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Befriending Enemies: Is It Worth It?

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by Gary CohenIn Team of Rivals, Doris Kearns Goodwin tells the story of how Abraham Lincoln invited and accepted three Cabinet members who had previously run against him in the 1860 Republican nomination: Attorney General Edward Bates, Secretary of the Treasury Salmon P. Chase, and Secretary of State William H. Seward. Lincoln’s gesture was both noble and […]The post Befriending Enemies: Is It Worth It? appeared first on Elements of Leadership.

Win Win Negotiations – How to Be a Better Mind Reader: New Research Suggests Why It Pays to Take Your Counterpart’s Perspective

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The parents of a toddler were interested in finding a babysitter to work one or two nights a week. The couple was very happy with their daytime nanny, but they thought she would not be interested in staying past six p.m., since she was young, and they assumed she had an active social life. But when the nanny found out that her employers had hired a new sitter to work occasional evenings, she was disappointed. She had been looking for extra work, as she and her fiancé were saving up for their wedding, and she wondered why the couple had not approached her first.

IBM joins Tencent to target China's growing enterprise cloud market

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After partnering with Apple and Twitter for the enterprise market, IBM is doing the same in China with local Internet giant Tencent in a deal targeting growing businesses in the country.The two companies are joining forces to deliver public cloud and software-as-a-service technologies to small, medium businesses working in the smart cities and healthcare industries, IBM and Tencent said Friday.The goal is to help China’s emerging businesses tap into more cloud computing and mobile tools to expand their reach, the companies said in a statement.

Mediation: Breaking a Partial Impasse in Negotiations

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In three experiments, Roman Trötschel and colleagues found that perspective taking helped self-interested negotiators discover opportunities to logroll and great mutual gains that reduced partial impasse. Interestingly, the study participants used perspective taking to reduce partial impasse through logrolling despite remaining self-interested.

Removing Weaknesses & Building Strengths

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by Gary CohenIn the U.S., we tend to focus heavily on one or the other: deficits or strengths. A child art prodigy may spend her days in the learning center to become an average speller. A standout soccer player may spend so much time playing that sport and traveling to games that he loses his passion for the game and sports in general. We are a culture of excess, and sometimes that excess can take the joy out of a strength or make a weakness feel overwhelming.The post Removing Weaknesses & Building Strengths appeared first on Elements of Leadership.

Teaching Negotiation: The Art of Case Study Writing

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Jim Sebenius, the Gordon Donaldson Professor of Business Administration at Harvard Business School, and Director of the Harvard Negotiation Project, addressed these questions in his presentation at the NP@PON Faculty Dinner Seminar on October 7, 2010. His article, "Developing Negotiation Case Studies," began as a memo to a novice case writer about how to write an effective negotiation case. Now it is a full-length article that will appear in a forthcoming issue of Negotiation Journal.

Four Negotiation Strategies for Resolving Values-Based Disputes

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In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come to agreement. In conflicts related to personal identity, and deeply-held beliefs or values, however, negotiation dynamics can become more complex. Parties may not be willing to make any concession that helps the other side, even if it would bring about a reciprocal concession that would be in their own favor.

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