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Unlocking cross-cultural differences in negotiation

Whether you and your negotiating partners are from “tight” or “loose” cultures can dramatically affect how your talks unfold. An understanding of this age-old cultural template can help you reach agreements that last.

Dealmaking secrets from Henry Kissinger

In their new book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, James K. Sebenius, R. Nicholas Burns, and Robert H. Mnookin offer the first cross-cutting study of Henry Kissinger’s overall approach to negotiation. Here, Sebenius shares key takeaways from the book.

Broadening their views, rival telescope projects team up

By trading competition for collaboration, two astronomy projects hope to clinch funding.

Private negotiation, public auction, or both?

By carefully assessing their interests and goals, sellers can choose the right dealmaking process.

How Congress got to “yes” on new banking rules

It’s hardly news that in the U.S. Congress, bipartisan dealmaking has been virtually nonexistent for years. That’s why it was newsworthy when Democrats and Republicans came together to negotiate changes to the Dodd-Frank law.

When agreements fall apart

Three recent news stories illustrate how mistakes made during negotiations can compound during the implementation stage—and how you can reach more sustainable deals.

New advice for entrepreneurs

Getting an idea or innovation off the ground as an entrepreneur takes strong negotiation skills. Yet, in their new book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short.

Courtroom drama: An unscripted dispute over To Kill a Mockingbird adaptation

This spring, the estate of Harper Lee, the deceased author of the classic American novel To Kill a Mockingbird, sued the producers of a Broadway stage adaptation of the novel for deviating too much from its character and plot. The story, as reported in the New York Times, highlights the value of exploring every viable option to keep a dispute out of court.

Negotiation power plays

When we’re lacking objective sources of power, we can improve our outcomes through certain types of thoughts and behavior at the bargaining table, new research shows.

Scaling back the urge to merge

Organizations considering a merger or acquisition are often cautioned that the majority of such deals fail to live up to expectations and, indeed, end up as money-losing ventures.