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Beyond the Bottom Line - Program on Negotiation at Harvard Law ...

Beyond the Bottom Line - Program on Negotiation at Harvard Law ... | negotiation | Scoop.it
What do people value when they negotiate? Research by Professors Jared R. Curhan and Heng Xu of MIT's Sloan School of Management and Hillary Anger.
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When Negotiation is Your BATNA: The US Engages on Syria

When Negotiation is Your BATNA: The US Engages on Syria | negotiation | Scoop.it
The United States and Russia have announced plans to hold a peace conference aimed at ending the civil war in Syria, which has killed more than 70000.
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Apple and the Art of Persuasion - Program on Negotiation at ...

Apple and the Art of Persuasion - Program on Negotiation at ... | negotiation | Scoop.it
Whether you have one of its ubiquitous products or even its rivals' offerings, you most certainly have heard of Apple, the United States electronics g.
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The Steve Jobs Emails That Show How to Win a Hard-Nosed Negotiation - GovExec.com

The Steve Jobs Emails That Show How to Win a Hard-Nosed Negotiation - GovExec.com | negotiation | Scoop.it
The Steve Jobs Emails That Show How to Win a Hard-Nosed Negotiation GovExec.com The emails have mostly been viewed in the context of the lawsuit, but they also provide an extraordinary view of high-stakes negotiation between the leaders of two...
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We Have a Deal, Now What Do We Do: Three Negotiation Tips on ...

We Have a Deal, Now What Do We Do: Three Negotiation Tips on ... | negotiation | Scoop.it
A recent article in Tufts Magazine by Program on Negotiation faculty member Jeswald Salacuse discusses an oft neglected aspect of negotiation: putting.
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Plant a Trust Land Mine - Program on Negotiation at Harvard Law ...

Plant a Trust Land Mine - Program on Negotiation at Harvard Law ... | negotiation | Scoop.it
In any negotiation, you're likely to have information about the other party or about the deal (industry facts, economic health, new products, and so o.
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Mediation Advocacy - Advanced Case-Winning Strategies - legalpronegotiator.com

Mediation Advocacy - Advanced Case-Winning Strategies - legalpronegotiator.com | negotiation | Scoop.it
This free 9 minute video will show you some advanced mediation advocacy techniques to allow you to be brilliant in mediation.
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You give me two notes and I'll give you one shiny coin.

You give me two notes and I'll give you one shiny coin. | negotiation | Scoop.it
Behavioral Economics for Kids [pdf] is a free ebook from the Ivey School of Business that illustrates (to adults, really) the basic principles of behavioral economics, including the Endowment...
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How to Salvage a Deteriorating Negotiation

How to Salvage a Deteriorating Negotiation | negotiation | Scoop.it
Discussions can go south for any number of reasons: egos, misunderstandings, or the interference of negative emotions. But there are ways to quickly rebuild bonding before the talks fall apart.
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HNLR Symposium Review: “Ideas and Impact: Roger Fisher's Legacy”

HNLR Symposium Review: “Ideas and Impact: Roger Fisher's Legacy” | negotiation | Scoop.it
On March 2, 2013, the Harvard Negotiation Law Review held their 2013 Symposium, entitled “Ideas and Impact: Roger Fisher's Legacy.” This event celebrated Professor Fisher, co-founder of the Harvard Negotiation Project ...
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How to Spot a Liar During Business Negotiations

How to Spot a Liar During Business Negotiations | negotiation | Scoop.it

Want to know if someone's lying to you? Telltale signs may include running of the mouth, an excessive use of third-person pronouns, and an increase in profanity.

 

These are among the findings of a recent experimental study that delves into the language of deception, detailed in the paper Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert Deepak Malhotra responds wryly: "As it turns out, some people will lie and cheat in business!"


Via The Learning Factor
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The Learning Factor's curator insight, May 13, 2013 4:45 PM

Key linguistic cues can help reveal dishonesty during business negotiations, whether it's a flat-out lie or a deliberate omission of key information, according to research by Lyn M. Van Swol, Michael T.

Mike Milazzo's curator insight, May 13, 2013 7:01 PM

If they are speaking...

The Learning Factor's comment, May 14, 2013 4:30 AM
Good observation!
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Business Negotiation Skills.- 5 Common Mistakes. (Harvard Law School)

The articles in this Special Report were previously published in Negotiation, a monthly newsletter for leaders and business professionals in every field. Negoti

Via Alberto Garcia Romera
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Trust in Negotiations - Program on Negotiation at Harvard Law School

Trust in Negotiations - Program on Negotiation at Harvard Law School | negotiation | Scoop.it
Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to pl.
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The Best Way to Manage Mistakes at the Business Negotiation Table - Business 2 Community

The Best Way to Manage Mistakes at the Business Negotiation Table - Business 2 Community | negotiation | Scoop.it
The Best Way to Manage Mistakes at the Business Negotiation Table
Business 2 Community
Imagine that you are in a sales negotiation. As part of your services, you will create a solution for an inventory problem that your customer is having.
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Win-Win Negotiations: Managing Your Counterpart’s Satisfaction

Win-Win Negotiations: Managing Your Counterpart’s Satisfaction | negotiation | Scoop.it
As the following points will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of
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Negotiation Skills: Value-Creation Resources

Negotiation Skills: Value-Creation Resources | negotiation | Scoop.it
By following these steps in your next negotiation, you'll improve the chances of meeting everyone's interests.
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Negotiation Design Dimensions: A Checklist

Negotiation Design Dimensions: A Checklist | negotiation | Scoop.it
Here the Program on Negotiation offers a checklist of negotiation design categories. Whether your overall negotiation design decide-announce-defend (D.
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Who’s Smarter: The Selfish or the Generous?

Who’s Smarter: The Selfish or the Generous? | negotiation | Scoop.it
In 1992, a young CEO named Kurt Herwald apparently gave away half a million dollars of his company’s money. His company, Stevens Aviation, had been advertising with the slogan “Plane
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In negotiation, put your best foot forward - Economic Times

In negotiation, put your best foot forward Economic Times The initiation stage of negotiation has three phases, according to Roger Volkema, a professor at the IAG/PUC school of negotiation in Brazil: 1) engaging, or interacting with a prospective...
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Hiring a Mediator: A Checklist

Hiring a Mediator: A Checklist | negotiation | Scoop.it
When considering a potential mediator, ask the following questions of those who have worked with him in the past.
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Timeline - Israel and Syria — Conflict and Negotiation - Interactive Graphic - NYTimes.com

Timeline of significant events since 1967. (Except for the last strike ... #Timeline - #Israel and #Syria #Conflict and #Negotiation - #Interactive #Graphic...
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Negotiation Skills: Value-Creation Resources

Negotiation Skills: Value-Creation Resources | negotiation | Scoop.it
By following these steps in your next negotiation, you'll improve the chances of meeting everyone's interests.
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