hammering out an agreement during negotiation, a mid-level manager offered a customer a significant price discount. When the discount failed to materialize, the customer sued. In response, company representatives argued that the manager did not have the authority to offer the discount. Who is right?
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The Importance of Relationships in Negotiation

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A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.
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Negotiation Skills: Building Trust in Negotiations

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Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties.
The post Negotiation Skills: Building Trust in Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation Skills and Bargaining Techniques from Female Executives

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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 strategies to accommodate these shifts.
The post Negotiation Skills and Bargaining Techniques from Female Executives appeared first on PON - Program on Negotiation at Harvard Law School.

Bringing a Multiparty Agreement Back from the Brink

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In December 2015 in Paris, delegates from 195 nations celebrated reaching agreement on a landmark global climate accord. But a year and a half later, the future of the accord sank into doubt when American president Donald Trump revealed he was withdrawing the United States from the pact. With the move, the U.S. government joined
The post Bringing a Multiparty Agreement Back from the Brink appeared first on PON - Program on Negotiation at Harvard Law School.

Dear Negotiation Coach: A Flexible Approach to Flextime

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Q: I’m the head of human resources at a medium-sized company. We are piloting a program in which we will offer employees increased ability to self-schedule their hours and work from home. We’re trying to figure out whether this is something that employees really value and, if so, whether we should bring this up in
The post Dear Negotiation Coach: A Flexible Approach to Flextime appeared first on PON - Program on Negotiation at Harvard Law School.

For Hollywood Writers, a Heavily Negotiated New Script

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In its negotiations for a new contract with entertainment companies this spring, the Writers Guild of America (WGA) delivered at the bargaining table what many film and TV viewers crave onscreen: plenty of suspense and a hard-won, if imperfect, victory.
The WGA, which represents more than 12,000 film and TV writers, negotiated for seven weeks with
The post For Hollywood Writers, a Heavily Negotiated New Script appeared first on PON - Program on Negotiation at Harvard Law School.

Using E-Mediation to Resolve Workplace Conflict

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When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can make use of in-house procedures and systems set up for managing disputes, if they exist; or they can refer the case to a professional mediator.
Increasingly, employers are
The post Using E-Mediation to Resolve Workplace Conflict appeared first on PON - Program on Negotiation at Harvard Law School.

When First Offers Fail

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In negotiation, the party who makes the first offer often gets the lion’s share of the value. That can be due to the anchoring effect, or the tendency for the first offer to “anchor” the bargaining that follows in its direction, even if the offer recipient thinks the offer is out of line.
Yet plenty of
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