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.
As members of organizations and families, we all know from experience that even people with identical backgrounds can have vastly different negotiating styles and values. Nonetheless, we continue to be intrigued by the idea that distinct patterns emerge between negotiators from different cultures.
Researchers do confirm a relationship between national culture and negotiation style and … Read More
Why do some people get under our skin? Something they do or say pushes our hot buttons. Annoyance doesn’t foster productive negotiation, of course, but it’s not our fault that they’re getting on our nerves. Or is it?
Psychologists caution that when we have strong visceral reactions to other people, we should examine our own feelings … Read More
In a classic New Yorker cartoon, a dinner guest shows up for the party, hands the host a $20 bill, and announce that this was the amount he had planned to spend on a bottle of win before he ran out of time. Negotiation buffs might admire the guest for making an efficient tradeoff that … Read More
On April 16, the Pulitzer Prize board announced its annual writing prizes, with two notable omissions: the board chose not to award Pulitzers in the categories of fiction and editorial writing. The reaction from the publishing industry to the Pulitzer’s fiction snub, in particular, was swift and hostile. “If I feel disappointment as a writer … Read More
“Trusting Truth: The Path to Avoiding Gridlock in Public Dialogue” with Ron Suskind , A.M. Rosenthal Writer-in-Residence, Shorenstein Center on the Press, Politics and Public Policy, Kennedy School of Government
Date: Monday, April 23, 2012Time: 4:00-6:00 PM
Where: CGIS South S-250, 1730 Cambridge Street
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)
Speaker Bio: Ron Suskind is the A.M. Rosenthal Writer-in-Residence. One of the … Read More
Writing for The New York Times, Ehud Eiran describes how regional engagement and dialogue may be able to lessen Israel’s existential insecurities in the Middle East. … Read More
The Program on Negotiation (PON) at Harvard Law School and the Future of Diplomacy Project at Harvard Kennedy School (HKS) will jointly honor former U.S. Secretary of State James A. Baker, III with the 2012 Great Negotiator Award on Thursday, March 29, 2012, at the Ames Courtroom, Austin Hall, Harvard Law School.
In a panel discussion on February 3 at the Harvard Kennedy School, Harvard faculty members shared their reflections on this year’s annual summit of the World Economic Forum in Davos, Switzerland. Panelists included Dr. Daniel Shapiro of the Harvard Negotiation Project, as well as Kennedy School faculty Charles W. Eliot … Read More
Russia’s Leadership Challenges
in the 21st Century
with
Kevin Ryan
Executive Director for Research
Belfer Center for Science and International Affairs
Kennedy School of Government
and
Simon Saradzhyan
Fellow
Belfer Center for Science and International Affairs
Kennedy School of Government
Date: Monday, March 26, 2012
Time: 4:00-6:00 PM
Where: CGIS South S-050, 1730 Cambridge Street
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)
Speaker Bios
Brigadier General Kevin Ryan (U.S. Army retired) is Executive Director … Read More
“Systems Thinking and Peacebuilding: A New Frontier?”
with
Robert Ricigliano
Director of the Institute of World Affairs,
Center for International Education
at the University of Wisconsin, Milwaukee
When: Thursday, April 5, 2012
Time: 12 – 1:15 p.m.
Where: Wasserstein Hall, Room 2009, Harvard Law School Campus
Please bring your lunch. Drinks and desserts provided.
Policymakers, practitioners, and academics have seized on … 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.
