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Why Negotiations Fail

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When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are
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Case Studies: Ten Great Conflict Resolutions

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Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s
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Negotiation Research: When Breaks from Conflict Build Trust

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Parties engaged in armed conflict often agree to cease-fires as a first step toward negotiating a peaceful resolution. Yet cease-fires and the agreements they inspire often are unstable, as recent conflicts have shown.
In Colombia, for example, where the government and the Marxist guerrilla group FARC have been locked in conflict since 1964, four years of
The post Negotiation Research: When Breaks from Conflict Build Trust appeared first on PON - Program on Negotiation at Harvard Law School.

In Group Negotiations, Make Sure Your Voice is Heard

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When President Barack Obama first took office, in 2008, two-thirds of his top aides were men. Moreover, some of those men were known for their brash, dominant personalities, including then chief of staff Rahm Emanuel and economic adviser Lawrence Summers. Consequently, “the West Wing was a well-documented bastion of testosterone,” reports Juliet Eilperin in the
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Dear Negotiation Coach: Dealing with Early-Bird Bidders

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Q: I’m selling my house in a seller’s market. As is the convention in this market, I listed the house at the higher end of its value and specified a deadline for prospective buyers to submit their offers. I was attempting to induce a bidding war. Typically, in this situation, offers come in very close
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Successes & Messes: A Notoriously Bad Deal

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In business negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported by sound analysis and advice, we risk winding up with regrets.
Take the case of star running back Ricky Williams, now retired, and the sports agency he worked with as
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Pull Off a Successful Negotiation Campaign

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Sometimes our negotiations to achieve a desired dream take months. Sometimes they take years. The dream of building a museum of African American history on Washington, D.C.’s, National Mall endured over 100 years, ramped up in the past 15, and culminated with the opening of the National Museum of African American History and Culture on
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Negotiating Advice for Congressional Democrats in the Era of Trump

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In the aftermath of the 2016 election, with Republicans poised to control the White House and both houses of Congress, Democrats in Washington are struggling to determine how they will go about meeting their goals in the face of seemingly insurmountable odds.
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The Value of Using Scorable Simulations in Negotiation Training

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In the fall of 2015, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak on how he uses quantifiable data to plot student-learning trajectories. The ensuing conversation extends the ongoing debate within the negotiation pedagogy community regarding the way we assess instructional
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The Power of a Simple Thank You

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Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and other contexts, showing gratitude also motivates those we thank to keep on giving.
In a series of experiments, researchers Adam M. Grant and Francesca Gino examined why expressions of
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