Define Negotiation Skills: What Leads to Renegotiation?

By on / Dealmaking

Renegotiations generally are triggered for one of two reasons: an imperfect contract or changed circumstances.

The goal of any written contract is to express the parties’ full understanding of their deal.

Despite lawyers’ belief in their abilities to capture that agreement in writing, in practice they can only achieve that goal imperfectly, for three reasons. … Read More 

Define Dispute Resolution: Understanding Uncertainty, Risk, and Opportunity

By on / Dispute Resolution

When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, uncertainty of action, and uncertainty of perception. In part 2 of this 5 part series, Program on Negotiation faculty member Lawrence Susskind explains the uncertainties facing negotiators trying … Read More 

Program on Negotiation associate Paola Cecchi Dimeglio Edits a Collection of Dispute Resolution Essays in “Interdisciplinary Handbook of Dispute Resolution”

By Keith Lutz on / Dispute Resolution

Program on Negotiation associate and researcher Paola Cecchi Dimeglio, a postdoctoral research fellow at the Harvard Negotiation Research Project, was the editor for a comprehensive, interdisciplinary guide to dispute resolution that combines negotiation research written in both French and English.

Cecchi Dimeglio’s “Interdisciplinary Handbook of Dispute Resolution,” published by Larcier, is currently available in the Program … Read More 

Negotiating Skills and Negotiation Tactics – Developing Skills for Commercial Dispute Resolution Using Negotiation Games

By on / Teaching Negotiation

Negotiation Games: Teaching Tools for Resolving Commercial Disputes and Developing Your Negotiating Skills and Negotiation Tactics
Private sector or commercial negotiations can range from relatively straightforward, high-stakes contract negotiations between suppliers and distributors to complex, multiparty negotiations between government, industry, and other interest groups. By honing their skills and more effectively engaging in negotiations, firms can … Read More 

Integrative Negotiations Examples: Negotiating Skills and Negotiation Tactics for Managing Relationships

By on / Negotiation Training

A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.

Positive relationships are important not because they engender warm, fuzzy feelings, but because they engender trust – a vital means of securing … Read More 

Integrative Negotiations Changing the Definition of Mediation? Breaking Impasse with Logrolling

By on / Mediation

In three experiments, Roman Trötschel and colleagues found that perspective taking helped self-interested negotiators discover opportunities to logroll and great mutual gains that reduced partial impasse.

Interestingly, the study participants used perspective taking to reduce partial impasse through logrolling despite remaining self-interested.

By contrast, participants who were encouraged to care about the other party’s outcomes made less-efficient … Read More