Featured Article

Making the best of pandemic-era deal disruptions

Amid lockdowns and prolonged uncertainty, negotiators are adapting surprisingly well.… Read more.

What to expect from Joe Biden, Negotiator-in-Chief

The new president’s past crisis negotiations with Senate majority leader Mitch McConnell hint at how he might navigate our current perils. … Read more.

Spreading negotiation knowledge for a better world

For 19 years, the Program on Negotiation (PON) at Harvard Law School has grown and thrived under the leadership of Managing Director Susan Hackley. As PON’s chief administrative and financial officer, Hackley has overseen all activities, including academic events, executive education, interdisciplinary programs, and publications, including Negotiation Briefings. Hackley, who has taught negotiation seminars around the world, is widely admired for her ability to create new programming, build consensus, and collaborate to spread the word about negotiation best practices and new research findings. On the eve of her retirement, we asked Hackley to reflect on the negotiation skills she draws on to advance PON’s mission.… Read more.
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Negotiation Research

In sales, front-end honesty can boost back-end profits

In our information age, buyers have squeezed sellers’ profit margins by collecting readily available data about the value of goods and services. Car buyers can easily identify the dealership cost of their preferred vehicle online and use it to negotiate a great price, for example. And more than 94% of business buyers surveyed by Accenture said they conduct extensive Internet research on products and pricing before contacting potential vendors. … Read more.

When criticism helps—and hurts—brainstorming

Negative feedback is often viewed as a creativity killer in negotiations, but new research finds the opposite effect under certain conditions. … Read more.

When offers are more appealing than requests

In 2015, the government of Greece approached the European Union regarding a new bailout package by requesting a six-month loan extension. The request was rejected within five hours. Four months later, Greece offered new budget proposals in return for an extended bailout package. This time, the proposal led to agreement. … Read more.
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Negotiation in the News

The NBA tries to make the best of another (projected) bad season

In negotiations across the world, financial troubles brought on by the Covid-19 pandemic have left parties squabbling over smaller and smaller pies. The silver lining? Negotiators may have little choice but to get a deal done, and awareness of this reality can motivate creative thinking and cooperation.… Read more.

The art of the compromise

The Hamilton film’s journey came with some memorable plot twists.… Read more.
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Successes & Messes

In the NBA, a quest to be heard

Group negotiations over emotional issues can quickly deteriorate. After a player walkout put the remainder of the National Basketball Association’s season in jeopardy, leaders stepped up to help players and owners come to an agreement they could all accept.… Read more.

In France, dirty tricks in a highbrow market

A cautionary tale in the staid world of rare books and manuscripts.… Read more.
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Ask the Expert

When Time is Not Money

Q: I have been doing a lot of business deals in the Middle East and elsewhere in Asia. With all due respect, negotiations seem to drag on and on in that part of the world. How can I negotiate effectively in this situation?… Read more.

Negotiating Upgrades

Q: My company, a large multinational, contracts with an outside vendor for some of our software infrastructure. Due to new regulatory requirements, we have asked the vendor’s team to upgrade certain features of the software. We think that we should get these upgrades for free because these enhanced features may be needed by their other clients soon. They are asking us to pay $5 million for the upgrades because they claim they don’t foresee being able to sell the upgrades to other clients...… Read more.
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