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How Mood Affects Negotiators

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What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace
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Mediating Better Community Relations in New Orleans

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On May 14, Susan Hutson, the independent police monitor for the city of New Orleans brought together community stakeholders and police officials to help formulate a program that would allow police officers and citizens to mediate minor disagreements, the New Orleans Times-Picayune reports. Aided by a professional mediator, citizens and officers would sit face to
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Promoting Fair Outcomes in Negotiation

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So, you believe you’ve done everything you can do create value in your negotiation. You engaged in logrolling, making trades based on your and the other party’s different preferences on particular issues. You brainstormed new issues to add to the discussion, added a contingent contract, and proposed multiple offers simultaneously to identify which your counterpart
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Dear Negotiation Coach: Improving Hiring Decisions

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Q: I run a large sales organization and am hoping to improve our hiring process because we are currently struggling to reduce employee turnover. Is there a good strategy for us to get a better sense of which candidates we should be pursuing?
A: When you are deciding whom to hire, keep in mind that you
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Negotiating with Rivals

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Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox.
Whether we work in politics, business, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one another to increase
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Negotiation Research: For Dispute Resolution, Consider a Lawyer Trained in Mediation

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If you needed a lawyer to help you settle a business dispute, would you prefer (a) one who was completely partisan toward your point of view or (b) one who saw both sides of the conflict?
You might assume that the partisan lawyer would work harder for you than someone who sees things from both sides’
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Don’t Forget to Negotiate the Process

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This past October, as the United Kingdom (UK) began gearing up for its negotiations to exit the European Union (EU)—a process known as Brexit—scheduled to begin in March, Reuters reported that the EU’s lead Brexit negotiator, former French foreign minister Michel Barnier, had asked for the negotiations to be conducted in French rather than English.
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Taking the Plunge: How a Controversial Partnership was Born

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“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and entertainment firm Time Warner, announced on October 22 of last year. As of November, it was the biggest merger of 2016, with $85.4 billion in cash and
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Tel Aviv

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About the On-Site Faculty Member
The on-site instructor for this workshop will be Samuel (Mooly) Dinnar. Dinnar is an instructor with the Harvard Negotiation Institute, a strategic negotiation advisor, and an experienced mediator of high-stakes complex business disputes, with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor.
In
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Audrey Lee

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Audrey Lee is a Senior Mediator at Boston Law Collaborative, LLC and a Founding Principal of Perspectiva, LLC. She is also Executive Director of the BLC Institute, a non-profit dedicated to providing education and training in all aspects of dispute resolution.
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