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How Technology is Changing Us and the Way We Negotiate

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Imagine that two people are introduced to each other via email by a mutual friend. They begin discussions on the phone regarding a potential business partnership, which lead to several in-person meetings during which their laptops are open and their smartphones are on the table, available for checking facts and tracking down data. In between
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Negotiation Research You Can Use: When Women Negotiate More Ethically Than Men

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Men and women approach negotiation differently, on average, research suggests. Women initiate negotiations on their own behalf less frequently than men, for example, though they are just as likely as men to advocate for others. In addition, women—and not men—tend to face a backlash for bargaining on their own behalf, an outcome that may explain
The post Negotiation Research You Can Use: When Women Negotiate More Ethically Than Men appeared first on PON - Program on Negotiation at Harvard Law School.

For Price Negotiators, Preparation is the Key to Success

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Some cultures have a long tradition of haggling—bargaining back and forth about the price of an item—in markets and bazaars. By contrast, in the United States and many other countries, haggling between buyers and sellers is an under-practiced skill. You might routinely pass up opportunities to haggle in situations where financial negotiations are not the
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The Value of the Contrast Effect in Financial Negotiations

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In financial negotiations, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be the most effective way to get to “yes.”
Here’s a story about consumer behavior in financial negotiations, as described by Itamar Simonson of Stanford’s Graduate School of Business and the late Amos Tversky in a
The post The Value of the Contrast Effect in Financial Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

Teaching Kids How to Negotiate World Peace

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A few years ago, the Program on Negotiation Film Series screened “World Peace and Other 4th-Grade Achievements,” a documentary film that follows John Hunter, a public school teacher in Virginia, and his class of fourth graders as they play a highly interactive game called the “World Peace Game.“ Hunter invented this game to teach
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When a Win-Win Negotiation Creates Controversy

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In negotiation, the concessions we are willing to make in public sometimes are very different from the concessions we are willing to make in private.
Take the statement that U.S. secretary of state Rex Tillerson made during his visit to China in March.
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Persuasive Parenting through Negotiation

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In his book How to Negotiate with Kids…Even When You Think You Shouldn’t (Viking, 2003), Scott Brown, a co-founder of the Harvard Negotiation Project at Harvard Law School, outlines a framework for dealing with your children using the principles of negotiation.
He identifies six principles of “persuasive parenting” that will allow you and your child to
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Learning from the Failed Negotiations to Repeal and Replace Obamacare

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“It’s going to be so easy,” Donald Trump said this past October, referring to his plan to immediately repeal and replace the Affordable Care Act (ACA) if elected president. But, once in office, President Trump found healthcare reform to be much more difficult than he’d expected.
On March 24, after failing to win over enough votes
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Kelman Seminar: The Vienna Project, Holocaust Memory and Social Activism

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The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution presents:
The Vienna Project, Holocaust Memory and Social Activism
with
Karen Frostig
Director, “The Vienna Project”
Associate Professor, Lesley University
Resident Scholar, Women’s Studies Research Center, Brandeis University
 
Monday, May 1, 2017
4:00 – 5:30 PM
Pound Hall, Room 100
Harvard Law School Campus
1563 Massachusetts Ave
Cambridge, MA
About the speaker:
Karen Frostig works as a conceptual,

What is Crisis Management in Negotiation?

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Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether that crisis involves a building evacuation, a tumble in the company’s stock price, or a product recall.
Why does the need for crisis negotiation arise, what is crisis management
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