Adapted from “Break Through the Tough Talk,” by Kristina A. Diekmann (University of Utah) and Ann E. Tenbrunsel (Notre Dame University), first published in the Negotiation newsletter.

You might think that cultivating a reputation as a tough bargainer might be the best way to cope with a competitive opponent. But this isn’t necessarily the best strategy. When your opponent views you … read more »

Adapted from “How to Build Trust at the Bargaining Table,” first published in the Negotiation newsletter.

Carol’s longtime doctor diagnoses her with a serious illness and recommends immediate, aggressive treatment. Carol would like to seek a second opinion, but she doesn’t want to offend her doctor—who, after all, has always provided her with excellent care. Carol decides to go ahead with … read more »

Adapted from “Making Sense of the Unknown,” first published in the Negotiation newsletter.

IBM researchers Cynthia F. Kurtz and David J. Snowden have developed a process for building internal consensus in situations where high uncertainty exists. Facilitators lead managers in making sense of novel challenges and opportunities. A key goal is distinguishing complex cases from pure chaos. In the former, cause-and-effect … read more »

“Can Ethnic Divisions be Healed for the
Good of all Kenyans?”

with

Robert Rotberg
and
Gwen Thompkins

Date: October 19, 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

Robert Rotberg is Director, Program on Intrastate Conflict and Conflict Resolution, Belfer Center for Science and International Affairs at the Kennedy … read more »

“International Finance and How It Affects the Negotiation of Global Conflicts”
with

Loch Adamson
and
Richard Parker

Date: September 21, 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

Loch Adamson is the London bureau chief of Institutional Investor, a New York-based financial magazine. She joined Institutional … read more »

Adapted from “Taming Hard Bargainers,” by Robert C. Bordone (professor, Harvard Law School), first published in the Negotiation newsletter.

Suppose you’re about to face off with an “old school” negotiator whose reputation for hard bargaining precedes him. You know you’re supposed to adopt a collaborative approach for the best results, but what about when the other side is being difficult? You … read more »

About the PON Summer Fellowship Program:

PON offers fellowship grants to students at Harvard University, MIT, Tufts University and other Boston-area schools who are doing internships or undertaking summer research projects in negotiation and dispute resolution in partnership with public, non-profit or academic organizations. The Summer Fellowship Program’s emphasis is on advancing the links between scholarship and practice in negotiation … read more »

“The Future of Cuba, Cuban-Americans,
and the U.S. Government:
Reconciliation or War Crime Tribunals and Property Restitution?”

with

Jorge I. Dominguez
and
Anita Snow

Date: May 4, 2010

Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-354*, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
*Please note this event is not in the usual room.

Speaker Bios

Jorge I. Domínguez is Antonio Madero Professor of Mexican … read more »

Hannah Riley Bowles is an Associate Professor at the Harvard Kennedy School. She conducts research on gender in negotiation and the attainment of leadership positions. She has conducted case research on leadership in crisis and the management of complex multi-party conflicts. … read more »

William L. Ury co-founded Harvard’s Program on Negotiation and is currently a Senior Fellow of the Harvard Negotiation Project. He is the author of The Power of a Positive No: How to Say No & Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, an eight-million-copy bestseller translated into over … read more »