Negotiating abroad requires the ability to meet special challenges and deal with the unknown. Even those experienced in cross-cultural communication can sometimes work against their own best interests during international business negotiations. Skilled negotiators know how to analyze each situation, set up negotiations in ways that are advantageous for their side, cope with cultural differences, deal with foreign bureaucracies, and manage the negotiation process to reach a deal.
Ehud Eiran, an affiliate of the Program on Negotiation and former fellow who is currently a research fellow at the Belfer Center for Science and International Affairs at the Harvard Kennedy School and a lecturer at MIT, was interviewed last week on NPR, by the NY Times and in Newsweek about the Gaza Flotilla blockade. … Read More
Adapted from “Team Negotiating: Strength in Numbers?”, first published in the Negotiation newsletter.
According to conventional wisdom, when it comes to negotiation, there’s strength in numbers. Indeed, several experimental studies have supported the notion that you should bring at least one other person from your organization to the bargaining table if you can. On average, this … Read More
Adapted from “Negotiation in translation,” by Jeswald W. Salacuse, first published in the Negotiation newsletter.
“The language of international business,” a British executive once said to me, “is broken English.” Fortunately for American negotiators, who usually don’t speak a foreign language well, if at all, much of global business is conducted in English-an English with a … Read More
As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the creator of the multi-door courthouse, Harvard Law Professor Frank E.A. Sander, and the executive director and founder of the University of St. Thomas (UST) International ADR [Alternative Dispute … Read More
“Afghanistan: How to end violent conflict and promote reconciliation.”
with
Ambassador Peter Galbraith
Date: April 13, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-262, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Peter W. Galbraith has served in senior positions in the US Government and the United Nations. Most recently, he was Deputy … Read More
“The India-Pakistan Peace Initiative: The Role of GEO TV Network”
with
Mir Ibrahim Rahman, CEO, GEO TV Network
Date: March 9, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-262, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bio
Mir Ibrahim Rahman (MIR), CEO of GEO TV Network, has been at the helm … Read More
Adapted from “Cultural Caveats,” first published in the Negotiation newsletter.
As professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, points out in a recent literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics. … Read More
Professor Robert Mnookin’s “Bargaining with the Devil: When to Negotiate, When to Fight,” was highlighted in Richard Bernstein’s New York Times article, “Is it Time to Engage the Taliban?” Published yesterday, Bernstein uses Professor Mnookin’s most recent book as a framework to discuss whether now is the time for the Obama administration to negotiate with … Read More
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Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.
