In salary negotiations, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first figure introduced into the discussion tends to strongly influence the salary expectations. Unfortunately for candidates, the first figure mentioned in a negotiation often is not in their favor. For example, when opening salary negotiations, it’s common for hiring managers to ask recruits to reveal what they earned at their most recent job. Because you’re typically looking to improve substantially on your last salary, naming this figure ..read more

How do you negotiate an internal management conflict in the face of looming crisis and a deep loss of trust? In Discord at the Daily Herald, a new simulation from the Teaching Negotiation Resource Center (TNRC), the co-owners of the Daily Herald must grapple with these issues or face the complete dissolution of their partnership and potentially the entire newspaper. Discord at the Daily Herald – New Simulation This two-party, three-hour, multi-issue negotiation is between the co-owners of the Daily Herald newspaper over how to resolve ongoing management issues and implement structural reforms ..read more

Powerful negotiators can be formidable opponents. That’s in part because their bargaining power in negotiations—such as a high position in a hierarchy, wealth, or a great BATNA (best alternative to a negotiated agreement)—gives them considerable leverage. In addition, powerful individuals tend to demand more for themselves, in violation of fairness norms. Here’s a closer look at the effects of bargaining power in negotiations—including advice on how to level the playing field. Accept or Reject? In a study published in the Journal of Experimental Social Psychology, researcher Yi Ding (Southwes ..read more

In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain language to show you’re willing to thoughtfully engage with opposing views, can help lessen tensions, write researchers Michael Yeomans of Imperial College London, Julia Minson of Harvard Kennedy School, Hanne Collins and Francesca Gino of Harvard Business School, and Frances Chen of the University of British Columbia in a new study published in the journal Organizational Behavior and Human De ..read more

Harvard Negotiation Master Class Advanced Strategies for Experienced Negotiators Monday to Wednesday, November 13-15, 2023 Register Now November 2023 Download November 2023 Program Guide Take Your Negotiation Skills to the Master Level What if you could negotiate at an even higher level? The Harvard Negotiation Master Class is designed for people like you: strong negotiators who want to become even better ones. Strictly limited to 60 participants who have completed a prior course in negotiation, this program offers unprecedented access to experts from Harvard Law School, Harvard Busin ..read more

NEGOTIATION ESSENTIALS ONLINE November 29-30, 2023 A New Executive Education Program Program Agenda DAY 1: Wednesday, November 29, 2023 GETTING STARTED MORNING: Module 1: Preparing to Negotiate 9:00 a.m. – 12:30 p.m. ET Examine core frameworks of negotiation, including the importance of principled bargaining and shared problem-solving. Alongside your fellow participants, you will: Learn the elements of negotiation Receive useful advice on preparing for negotiations Start to shift to thinking systematically about the negotiation process Discover how to manage the negotiation process Find your ..read more

NEGOTIATION ESSENTIALS ONLINE September 12-13, 2023 A New Executive Education Program Program Agenda DAY 1: Tuesday, September 12, 2023 GETTING STARTED MORNING: Module 1: Preparing to Negotiate 9:00 a.m. – 12:30 p.m. ET Examine core frameworks of negotiation, including the importance of principled bargaining and shared problem-solving. Alongside your fellow participants, you will: Learn the elements of negotiation Receive useful advice on preparing for negotiations Start to shift to thinking systematically about the negotiation process Discover how to manage the negotiation process Find your ..read more

Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an auto dealership, for example, you shouldn’t buy a used car if you are pretty sure you can get a better deal on a comparable car elsewhere. Yet in the heat of the moment, people often accept options that are inferior to their BATNA, professor Ece Tuncel of Webster University and her colleagues found in a study published in Psychological Science. Negotiation mistakes such as this can lead us to squander our resources. They can als ..read more

Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly desirable and effective: charismatic leadership. Leadership trends wax and wane, and charismatic leadership has more recently taken a back seat to less hierarchical and paternalistic leadership styles, such as participative leadership and facilitative leadership. But as long as charismatic leaders such as Elon Musk and Donald Trump continue to hold and seek power, the benefits and pitfalls of charismatic leadership deserve considerati ..read more

When considering various leadership models to emulate, leaders have a wide variety to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, and paternalistic leadership. In this article, we take a closer look at servant leadership theory, an aspirational but somewhat understudied model of leadership rooted in lofty goals.  What Is Servant Leadership Theory? In an influential 1977 article, “Essentials of Servant Leadership,” Robert Greenleaf, an AT&T executive and management researcher, proposed a leadership style in w ..read more