Articles from Best Partner (trending on the web)

Dear Negotiation Coach: Negotiating Reverse Auctions

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QUESTION
For years, my company had long-term relationships with our customers, in which we would sit down for annual negotiations. But over the past few years, more of our customers have required us to participate in “reverse auctions” run by procurement departments. Sometimes these auctions are online, and sometimes they are in person; sometimes they are
The post Dear Negotiation Coach: Negotiating Reverse Auctions appeared first on PON - Program on Negotiation at Harvard Law School.

Successes and Messes: Ripping Up a Sweetheart Deal, Mid-Contract

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The Kansas City Royals didn’t have to give catcher Salvador Perez better terms—but did anyway.
It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team in today’s market, according to the New York Times. So why did the Kansas City Royals throw out their old agreement with star catcher Salvador
The post Successes and Messes: Ripping Up a Sweetheart Deal, Mid-Contract appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation Research You Can Use: Make Stronger First Offers in Multi-Issue Negotiations

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Make stronger first offers in multi-issue negotiations
New research suggests how to frame your opening offer for maximum advantage.
Should you make the first offer in negotiation?
It’s not a trivial question. The negotiator who makes the first offer can powerfully anchor the discussion in her favor, research has found. In fact, the first offer accounts for between
The post Negotiation Research You Can Use: Make Stronger First Offers in Multi-Issue Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

How Your Organization Can Benefit from Mediation Techniques

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If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a turf war. Your administrative assistant is upset because the HR director won’t approve the
The post How Your Organization Can Benefit from Mediation Techniques appeared first on PON - Program on Negotiation at Harvard Law School.

How to Use MESOs in Business Negotiations

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It’s not uncommon in business negotiations to find yourself on the brink of impasse. You and your counterpart have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. With each side firmly rooted in its position, there may seem to be no way forward.
The post How to Use MESOs in Business Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

Fairness and Equity in Negotiation

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Imagine that you and your business partner agree to sell your company. You get an offer that pleases you both, so now you face the enviable task of splitting up the rewards.
Some background: Your partner put twice as many hours into the firm’s start-up as you did, while you worked fulltime elsewhere to support your
The post Fairness and Equity in Negotiation appeared first on PON - Program on Negotiation at Harvard Law School.

World in Crisis! Run One of the Most Immersive and Rewarding Negotiation Games Ever Created

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This negotiation simulation comprised “the most intense, challenging and educational days of my life” reported one participant. What sort of experience could possibly elicit such a comment? One of the most immersive and rewarding negotiation games ever developed: a 72-party mega-simulation called the Transition Exercise!
The Transition (Excercise Trailer) from MediaTank on Vimeo.
This one-of-a-kind, intensive, multi-party

How Outsider Status Benefits Negotiators at the Bargaining Table

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When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, a good attitude, and a winning personality.
The post How Outsider Status Benefits Negotiators at the Bargaining Table appeared first on PON - Program on Negotiation at Harvard Law School.

Culture and Teaching Negotiation: A Presentation by David Fairman

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David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range of cultural backgrounds.
The post Culture and Teaching Negotiation: A Presentation by David Fairman appeared first on PON - Program on Negotiation at Harvard Law School.

5 Tips for Improving your Negotiation Skills

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The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking time to prepare thoroughly. The following five guidelines will help you break this daunting task into a series of manageable—and often essential—strategies.

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