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Negotiation at Harvard Law Blog
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Negotiate Business Contracts that LastOpen in a New Window

After engaging in the complex process of business negotiation, business negotiators are often happy to pass off the technicalities of deal drafting to their attorneys. Unfortunately, this handoff is prone to errors. Vague, contradictory, and missing deal terms are not uncommon, and they can lead to serious problems during the implementation stage, according to Harvard

The post Negotiate Business Contracts that Last appeared first on PON - Program on Negotiation at Harvard Law School.

 

International Negotiations and Cognitive Biases in NegotiationOpen in a New Window

In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics and

The post International Negotiations and Cognitive Biases in Negotiation appeared first on PON - Program on Negotiation at Harvard Law School.

 

Negotiation Challenges for Family Business RelationshipsOpen in a New Window

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.

The post Negotiation Challenges for Family Business Relationships appeared first on PON - Program on Negotiation at Harvard Law School.

 

Mediation: Negotiating a More Satisfactory DivorceOpen in a New Window

We’ve all heard nightmarish stories of divorce battles that take years—and cost a small fortune—to resolve. The task of negotiating child and spousal support, dividing property and other possessions, and establishing child-custody arrangements can be daunting, especially when the principals are barely speaking to each other. In the worst-case scenario, bitter spouses hire cutthroat lawyers

The post Mediation: Negotiating a More Satisfactory Divorce appeared first on PON - Program on Negotiation at Harvard Law School.

 

Integrative Negotiations: Using Social Proof as a Business StrategyOpen in a New Window

What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations.

The post Integrative Negotiations: Using Social Proof as a Business Strategy appeared first on PON - Program on Negotiation at Harvard Law School.

 

What is Anchoring in Negotiation?Open in a New Window

Consider this anchoring bias example from Harvard Business School and Harvard Law School faculty member Guhan Subramanian. While running a negotiation simulation in one of his classes, Subramanian noticed that one student spent a considerable amount of time explaining why $10.69 per hour would be an impossible wage rate to offer the student’s counterpart. The

The post What is Anchoring in Negotiation? appeared first on PON - Program on Negotiation at Harvard Law School.

 

The Opposite of Autocratic Leadership StylesOpen in a New Window

While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary for successful leaders and negotiators alike. Navigating these treacherous waters can be extraordinarily challenging, but it can also give rise to creative decisions that help resolve disagreements in

The post The Opposite of Autocratic Leadership Styles appeared first on PON - Program on Negotiation at Harvard Law School.

 

Winner’s Curse: Negotiation Mistakes to AvoidOpen in a New Window

Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down a bid, he explains, and the highest bidder wins the contents of the jar in exchange for his or her bid.

The post Winner’s Curse: Negotiation Mistakes to Avoid appeared first on PON - Program on Negotiation at Harvard Law School.

 

The Moral Quandary: Negotiation Exercises Featuring Ethical DilemmasOpen in a New Window

In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect.
To help professionals prepare for times like this, the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a variety of negotiation exercises designed to teach participants how to handle disputes that

The post The Moral Quandary: Negotiation Exercises Featuring Ethical Dilemmas appeared first on PON - Program on Negotiation at Harvard Law School.

 

Alternative Dispute Resolution (ADR) Techniques: Negotiating ConditionsOpen in a New Window

A married couple was debating whether their four-year-old daughter should attend public or private elementary school. It was a difficult issue, and Mike had a tendency to walk out when the conversation got heated. Frustrated, Lisa turned to negotiating terms and conditions just as a negotiator would in a business deal.

The post Alternative Dispute Resolution (ADR) Techniques: Negotiating Conditions appeared first on PON - Program on Negotiation at Harvard Law School.

 

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