Featured Article

Reaching across the divide

In our era of political polarization, collaboration and compromise can seem like impossible goals within our governments and our own communities. In his book Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts (Viking, 2016), Harvard International Negotiation Program founder and director Daniel L. Shapiro describes how we can start to move beyond our divisions. … Read more.

In times of crisis, collaboration must come first

The U.S. government’s response to the coronavirus pandemic fostered a chaotic competition for scarce medical supplies. To get through this difficult time, we all need to collaborate more and better. … Read more.

When deals fall apart

The Covid-19 pandemic has rendered many contracts unappealing or even impossible to fulfill. Before you threaten to walk away or sue, consider an interest-based approach.… Read more.
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Negotiation Research

Reducing gender bias in hiring negotiations

No matter how strong their credentials or negotiating skills, women are less likely than men to be chosen for jobs historically held by men, such as positions in leadership, science, and engineering, past research shows. In a new study, University of Vienna assistant professor Steffen Keck and National University of Singapore visiting assistant professor Wenjie Tang found the comparisons that hiring personnel make among final candidates for a position may play a role in such discrimination. … Read more.

In price negotiations, make them happy with less

In a new study, Singapore Management University professor Michael Schaerer and his colleagues identify a promising way to improve the other party’s satisfaction even when you’re the one who claims the most value.… Read more.

Not taking no for an answer

Have you ever done business with a negotiator who just won’t stop asking for more? A sense of entitlement may be to blame, Lukas Neville of the University of Manitoba in Winnipeg, and Glenda M. Fisk of Queen’s University in Kingston, Ontario, found in a new study. … Read more.
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Negotiation in the News

The best—and worst—of distance negotiations

Unable to meet in person as a result of the coronavirus pandemic, negotiators are forced to make the best of alternatives to face-to-face talks—with varied results. Here’s a roundup of some of the most notable negotiation successes and failures from the recent news.… Read more.

Scrutinizing a win-win deal

Although President Trump’s renegotiated NAFTA met many of their goals on trade, congressional Democrats were conflicted about whether to support it.… Read more.
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Successes & Messes

In France, dirty tricks in a highbrow market

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

At closing time, avoid “last call”

Feeling powerless? Take a page from the owner of a beloved New York tavern.… 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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