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Negotiation at Harvard Law Blog
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Business Negotiation Skills to Curb Your OverconfidenceOpen in a New Window

To avoid the pitfalls of overconfidence, you need a clear understanding of how overconfidence is likely to affect your judgments and decisions (and those of your counterparts) at the bargaining table. Fortunately, new research suggests exactly when to expect overconfidence and offers insight into how you can prevent it from getting you into trouble in

The post Business Negotiation Skills to Curb Your Overconfidence appeared first on PON - Program on Negotiation at Harvard Law School.

 

Understanding Exclusive Negotiation Periods in Business NegotiationsOpen in a New Window

The clearest method for achieving exclusivity in negotiation is an exclusive negotiation period during which both sides agree not to talk to third parties, even if approached unexpectedly by others. In some arenas, these terms are called no-talk periods.

The post Understanding Exclusive Negotiation Periods in Business Negotiations appeared first on PON - Program on Negotiation at Harvard Law School.

 

Using Negotiation Games to Develop Skills for Commercial Dispute ResolutionOpen in a New Window

Teach your students the art of negotiating for success with these great negotiation games.

The post Using Negotiation Games to Develop Skills for Commercial Dispute Resolution appeared first on PON - Program on Negotiation at Harvard Law School.

 

Negotiations, Gender, and Status at the Bargaining TableOpen in a New Window

When it comes to different characteristics of negotiation styles, a growing body of research suggests that status consciousness varies depending on the gender of interested parties.

The post Negotiations, Gender, and Status at the Bargaining Table appeared first on PON - Program on Negotiation at Harvard Law School.

 

Three Questions to Ask About the Dispute Resolution ProcessOpen in a New Window

Dispute resolution is often a multistep process that can start with negotiation, move on to mediation, and, if necessary, end in arbitration or litigation.

The post Three Questions to Ask About the Dispute Resolution Process appeared first on PON - Program on Negotiation at Harvard Law School.

 

Negotiation Exercises to Help Your Students Avoid Cross-Cultural PitfallsOpen in a New Window

Avoid cross-cultural misunderstandings with these negotiation exercises

It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk money over dinner, while in Brazil the American ‘A-OK’ gesture (thumb and forefinger forming a circle) can be a major insult.

The increasingly diverse and global nature of business

The post Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls appeared first on PON - Program on Negotiation at Harvard Law School.

 

5 Common Negotiation Mistakes and How You Can Avoid ThemOpen in a New Window

Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More often, though, our negotiation mistakes are invisible: We get a perfectly good deal, but are unaware that we could have gotten a better one if we hadn’t succumbed

The post 5 Common Negotiation Mistakes and How You Can Avoid Them appeared first on PON - Program on Negotiation at Harvard Law School.

 

Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation TableOpen in a New Window

On April 9, 2012 the hearts of internet entrepreneurs everywhere must have skipped a beat at the news that Facebook was paying $1 billion in cash and stock to buy Instagram, a San Francisco-based start-up.

The post Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table appeared first on PON - Program on Negotiation at Harvard Law School.

 

Why First Impressions Matter in NegotiationOpen in a New Window

Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive.

The post Why First Impressions Matter in Negotiation appeared first on PON - Program on Negotiation at Harvard Law School.

 

Away from the Podium and Off to the Balcony: William Ury Discusses the Debt Ceiling Negotiations Facing Obama and US Congressional RepublicansOpen in a New Window

Stewart recently interviewed negotiation expert and Program on Negotiation co-founder William Ury to discuss the aftermath of avoiding the fiscal cliff and the rounds of tough negotiations between Democrats and Republicans still to come.

The post Away from the Podium and Off to the Balcony: William Ury Discusses the Debt Ceiling Negotiations Facing Obama and US Congressional Republicans appeared first on PON - Program on Negotiation at Harvard Law School.

 

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