Structures that become possible when three or more parties negotiate, and parties ally together to exploit or buy off each other. Coalition dynamics can arise across the table (between parties in a dispute) or behind the table (among individuals on one side or the other). (David A. Lax, James K. Sebenius)
The following items are tagged coalition.
Professor Sebenius specializes in analyzing and advising on complex negotiations. At PON, he is a co-chair of the Great Negotiator Award Committee. In 1982, he co-founded and still directs the Negotiation Roundtable, an ongoing forum in which hundreds of negotiations have been examined to extract their most valuable lessons.
Adapted from “Resolve Employee Conflicts with Mediation Techniques,” first published in the Negotiation newsletter.
If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a
At one time or another, most of us have confronted a fellow negotiator who seemed intent on blocking even our most reasonable requests and actions. This was the situation faced by Alexis, the CIO at a midsize publishing company. Phil, the company’s CEO, hired Alexis to create an online information system tailored to the needs of their largest customers.
How often have you heard that, when entering a negotiation, you should get your allies onboard first? Conventional wisdom, but not always the best advice. When the United States sought to build a global anti-Iraq coalition following Iraq’s 1990 invasion of Kuwait, for instance, Israel appeared to be its strongest regional ally.
Adapted from “Have You Negotiated How You’ll Negotiate?” by Robert C. Bordone, Professor, and Gillien S. Todd, Lecturer, Harvard Law School.
Breakdowns in negotiation are common. In the face of impasse at the bargaining table, managers are quick to blame either the challenges of the issues being negotiated or the hard-line tactics of the opposing parties.
Negotiation and Dispute Resolution
FALL 2011
Instructors:
Gillien Todd
617-495-1684
Debbie Goldstein
617-495-1684
This highly interactive 12-week seminar explores the ways that people negotiate to create value and resolve disputes. Designed both to improve understanding of negotiation theory and to build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises.
Students engage in a series of hands-on
Seminar on Peace Operations (ILO L224)
FLETCHER SCHOOL
FALL 2012
Instructor:
Ian Johnstone
Fletcher School
617-627-4172
ian.johnstone@tufts.edu
Enthusiasm for peacekeeping has waxed and waned in recent years, from exuberance in the early 1990s to disappointment and disinterest in the mid-90s, back to cautious enthusiasm at the end of the decade, to what is now almost universal recognition that peace operations are an important
Can’t Beat Them? Then Join a Coalition: Weak parties facing a formidable opponent may find strength in numbers
Uncover Hidden Value: Engage in a post-settlement settlement process
When the Going Gets Tough: Resist the urge to adopt a more competitive approach
The Robin Hood Effect: Giving too much to those like us
The Auto Industry Bailout: When the Big
As the use of mediation continues to grow, researchers continue to examine what makes mediators effective and what the impact of mediation is on parties in dispute. Four articles in the July 2009 issue of Negotiation Journal provide an in-depth view of mediation effectiveness, with some interesting findings.
In the first article, Stephen Goldberg, Margaret Shaw,
Structures that become possible when three or more parties negotiate, and parties ally together to exploit or buy off each other. Coalition dynamics can arise across the table (between parties in a dispute) or behind the table (among individuals on one side or the other). (David A. Lax and James K. Sebenius)
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
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