Articles from Best Partner (trending on the web)

Feeling pressured by a counterpart? Try imposing conditions

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Your boss asks you to disrupt some family plans to work through the weekend. The PTA president at your children’s school wants you to chair an important benefit that no one else will lead. A customer asks you to participate in an auction rather than negotiating one-on-one for his contract.
Being asked to do something we
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The backlash effect for women negotiators, in Hollywood and beyond

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Jennifer Lawrence was angry. The December 2014 leaks of data hacked from Sony Pictures revealed that the young actress had negotiated a significantly lower salary than her male costars for her role in the film American Hustle, despite being part of an ensemble cast. Lawrence (like the film’s other female lead, Amy Adams) was paid
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Successes & messes: Adapting Ayn Rand

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Do you have regrets about a deal you couldn’t quite bring to the finish line? If so, you might gain hope from this tale of a negotiator who nabbed a fresh chance to meet his goals more than 40 years after his initial negotiations collapsed.
A brief courtship
In 1972, the intrepid movie and television producer Albert
The post Successes & messes: Adapting Ayn Rand appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation in the News: Breaking dysfunctional patterns – The surprisingly cooperative U.S. budget deal

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In negotiations with longtime counterparts, it can be difficult to overcome entrenched bad habits and past resentments. That certainly has been the case for negotiations between the U.S. Congress and the White House in recent years, which have been marked by name-calling, missed deadlines, and public ridicule. But thanks to a variety of pressures and
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Dear Negotiation Coach: When Silence is Golden

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Question:
I have the sense that silence can sometimes be useful, but it usually just makes me feel uncomfortable. Does silence have benefits in negotiation?
A: In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence that occurs often feels
The post Dear Negotiation Coach: When Silence is Golden appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiating for Health: The Role of Negotiation and Dispute Resolution in Health Care

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PON is pleased to co-sponsor the 2016 Harvard Negotiation Law Review Symposium:
Negotiating for Health:
The Role of Negotiation and Dispute Resolution in Health Care
Saturday, February 27, 2016
9:00 a.m. – 4:30 p.m.
Harvard Law School Campus
Free and open to the public. Registration is highly recommended.
In choosing to focus on healthcare, our goal for the Symposium is to enable HNLR to

Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet

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Negotiation preparation is as much an organizational task as an individual one. For example, when determining their best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check in with key organizational leaders. If senior managers are unwilling to invest time
The post Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet appeared first on PON - Program on Negotiation at Harvard Law School.

Trying to Come to Terms with an Adversary?

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A string of recent deals between longtime opponents could give you the inspiration you need to reach agreement with your most difficult partners.
Republicans and Democrats. North and South Korea. The United States and China. All of these pairs have a reputation for conflict, rivalry, and impasse. Yet despite their ongoing differences, each pair recently managed
The post Trying to Come to Terms with an Adversary? appeared first on PON - Program on Negotiation at Harvard Law School.

Dear Negotiation Coach: Taking the Shame Out of Networking

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QUESTION
I manage a team of consultants who engage in negotiations. We often discuss the importance of networking to create new negotiating opportunities, but I rarely see them following through. Any advice on how to help them overcome their reluctance to network?
ANSWER
The reticence you’ve encountered when trying to sell your team members on the benefits of
The post Dear Negotiation Coach: Taking the Shame Out of Networking appeared first on PON - Program on Negotiation at Harvard Law School.

In Negotiation, Display Anger with Caution

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Virtually all of us experience feelings of anger from time to time during our negotiations. Past research findings reassured business negotiators that their displays of anger could benefit them by conveying toughness and motivating their counterparts to make concessions. But a new research study by professors Hajo Adam of Rice University and Jeanne M. Brett
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