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How to Control Your Emotions in Conflict Resolution

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To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over.
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4 Sales Negotiation Traps—and How to Overcome Them

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Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your next sales negotiation more challenging than it needs to be by falling into common cognitive traps. You can improve your sales negotiation skills by learning about four traps
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Negotiating with New Technology: Shaping the Third Digital Revolution; a book talk with Joel Cutcher-Gershenfeld

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The Program on Negotiation at Harvard Law School is pleased to present:
Negotiating with New Technology: Shaping the Third Digital Revolution
A book talk with
Joel Cutcher-Gershenfeld
Professor, Heller School for Social Policy and Management, Brandeis University
Editor, Negotiation Journal
 
Tuesday, February 27, 2018
4:00 – 5:30 pm
Pound Hall, Room 102
Harvard Law School Campus
1563 Massachusetts Avenue
Cambridge, MA
Free and open to the

A Token Concession: In Negotiation, the Gift that Keeps on Giving

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When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and give us what we want. But in fact, we can often make real headway toward our negotiation goals by giving a token concession—a concession that costs us little,
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Great Women Leaders Negotiate

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Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women in leadership succeed, they often do so by cultivating successful negotiating skills. Here, we examine strategies that three top women in negotiation employed to become great women leaders.
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In Contract Negotiation, Wise Business Negotiators Sweat the Small Stuff

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What are business negotiators responsible for in contract negotiation? Many would say they’re in charge of building relationships and new business, crafting creative solutions, and fighting for the best deal possible. Few, however, would say they’re responsible for ensuring that the deal holds up well over time.
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The Church as a Reconciling Presence in a World of Conflict: The Role of Religion in International Conflict Transformation

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The Program on Negotiation and Religions and the Practice of Peace at Harvard Divinity School
are pleased to co-sponsor:
The Church as a Reconciling Presence
in a World of Conflict:
The Role of Religion in International
Conflict Transformation
Part of the Religions and the Practice of Peace Colloquium
with
Canon Sarah Snyder, PhD
Advisor for Reconciliation to the Archbishop of Canterbury
and
Right Reverend Anthony Poggo,

Take it Like a Man

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The Program on Negotiation at Harvard Law School is pleased to present:
Take it Like a Man
with
Andrea Kupfer Schneider
Professor of Law
Marquette University Law School
 
Thursday, February 22, 2018
12:00 – 1:00 pm
Location TBD
Harvard Law School Campus
Free and open to the public. Lunch will be provided.
About the Talk:
Much research has been done to show the gender differences in
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Must-Read Negotiation Books for 2018

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The year 2017 offered plenty of negotiation hits and misses in the realms of government, business, and beyond. To avoid failed negotiations in 2018, politicians, business leaders, and the rest of us would be wise to explore the following recent negotiation books, which can help steer us through our most difficult negotiating dilemmas:
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The Anchoring Bias Can Get Talks off to a Strong Start

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Should you make the first offer in a negotiation? Typically yes, abundant research on the anchoring bias suggests. What is anchoring in negotiation? In negotiations centered on price or another figure, the party who moves first typically benefits by “anchoring” the discussion that follows on her offer—even if the anchor is arbitrary. For example, the
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