Negotiation
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- 13 May 2019
- Research & Ideas
The Unexpected Way Whistleblowers Reduce Government Fraud
Even unfounded allegations by whistleblowers can force government contractors to renegotiate their terms, say Jonas Heese and Gerardo Perez Cavazos. Open for comment; Comment(s) posted.
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
After a lengthy courting process, Amazon thought its plan for a New York HQ campus was in the bag. But the company failed a primary goal of negotiations, says James Sebenius. Open for comment; Comment(s) posted.
- 15 Oct 2018
- Research & Ideas
Shaky Business: How Handshakes Win Negotiations
A handshake before a negotiation can have a surprisingly strong effect on the outcome, according to Michael Norton, Francesca Gino, and colleagues. Open for comment; Comment(s) posted.
- 30 Jul 2018
- Research & Ideas
Why Ethical People Become Unethical Negotiators
You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. Open for comment; Comment(s) posted.
- 05 Jul 2018
- Book
Henry Kissinger's Lessons for Business Negotiators
Much has been written about Henry Kissinger the diplomat and United States secretary of state, but surprisingly little about Kissinger the dealmaker. A trio of Harvard scholars remedies that with Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. Co-author James Sebenius discusses what business negotiators can learn. Open for comment; Comment(s) posted.
- 23 Jan 2018
- Working Paper Summaries
Transaction Costs and the Duration of Contracts
When buyers transact with sellers, they select not only whom to transact with but also for how long. This paper develops a model of optimal contract duration arising from underlying supply costs and transaction costs. The model allows for the quantification of transaction costs, which are often unobserved, and the impact of these costs on welfare.
- 05 Apr 2017
- Research & Ideas
For Women Especially, It Pays to Know What Car Repairs Should Cost
Consumers can negotiate cheaper auto repair prices by convincing service reps they know something about market rates—helping women overcome gender discrimination, according to recently published research by Ayelet Israeli and co-authors. Open for comment; Comment(s) posted.
- 05 Dec 2016
- Research & Ideas
How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)
Presidential candidates do it. Business leaders do it. You probably do it, too. Paltering is a gentle form of lying, but is reviled by negotiators on the receiving end. Research by Francesca Gino, Michael Norton, and colleagues. Open for comment; Comment(s) posted.
- 05 Dec 2016
- Research & Ideas
How The 2016 Presidential Candidates Misled Us With Truthful Statements
Paltering, a subtle form of lying where an almost true statement is used, is not unknown in the world of politics. Here are several examples. Open for comment; Comment(s) posted.
- 23 May 2016
- Research & Ideas
A Little Understanding Motivates Copyright Abusers to Pay Up
Many Internet users don't give a second thought to copying and reusing an image. Hong Luo and Julie Holland Mortimer explain how copyright holders can gently persuade abusers to do the right thing. Open for comment; Comment(s) posted.
- 11 May 2016
- Research & Ideas
Fix This! Why is it so Painful to Buy a New Car?
Car-buying sends shivers up the backbones of American consumers, so why hasn’t the industry stepped up to create a better experience? Leonard Schlesinger, Jill Avery, and Ryan Buell tell their own war stories and talk about how the battle might yet be won. Open for comment; Comment(s) posted.
- 18 Apr 2016
- Research & Ideas
The Cost of Leaning-in
Women who are forced to negotiate tend to fare worse than if they hadn’t negotiated at all, according to research by Christine Exley, Muriel Niederle, and Lise Vesterlund. Open for comment; Comment(s) posted.
- 13 Apr 2016
- Working Paper Summaries
Knowing When to Ask: The Cost of Leaning-in
The popular push for women to “lean in” holds that women should negotiate on their own behalf to overcome the gender wage gap. This study, however, shows the importance of choice in successful negotiations. Women usually choose to enter negotiations leading to financial gains and avoid negotiations that would result in financial losses. Regardless of the reasons for avoidance, leaning-in is not automatically the best advice for women.
- 04 Apr 2016
- Book
How to Negotiate Situations That Feel Hopeless
In Negotiating the Impossible, Deepak Malhotra outlines key lessons for negotiating sticky situations, with examples that include the Cuban Missile Crisis, disputes in the National Football League and National Hockey League, and several instances of high-stakes deal-making where companies found themselves negotiating against the odds. Open for comment; Comment(s) posted.
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
Investors who offer “precise” bids for company shares yield better outcomes than those who offer round-number bids, according to research by Petri Hukkanen and Matti Keloharju. Open for comment; Comment(s) posted.
- 16 Dec 2015
- Research & Ideas
What Happens When Zambian Schoolgirls Receive Negotiation Training
Research by Kathleen McGinn and colleagues shows how teaching negotiation skills to young Zambian women can greatly improve their health and educational outcomes. Open for comment; Comment(s) posted.
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Some employers using online freelance marketplaces for the first time pay more than they have to for workers. Why? An information imbalance that job seekers can exploit, as explained in research by professor Christopher T. Stanton. Open for comment; Comment(s) posted.
- 11 Mar 2015
- Research & Ideas
How Do You Grade Out as a Negotiator?
Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed. Open for comment; 2 Comment(s) posted.
- 11 Feb 2015
- Working Paper Summaries
Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’
Sophisticated international negotiators don't just do a number of separate deals, hoping that they somehow add up to the ultimate result; instead, they design and wage carefully structured "negotiation campaigns." As the USSFTA case illustrates, it is useful in complex, multiparty situations for negotiators to think in terms of multifront campaigns that must combine to generate enough support for ultimate target agreements. The authors of this paper further outline steps involved in orchestrating a successful negotiation campaign. Closed for comment; 0 Comment(s) posted.
Controlling the Emotion of Negotiation
Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress. Open for comment; Comment(s) posted.