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Metaphorical Negotiation and Defining Negotiation Skills

Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas Smith, careful attention to such metaphors can reveal deeper meaning beneath the explicit words that people use, notably regarding how they view the negotiation process and their relationship to one another.
Metaphors, after all, help us understand the

Examples of Negotiation in Business: Sunk Costs

Think about what your house, condominium, or some other valuable asset might be worth in today’s market. Did the price you paid for it affect your answer?
“Ignore sunk costs,” accounting professors and economists tell us. The amount of money and effort we’ve invested in the past, they say, is irrelevant to our future investments.

Negotiation Ethics: Staying on the Straight and Narrow in Dispute Resolution

Adapted from “Walk the Line: Ethical Dilemmas in Negotiation,” by Roy J. Lewicki (Professor, The Ohio State University), first published in the Negotiation newsletter.
After buying a new car, you’re eager to sell your old car. It looks well kept, but you had problems with the engine last winter. Now it’s late summer. Should you

In Negotiations with Ben Affleck, No Appealing BATNA

In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. Having a strong outside alternative enables you to walk away from a deal that doesn’t meet your needs or that would compromise your vision or ethics.
But when you are dealing with a negotiating partner who seems irreplaceable,

Business Negotiation Examples in Real Life: Negotiating the Family Business

Communication in business negotiations is important – but even more so when your counterparts and negotiating partners are family members. In this article drawn from negotiation research, the negotiation strategies for avoiding conflict and crafting win-win negotiated agreements are outlined.

Whose Life Are You Living?

by Gary CohenWhose life are you living? David Whyte asks the question, “Would you rather fail at your life than be successful at living out someone else’s life successfully?” If you find yourself living out the life your parents wanted you to live, it is time to ask yourself Whyte’s question. The process of living out someone […]The post Whose Life Are You Living? appeared first on Elements of Leadership.

Alonzo Emery

Alonzo Emery is a Lecturer on Law at Harvard Law School and a Clinical Instructor in the Harvard Negotiation and Mediation Clinical Program (HNMCP) where he supervises clinical projects and teaches in the Negotiation Workshop. Prior to joining HNMCP, Alonzo served as an Assistant Professor of Comparative Jurisprudence at Renmin University of China Law School

Negotiation Examples in Real Life: Bargaining with Friends and Family

Who achieves the best negotiated agreements: strangers, friends, or romantic partners? In a 1993 negotiation role-play simulation, Margaret Neale of Stanford University and Kathleen McGinn found that pairs of friends achieved higher joint gains than married couples and pairs of strangers.
Along with their colleague Elizabeth Mannix of Cornell University, the researchers suggest that a “curvilinear

Example of the Anchoring Effect and the Drawbacks of Goals in Negotiation Scenarios

Goal setting affects performance. In a review of goal-setting research, scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging goals, they consistently outperform those who set lower or vague goals. Perhaps not surprisingly, performance improves when negotiators are given rewards for reaching a goal, such as a $10,000

Heather Scheiwe Kulp

Heather Scheiwe Kulp is a Lecturer on Law at Harvard Law School and Clinical Instructor in the Harvard Negotiation and Mediation Clinical Program (HNMCP). Ms. Kulp teaches in the Law School’s Negotiation Workshop and supervises HNMCP conflict management and dispute systems design client projects. As a Clinical Fellow with HNMCP, Heather worked with Professor Bob

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