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Negotiation Research You Can Use: Two new studies look at how our emotions affected negotiated outcomes

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Feeling ambivalent in negotiation? No worries 
Business negotiators often find themselves feeling positive and negative emotions simultaneously, such as concern that an offer won’t be received well and excitement over the offer’s potential.
We often try to squelch our emotions for fear of appearing unstable or vulnerable. Indeed, past research has suggested that expressions of emotional ambivalence—the signs

Secret Agent Man: Should You Keep Your Deal Private?

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President Obama recently surprised the world with the outcomes of three high-profile negotiations. We look at the pros and cons of a clandestine approach.
In Washington, D.C., press leaks and rumors are practically the local currency. Secrets frequently explode into the public eye, and key negotiations sometimes seem to unfold on parallel tracks—in the media and

Dear Negotiation Coach: Minding the Gap – Should You Disclose Sensitive Facts?

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Q: I’ve heard a lot about the benefits of nonverbal behavior in negotiation. Shaking hands seems like such a natural way to begin a negotiation, but does it signal too much eagerness to reach agreement?
After working at the same company for many years, I was laid off. Although I was devastated, I decided to view

Negotiation in the News: The selfless QB? Tom Brady renegotiates with the Patriots

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After renegotiating his contract with the New England Patriots, star quarterback Tom Brady attracted almost as much admiration for his seemingly selfless concessions as he has for his stellar performance on the field. But a closer look at the restructured deal suggests that Brady, once again, looked for an advantageous opening and came out a

Dispute Resolution and the Chicago Teachers Union Strike

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When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with the other side will be a dead end. This dispute resolution strategy may pay off in the short term, but it’s important to factor in the long-term costs

Nucleus Software announces global collaboration with Red Hat

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Offers banks and finance companies mission critical software on faster, more cost-effective technology 

Nucleus Software Exports Limited (NSE: NUCLEUS, BSE: 531209), the leading provider of mission critical lending and transaction banking products to the global financial services industry,... Nucleus Software Exports Ltd

Today’s Middle East and Israel’s Elections: What is at Stake?

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The Program on Negotiationat Harvard Law School is pleased to co-sponsor the Harvard Hillel’s second
Riesman Forum on Politics and Policy
Today’s Middle East and Israel’s Elections:
What is at Stake?
with
Ambassador Dennis Ross
William Davidson Distinguished Fellow
The Washington Institute for Near East Policy
Professor Gabriella Blum
Rita E. Hauser Professor of Human Rights and Humanitarian Law
Harvard Law School
Moderated by
Professor Robert H.

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