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Why Great Negotiators Earn More Money

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What’s the best way to claim more money in a negotiation? Many professional negotiators would recommend hard-bargaining tactics, such as asking the other party to disclose their bottom line, standing firm on price, and threatening to walk away. But truly great negotiators recognize that using haggling strategies alone may leave significant money on the table.
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Managing Difficult Employees—and Those Who Just Seem Difficult

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Ask the many managers of a certain high-volume restaurant in the Midwest what their greatest work challenge is, and they’d most likely say something along the lines of, “managing difficult employees.”
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Negotiation and Leadership: Dealing with Difficult People and Problems

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It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios,
The post Negotiation and Leadership: Dealing with Difficult People and Problems appeared first on PON - Program on Negotiation at Harvard Law School.

New Findings in the Field of Negotiation: Meirav Furth-Matzkin and Adepeju O. Solarin

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The Program on Negotiation at Harvard Law School is pleased to present:
New Findings in the Field of Negotiation:
Research from the PON Graduate Research Fellows
with
Meirav Furth-Matzkin
SJD Candidate
Harvard Law School
and
Adepeju O. Solarin
PhD Candidate, Political Science
Albert Ludwigs University of Freiburg, Germany
 
Wednesday, April 26, 2017
12:00 – 1:30 pm
Exact Location TBD
Harvard Law School
Free and open to the public. Lunch will

Dear Negotiation Coach: Perfect Pitch: Make Your Ideas Resonate in Negotiation

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Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas for new products or processes, it’s always a colleague’s idea that gets chosen over mine. Negotiators are good at persuasion. Do you have any tips to increase my
The post Dear Negotiation Coach: Perfect Pitch: Make Your Ideas Resonate in Negotiation appeared first on PON - Program on Negotiation at Harvard Law School.

When Forming First Offers, Take Precision into Account

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What should your first offer be in a negotiation?
The question doubtless has led to sleepless nights for negotiators who understand that the first offer in a negotiation tends to have a strong anchoring effect on the haggling that may follow. Because even extreme offers can pull the discussion in their direction, the question of how
The post When Forming First Offers, Take Precision into Account appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation Research: Looking for a Favor? Ask in Person

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Imagine that you are about to ask someone for something. Maybe you’re trying to initiate a negotiation by asking a potential customer to listen to your proposal. Or you could be making a one-off request, such as asking a neighbor to quiet his barking dog. How likely do you think it is that the other
The post Negotiation Research: Looking for a Favor? Ask in Person appeared first on PON - Program on Negotiation at Harvard Law School.

When Negotiators Strive to Appear Unpredictable

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During the height of the Vietnam War, U.S. president Richard Nixon confided in his chief of staff, H. R. Haldeman, that he had devised a special strategy to end the war: He was trying to convince his Communist Bloc enemies, the Soviet Union and the North Vietnamese, that he was insane. In his book The
The post When Negotiators Strive to Appear Unpredictable appeared first on PON - Program on Negotiation at Harvard Law School.

Switching Channels: How Fox Star Megyn Kelly Ended up at NBC

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In the summer of 2016, it seemed the approaching end of television journalist Megyn Kelly’s contract with Fox News in mid-2017 couldn’t have been better timed for her. The host of the daily evening news program The Kelly File on Fox, she had seen her profile rise over the past year, beginning with her pointed
The post Switching Channels: How Fox Star Megyn Kelly Ended up at NBC appeared first on PON - Program on Negotiation at Harvard Law School.

Resolving Conflicts Over Deeply Held Values

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Astronomers consider Mauna Kea, a dormant volcano that rises more than two miles above the Pacific Ocean on the island of Hawaii, to be the premier site in the world for viewing the night sky. Due to the volcano’s high altitude and tranquil, dark nights, NASA and groups of scientists from around the globe began
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