jbrasler@cig1.local

Last negotiating moves from a never-boring president

Donald Trump’s final negotiations as president showcased his trademark unpredictability.
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Making the best of pandemic-era deal disruptions

Amid lockdowns and prolonged uncertainty, negotiators are adapting surprisingly well.
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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.
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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.
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Lessons learned from a great negotiation leader

Members of the Program on Negotiation reflect on the negotiation skills they’ve absorbed from PON managing director Susan Hackley on the eve of her retirement.
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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.
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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.
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Negotiating fruitful partnerships at warp speed

In their race to develop effective Covid-19 vaccines and treatments, pharmaceutical companies are hammering out complex partnerships in days and weeks rather than months and years. Their stories offer advice for setting up lasting relationships when time is of the essence.
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The surprising benefits of negotiating with your kids

These days, families are experiencing a lot of togetherness—and perhaps more disagreement and conflict than usual. Rutgers Business School professor Terri R. Kurtzberg shares insights into how parents can apply negotiation skills to achieve better outcomes—and relationships—with their children.
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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.
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