A term that refers to identifying differences in interests or priorities among the parties in a negotiation, and making strategic decisions based on these differences in order to create value. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 125)
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Preparing for Negotiation |
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Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School. Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School. |
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Business Negotiations (172)
Conflict Management (29)Conflict Resolution (53)Crisis Negotiations (18)Dispute Resolution (30)Mediation (35)Meeting Facilitation (12)Negotiation Skills (234)
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