Featured Article

Network building in the Middle East

In 2014, regional stakeholders created the Negotiation Strategies Institute (NSI) to promote communication across disputing governments and other groups affected by the conflict. With the Harvard Negotiation Project (HNP) as its academic sponsor, NSI holds an intensive 10-month executive program each year for government and other leaders from across the Middle East, as well as diplomats from other nations posted to the region, to learn and practice cutting-edge negotiation strategies. Negotiation Briefings spoke to Jane Sherburne, chair of NSI’s board of directors, about how the program works and what it aims to achieve.
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Should you really negotiate?

We tend to assume we’ll get the best deal possible from service providers by negotiating their fees. But not negotiating can be the better choice, according to new research.
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Why nonaggression pacts often fail

We expect too much of peace agreements between competitors, as a recent feud between Democratic presidential candidates Bernie Sanders and Elizabeth Warren illustrates.
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More than just a game: Negotiating with integrity

Good sportsmanship isn’t just for athletic competitions. Negotiators need to keep their values at the forefront of everything they do, as two recent news stories from the world of sports illustrate.
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To narrow the wage gap, take a wider view

In the United States, the gender wage gap for full-time workers amounts to women earning about 80 cents on the dollar as compared to men; similar or greater disparities can be found across the globe. Hannah Riley Bowles, the Roy E. Larsen Senior Lecturer in Public Policy and Management at Harvard Kennedy School, and a leading researcher on gender and negotiation, explains why salary negotiations are only part of the story.
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For Amazon in the Big Apple, no carrots required

A year after scuttling its controversial HQ2 deal with New York, the retailer makes a bold return to the city.
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Set yourself up to make better choices

The process of comparing offers and options in negotiation can be anxiety-provoking in the moment and regret-inducing after the fact. Here’s how to avoid common decision-making traps.
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Negotiating organizational breakups

When a long-standing partnership reaches the end of the road, mediation can offer an effective way to separate.
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Getting along when social media pulls us apart

Online discussions of politics and other hot-button issues often spiral quickly into conflict, leaving us feeling misunderstood, angry, and sometimes even ashamed of our own behavior. We spoke to Harvard Law School lecturer Sheila Heen—coauthor of Thanks for the Feedback: The Science and Art of Receiving Feedback Well (Viking, 2014) and Difficult Conversations: How to Discuss What Matters Most (Penguin, 2010)—about how to look beyond the controversy and condemnation, and form deeper connections, both online and offline.
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In baseball, sabermetrics create a more level playing field

When negotiators replace intuitive decision making with rational analysis, it can be a whole new ball game.
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