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Video: Panel discussion of “The Diplomat: The Life and Legacy of Richard Holbrooke”

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The Program on Negotiation Film Series was pleased to present a screening and discussion of a new documentary, “The Diplomat: The Life and Legacy of Richard Holbrooke,” on Tuesday, April 12, 2016. Following the screening, Professor James Sebenius, Harvard Business School, was joined by David Holbrooke, the director of “The Diplomat,” for a discussion of
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Video: Panel Discussion of “Bridge of Spies”

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The Program on Negotiation Film Series presented a screening and discussion of “Bridge of Spies” on Wednesday, March 30, 2016. The panelists were:
Dean Martha Minow, Harvard Law School
Professor Michael Wheeler, Harvard Business School
Beth Amorosi, President, AMO Communications LLC, and James Donovan’s Granddaughter
About the film:
“Bridge of Spies” tells the story of James Donovan (Tom
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Exploring New Opportunities to Negotiate in Conflict Resolution

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Many U.S. law schools are in crisis, to hear some tell it. To combat economic downturns, many law firms instituted policies of mass layoffs and pay cuts. Years after the 2008 financial recession, few have recovered.
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Moving beyond “us versus them”

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Over the years, what many believe to be Jesus’s tomb in Jerusalem’s Old City has been the site of tensions that have at times escalated into violence. Inside the Church of the Holy Sepulchre, Greek Orthodox, Armenian Orthodox, and Roman Catholic communities guard the shrine surrounding the tomb, which they consider the holiest site in
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Choosing and Using a Negotiation Adviser

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As he approached the June 23 National Basketball Association (NBA) draft this year, top prospect Jaylen Brown, a student at the University of California (UC), Berkeley, made the unusual yet logical decision to participate in the draft process without the aid of a sports agent. Brown, the 2016 Pac-12 Freshman of the Year, likely decided
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Dear Negotiation Coach: Responding (Or Not) to an Ultimatum

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QUESTION
A counterpart recently made a “take it or leave it” offer during our negotiation. I wasn’t ready to accept the offer, but I didn’t want to walk away, either. Any advice on how to respond?
ANSWER
In my recent book, Negotiating the Impossible, I look at the many ways in which negotiators can break deadlocks and resolve
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Negotiation in the News: In a new role, Hollywood actresses fight for equitable pay

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In December 2014, leaks of data hacked from Sony Pictures revealed pay inequities between men and women, both actors and studio executives. The revelations drew attention in Hollywood and beyond about the lingering salary gap between men and women. In particular, the news that American Hustle stars Jennifer Lawrence and Amy Adams were paid less
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Negotiation Research You Can Use: When Fear of Impasse Leads to Bad Deals

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Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an auto dealership, for example, you shouldn’t buy a used car if you are pretty sure you can get a better deal on a comparable car elsewhere. Yet in
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A Business Negotiation Case Study: Ending the NHL Lockout

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How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by looking for tradeoffs.
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In Platform Negotiations with Clinton, Sanders is Finally Victorious

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With the Democratic National Convention fast approaching, Vermont senator Bernie Sanders used the Hillary Clinton campaign’s fear of a divisive spectacle in Philadelphia to extract concessions on the party’s official platform and committee assignments. The senator’s tough dealmaking suggests an important negotiation lesson: Always know your BATNA and ZOPA in any negotiation.
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