Remember that big sales contract you negotiated last fall, the one that got you a fat year-end bonus? Well, your manufacturing department has just told you that delivery will be two months late. So now it’s your job to persuade your customer to accept a new date without canceling the deal. And that’s not all. That long-term supply contract you worked so hard on a year ago? The supplier is asking for a meeting to revise the pricing due to its increased energy costs.
dealmaking
The following items are tagged dealmaking.
Give at work
Adapted from “Pitch Your Offer—and Close the Deal,” by Deepak Malhotra and Max H. Bazerman (professors, Harvard Business School), first published in the Negotiation newsletter.
When you’re having trouble persuading someone, you might be tempted to sweeten the pot with hefty financial incentives. Before doing so, consider whether there are cheaper ways of gaining compliance.
A
Professor Guhan Subramanian featured in TheDeal.com
Guhan Subramanian is one of the most prominent — and ambitious — legal academics of his generation. The 39-year-old is the only person who’s ever held tenured positions at Harvard’s law and business schools, and on the side he advises companies on M&A and corporate governance. After authoring numerous academic papers and a corporate law
Program on Negotiation saddened by the loss of 2007 Great Negotiator, Bruce Wasserstein
The Program on Negotiation at Harvard Law School was saddened to learn of the death of Bruce Wasserstein, PON’s 2007 Great Negotiator. The Great Negotiator Award is given to recognize an individual whose lifetime achievements in the field of negotiation and dispute resolution have had a significant and lasting impact. Wasserstein, Chairman and CEO of
Advanced Negotiation: Setup, Deal Design, and Tactics
Advanced Negotiation: Setup, Deal Design, and Tactics
HARVARD BUSINESS SCHOOL
FALL (not offered 2012)
Instructor:
James Sebenius
617-495-9334
This course is designed for students who expect to analyze and participate in challenging business, financial, and international negotiations, sometimes with public and/or public-private aspects. It builds on the framework developed in the required first-year course, but develops far more advanced negotiation concepts
Deal Set-Up, Design, and Implementation
This program is designed for senior executives who regularly negotiate deals and want to enhance their ability to navigate the deal process. We also welcome lawyers who regularly negotiate business transactions and want to enhance their deal structure and design capabilities. The program attracts a diverse group of professionals from different industries, backgrounds and countries. Previous participants have included government employees, members of the military, small business owners and business CEOs, COOs, and CFOs.
Student Interest Group Fireside Chat with Prof. Guhan Subramanian
Professor Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School
Acting Co-Chair, PON Executive Committee
Please join Professor Guhan Subramanian for the second PON Fireside Chat, a new series that provides students with an opportunity to meet cutting-edge negotiation faculty. Professor Subramanian will discuss his experiences in the field of dispute resolution, and his
From Dr. Strangelove to Mahatma Gandhi: Understanding Negotiation Through Film
Program on Negotiation (PON) Managing Director Susan Hackley wrote an article for Dispute Resolution Magazine on using film to understand negotiation. She writes that “negotiation is part of the ‘dealmaking’ of everyday life, and films are rich with illustrations” and discusses various uses of film in teaching negotiation and conflict resolution.
Download the complete article here
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