Cooperative negotiators know that more value can be had at the bargaining table if they take an integrative bargaining approach to negotiations. Read here to find out how much value negotiators can create by cooperating with counterparts. … Read More
Negotiation skills and leadership techniques often go hand-in-hand in creating win-win deals for negotiators and their counterparts. In trying to fund the US’ first-ever high-speed rail line in California, Democrat Jerry Brown has employed a variety of different negotiation strategies and leadership styles to bring the parties to the table to work towards an agreement. … Read More
The PON Film Series is pleased to present:
The Man Who Made Washington Work
Join us for a screening and discussion with
writer and director Eric Stange,
moderated by Professor James Sebenius, Harvard Business School
Wednesday, March 11, 2015
Langdell Hall South, Harvard Law School
Free admission; public welcome. Refreshments will be served.
About the film:
Narrated by Tom Brokaw, James … Read More
Back in 2000, James Brown, the legendary “Godfather of Soul,” signed a will leaving most of his estate—valued up to $100 million—to provide scholarships to needy children. In an audio tape, the musician explained that he hoped to cement his legacy with these good deeds. In the will, Brown also set aside scholarship funds for … Read More
To protect the future interests of their organization, negotiators sometimes must accept fewer benefits or absorb greater burdens in the short run to maximize the value to all relevant parties – including future employees and shareholders – over time.
Suppose that the operations VPs of two subsidiaries of an energy company are preparing to negotiate the … Read More
This program is designed for anyone who teaches negotiation, dispute resolution, or conflict analysis across any field (e.g., law, business, international relations, social work, peace studies, public policy, urban planning, environmental studies, and engineering).
Negotiation trainers who provide on-site or online training to business or community clients should also attend so they can evaluate potential new … Read More
As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read More
Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost Brown Todd LLC, recently shared his thoughts on the value and purpose of grading students participating in negotiation simulations. … Read More
International law and diplomacy is a rapidly evolving field that depends on the brokering of agreements between nations and other stakeholders. Whether there are language barriers, cultural differences, or both, some of the most challenging negotiations involve parties from different nations. Because of the relative lack of clear legal precedents and the difficulties of enforcement, … Read More
Healthcare is one of the largest industries globally, with billions of dollars spent on treatments and research. While healthcare is definitely a “big business,” medical disputes can deeply affect people’s personal lives. The fact that life and death are actual issues in many medical negotiations means the stakes are even higher.
To enable participants to gain … Read More
How can a negotiator protect herself from bias and influence negotiation strategies at the bargaining table? Knowing one’s best alternative to a negotiated agreement as well as the zone of possible agreement for the deal at hand help prevent bias from leaving value unclaimed. … Read More
Intrinsic motivations and decision making often go hand in hand – with an individual’s interests, background, and goals prompting her to choose from an array of options and that choice being implicitly impacted by a constellation of factors specific to her as individual. Knowing this, how do you motivate a negotiator to choose the “best” … Read More