The ‘Sandberg Effect’: Why Women Are Asking for More
Obama’s Gun Control Defeat: A Failed ‘Outside’ Negotiation
When Investing Abroad, Negotiate a Better Deal
communication
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.
Negotiate Conditions – And Bring Value to the Deal
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved.
Negotiation Design Dimensions: A Checklist
Here the Program on Negotiation offers a checklist of negotiation design categories. Whether your overall negotiation design is decide-announce-defend (DAD) or full-consensus (FC), or a hybrid of both, raising these issues is usually preferable to falling into a set of important decisions by default.
5 Tips for Closing the Deal
What to do when you’ve done everything right, but you still don’t have an agreement.
June 2013
To Capture the Force, Be Patient: The Disney-Lucas Arts Deal
In Negotiation, Put Your Best Foot Forward
Will a Team Approach Work? Consider the Culture
Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
On April 3, 2013, the Program on Negotiation hosted Jason Matusow, General Manager of International Standards at Microsoft, for a lunch seminar. His talk, titled “Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective,” covered the myriad of challenges that can arise when managing both
The Deal is Done – Now What?
At last, the deal is done. After 18 months of negotiation, eight trips across the country, and countless meetings, you’ve finally signed a contract creating a joint venture with a Silicon Valley firm to manufacture imaging devices using your technology and their engineering.
The contract is clear and precise. It covers all the contingencies and has strong enforcement mechanisms. You’ve given your company a solid foundation for a profitable new business. As you file the contract, a question dawns on you: Now what?
Prospering in a Multiparty Trade Zone
With thorough preparation, the help of a trained mediator, and useful reports from subgroups, participants in a multiparty negotiation should be able to find their way to the trading zone. Once they’ve arrived, the next step is to work together to ensure that everyone’s interests are met.
May 2013
Lessons from the New Wave of High-Stakes Deals
Satisfied Employees, Satisfied Customers
When Setting Goals, Beware Backlash
Relationship Rules and Business Negotiations
Here are some concrete guidelines for fostering a strong relationship between negotiating partners drawn from The Global Negotiator: Making, Managing, and Mending Deals Around the World in the 21st Century.
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- Crisis Negotiations
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- Mediation
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- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
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- Dispute Resolution Using Online Mediation
- Meeting Facilitation
- Negotiation Skills
- Negotiation Training
- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
- Negotiate Relationships
- Negotiation Training: What’s Special About Technology Negotiations?
- For Better Negotiation Training, Study the U.S. Government’s Mistakes
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- Pedagogy
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