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5 Good Negotiation Techniques

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You’ve mastered the basics of good negotiation technique: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of the bargaining range, and search for wise tradeoffs across issues to create value. Now, it’s time to absorb five lesser-known but similarly effective negotiation topics and techniques that
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What is Anchoring in Negotiation?

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What is anchoring in negotiation, and how does it play out?
Consider this anchoring bias example from Harvard Business School and Harvard Law School Guhan Subramanian. While running a negotiation simulation in one of his classes, Subramanian noticed that one student spent a considerable amount of time explaining why $10.69 per hour would be an impossible
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A Negotiation Back on the Rails with Transactional Leadership

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Crumbling transportation infrastructure has become a serious issue across the country. Nowhere is this problem more acute than the nation’s capitol, where the forty year-old Metro has been plagued by ineffective, bureaucratic leadership, and is now on the verge of collapse. New Metro Chairman Jack Evans aims to tackle those problems head-on, but he drew
The post A Negotiation Back on the Rails with Transactional Leadership appeared first on PON - Program on Negotiation at Harvard Law School.

How to Defend Against “Scope Creep” at the Negotiation Table

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The following question was asked of Negotiation Coach and PON faculty member Guhan Subramanian in the February 2014 issue of the Negotiation Briefings newsletter:
Question: I run a small consulting firm that has a services contract with a major multinational corporation. The team we work with has a bad habit of continually adding items to the
The post How to Defend Against “Scope Creep” at the Negotiation Table appeared first on PON - Program on Negotiation at Harvard Law School.

How to Find the ZOPA in Business Negotiations

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In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome.
How can you avoid these pitfalls? Through careful preparation that includes an analysis of the zone of possible agreement, or ZOPA.
The agreement trap
The “agreement trap” describes the tendency to agree
The post How to Find the ZOPA in Business Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation Games

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Going to trial, it’s said, is like rolling the dice. That proved true in June 2006, when an exasperated federal judge, the Honorable Gregory A. Presnell, ordered litigants to play a game of Rock Paper Scissors if they could not privately resolve their differences over a procedural issue. The lawyers were stalemated on where to
The post Negotiation Games appeared first on PON - Program on Negotiation at Harvard Law School.

The Soft Vengeance of a Freedom Fighter: Reflections on Conflict and Reconciliation with Justice Albie Sachs

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The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution,
and Beyond Conflict are pleased to present
The Soft Vengeance of a Freedom Fighter:
Reflections on Conflict and Reconciliation with
Justice Albie Sachs
Justice Albie Sachs
Art of Change Fellow, Ford Foundation
Former Judge, Constitutional Court of South Africa
 
Wednesday, May 18, 2016
10:30 AM – 12:00 PM
Bowie Vernon Room, K-262
Knafel Building, Weatherhead

Negotiating for Continuous Improvement: Report Negotiation Results Internally

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To further improve negotiations, a company could publish an internal negotiation newsletter that can be distributed through a secure company intranet. Each month, the person overseeing the newsletter could choose a negotiation involving someone within the company.
The post Negotiating for Continuous Improvement: Report Negotiation Results Internally appeared first on PON - Program on Negotiation at Harvard Law School.

For Paris Climate Accord, April 22 Marks Moment of Truth

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During the process of hammering out a complex international negotiation, getting to the finish line—a final agreement—can seem like the hardest part. But negotiators often come to realize that implementing that agreement can impose even greater challenges and require deeper reservoirs of diplomatic skill.
Take the global climate change agreement reached in Paris in December 2015.
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Servant Leadership and Warren Buffett’s Giving Pledge

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Billionaire Warren Buffett is not particularly interested in making more money for himself. At 85 years old, he has amassed a staggering fortune, worth over $65 billion. Instead, what has consumed him for the last six years is how to give it all away, and how to convince other billionaires to do the same. In
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