The process by which parties discuss and deal with the elements of a negotiation. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 284)
The following items are tagged communication.
Adapted from “Your Place or Mine? Deciding Where to Negotiate,” by Jeswald W. Salacuse (Professor, Tufts University), first published in the “Negotiation Newsletter”.
Everyone knows the three rules of real estate: “Location! Location! Location!” When it comes to making deals, choosing the right place to negotiate can be just as important. The location you select can
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When negotiators get along well, creative problem solving is easy. When they become upset, however, they seem to forget everything they know about finding joint gain, to the point of giving up tangible wins simply to inflict losses on the other party. This is especially true in high-profile negotiations that turn nasty. Confronted with negative
Cross-Cultural Conflict (ConRes 624)
MCCORMACK GRADUATE SCHOOL OF POLICY STUDIES
FALL 2012
Instructor:
Rezarta Bilali
617-287-7489
www.disres.umb.edu
A full understanding of cross-cultural conflict requires the integration of knowledge from a range of different fields. This course takes an interdisciplinary look at the special problems posed for conflict resolution by cultural and inter-group differences. We will draw on relevant theory and research
Conflict Management: Strategies, Tactics, and Behavior (MMG747)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT
FALL 2011
Instructor:
Martha Belden
800-877-4723 X0163
This course explores different conflict management styles and situational considerations available to the individual that impact negotiations. It introduces theories and strategies that characterize the competitive bargaining styles and evaluates the consequences of using each. The course also explores planning, communication,
International Mediation and Dialogue Skills
BRANDEIS PROGRAM IN CONFLICT AND COEXISTENCE
NOT OFFERED FALL 2012
Instructor:
Theodore Johnson
International Center for Ethnics
781-736-8577
Open only to students enrolled in the MA program in coexistence and conflict. Other students considered with permission of the instructor. May not be taken for credit by students who took COEX 240a in prior years.
Addresses the theoretical and
Health Care Negotiation and Conflict Resolution
HARVARD SCHOOL OF PUBLIC HEALTH
NOT OFFERED FALL 2012
Instructors:
Leonard J. Marcus
Barry C. Dorn
Program for Health Care Negotiation and Conflict Resolution
677 Huntington Ave.
Boston, MA 02115
617-496-0867
This course introduces students to the theory and practice of negotiation and conflict resolution. Particular emphasis is placed on integrating analytic skills, negotiation techniques and conflict resolution
Negotiation and Organizational Conflict Resolution
HARVARD UNIVERSITY EXTENSION SCHOOL (MGMT E-4225)
SPRING 2013
Instructor:
Vivek Inder Marya
This course provides a comprehensive introduction to the concept of negotiation and organizational conflict resolution. Starting with a discussion of the meaning of negotiation, it includes a discussion of different types of negotiation strategies and emphasizes the significance of an integrative, collaborative, win-win
Adapted from “Build Rapport—and a Better Deal,” by Janice Nadler, professor, School of Law, Northwestern University.
In negotiation, rapport is a powerful force that can promote mutually beneficial agreements. Negotiators who already have a good working relationship are fortunate to have rapport built into their interactions. Strangers, however—especially those whose communications are limited to telephone or
Adapted from “Can You Break the Cycle of Bad Communication?” by Susan Hackley, Managing Director, the Program on Negotiation at Harvard Law School.
“What happened?”
“How did a pleasant discussion turn sour?”
“Why did the deal unravel at the last minute?”
If you’ve ever come away from a negotiation asking questions like this, poor communication may be to blame,
Everyone has to negotiate with government sooner or later. Maybe you’re seeking a building permit for an addition on your house. Or a reduced tax penalty at the end of an IRS audit. Or permission from the state to open a charter school. Or a contract to sell software to the Defense Department. You may
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