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How Negotiators Can Stay on Target at the Bargaining Table

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An excerpt from PON faculty member Francesca Gino’s book Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan that discusses the importance of staying on target in negotiations whether personal or business in nature.
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What is a “Brokered Ultimatum”?

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Researchers Aleksander Ellis, Stephen Humphrey, and Donald Conlon of Michigan State University and Catherine Tinsley of Georgetown University have studied this new transactional form, which they call brokered ultimatum games, or BUGs. They define a BUG as any transaction involving an intermediary in which one side offers an ultimatum price that the other side either
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“Chasing Heroin” with Situational Leadership and Negotiation

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Across the country, America’s leaders are waging a highly-publicized battle against a raging heroin epidemic. “Chasing Heroin,” an investigative report by Frontline, recently shed light on responses to the crisis, which currently contributes to over 27,000 opiate overdoses nationwide each year. What reporters found is that the best methods for combatting the problem have come
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Emotion in Negotiations: How to Detect Sincerity at the Bargaining Table

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Following the British Petroleum oil spill in the Gulf of Mexico in the spring of 2010, some media observers criticized President Barack Obama for seeming to be emotionally detached. Obama ultimately did display anger about the oil spill in a televised interview, only to be further critiqued on the grounds that his anger did not
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In Renegotiation with Britain, EU Faced Weak BATNA

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How David Cameron’s Tory government’s plans to leave the euro-zone have EU ministers scrambling in negotiations with a weak alternative to a negotiated agreement.
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Innovative Approaches to Inter-Ethnic Conflict Management in Eastern Africa

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The Program on Negotiation at Harvard Law School, the Harvard Negotiation and Mediation Clinical Program, and the Harvard Law School Negotiators are pleased to co-present:
Innovative Approaches to
Inter-Ethnic Conflict Management in Eastern Africa
with
Father Patrick Devine
Founder and Executive Director
Shalom Center for Conflict Resolution and ReconciliationNairobi, Kenya
 Monday, March 28, 2016
12:00-1:00 PM
Hauser Hall Room 102
Harvard Law School Campus
Free

For Kesha, Support of Peers Could Bring Settlement Leverage

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Business negotiators are typically advised to keep their dealmaking and dispute resolution efforts private. Complaining about an adversary’s negotiation and conflict resolution strategies to the press or on social media can escalate disputes and increase the likelihood of impasse.
Yet when a negotiation becomes so contentious that it requires formal dispute resolution, such as a lawsuit,
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Negotiation Research You Can Use

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Numerous research studies have found that women who assertively emphasize their skills, accomplishments, or desire to lead tend to be viewed as less likable and less hirable than men who are equally assertive. Women appear to suffer from this phenomenon, known as the backlash effect, when they act contrary to gender-stereotypical expectations that they will
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Negotiation in the News

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For 70 years, the governments of Japan and South Korea disagreed over what Japan might owe the Korean women its soldiers abused during World War II. The story of how they finally came to agreement reminds us of the importance of including all interested parties in conflict-resolution efforts.
An unresolved issue
During the war, tens of thousands
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Ask the Negotiation Coach

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QUESTION
I’ve been told that learning information about my counterparts—their preferences, fears, goals, strengths, and weaknesses—is critical for success in negotiation. I need to understand what others care about to be able to trade for issues I care about more. But during my negotiations, I tend to feel unsure about the best way to learn about
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