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Program on Negotiation Faculty Member Daniel Shapiro Releases New Book – Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts

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Program on Negotiation faculty member Daniel Shapiro’s latest book, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts, is now available at the Teaching Negotiation Resource Center.
Dan Shapiro has written a masterpiece – clear, insightful, and practical – about the most difficult and emotionally-charged of negotiations…Highly recommended!
-William Ury, co-author of Getting to Yes

Negotiation Research Examines Ethics in Negotiating Scenarios

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A lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times.
The problem starts with the somewhat arbitrary, sky-high prices that hospitals put on their supplies and
The post Negotiation Research Examines Ethics in Negotiating Scenarios appeared first on PON - Program on Negotiation at Harvard Law School.

In Acrimonious Disputes, Conflict Management is Key

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Parties to a business dispute often become so focused on beating the other party that they lose sight of their most important goals. Conflict management efforts can be even more intense and seeming insurmountable between estranged romantic partners with a history of acrimony and distrust.
Consider rock star Madonna’s ongoing legal dispute with her ex-husband, film
The post In Acrimonious Disputes, Conflict Management is Key appeared first on PON - Program on Negotiation at Harvard Law School.

How a Bad BATNA Keeps Medicare Drug Prices High

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Republican presidential candidate Donald Trump disagrees with his Democratic competitors, Hillary Clinton and Bernie Sanders, on most political issues. But on the issue of prescription drug prices under Medicare, Trump agrees with Clinton and Sanders that the U.S. government is getting a lousy deal.
Recently, Trump, Clinton, and Sanders have all called for the government to
The post How a Bad BATNA Keeps Medicare Drug Prices High appeared first on PON - Program on Negotiation at Harvard Law School.

Using Mediation to Resolve International Disputes

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As businesses increasingly branch out globally, they also face the possibility of broken contracts and strained relationships. Mediation can be an effective means of resolving disputes and getting business partners back on track, but do intercultural differences complicate the process? If so, how can disputants and mediators adjust?
Elizabeth D. Salmon of the University of Maryland
The post Using Mediation to Resolve International Disputes appeared first on PON - Program on Negotiation at Harvard Law School.

Are You in It to Win It?

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For the New York Mets, a deal with outfielder Yoenis Céspedes is all in the timing
Just because a deal isn’t working out in the present doesn’t mean it never will. That’s the key takeaway from a recent contract agreement reached between the New York Mets and star outfielder Yoenis Céspedes this past January.
A temporary impasse
Céspedes,
The post Are You in It to Win It? appeared first on PON - Program on Negotiation at Harvard Law School.

When negotiators discriminate based on race

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Both implicit and explicit bias can disadvantage racial minorities at the bargaining table. Here’s what to do about it.
On July 14, 2015, American Honda Finance Corporation (AHFC), the U.S. financing division of Japanese car manufacturer Honda, agreed to refund $24 million to minority borrowers to settle federal investigations. AHFC was alleged to have racially discriminated
The post When negotiators discriminate based on race appeared first on PON - Program on Negotiation at Harvard Law School.

Dealing with an Abrasive Mediator

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QUESTION
I work for a firm that distributes products in South America. In the past few months, we have been in a very heated conflict with a customer who claims we did not fill an order as specified by our five-year contract. My firm disagrees. Because we seem to be interpreting our contract differently, I suggested
The post Dealing with an Abrasive Mediator appeared first on PON - Program on Negotiation at Harvard Law School.

Engineering Breakthroughs When Trust is Low

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The Obama administration capitalized on its recent nuclear deal with Iran to secure the release of Americans imprisoned in the Middle Eastern nation.
In recent years, the United States has urged Iran to release a number of Americans, including Washington Post reporter Jason Rezaian, who had been seized and imprisoned on what the U.S. government called
The post Engineering Breakthroughs When Trust is Low appeared first on PON - Program on Negotiation at Harvard Law School.

A Bidding War at Sundance

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Filmmaker Nate Parker sticks to his dreams in a heated “negotiauction.”
Most sellers dream about driving up the price of a commodity in a bidding war. But how can you stay true to your nonfinancial goals in an auction fixated on price? Nate Parker, the filmmaker, star, and producer behind the film The Birth of a
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