The following items are tagged external negotiations.
You don’t have to be serious to be a serious negotiator. Humor, deftly used, can be a positive factor in promoting agreement.
That’s what Finnish researcher Taina Vuorela confirmed in a comparative study of two real-world transactions. One was an internal meeting of a sales team trying to hammer out a strategy to land a potential customer. The other was the subsequent negotiation between that same team and its outside client.
First published in the Negotiation newsletter.
You don’t have to be serious to be a serious negotiator. Humor, deftly used, can be a positive factor in promoting agreement.
That’s what Finnish researcher Taina Vuorela confirmed in a comparative study of two real-world transactions. One was an internal meeting of a sales team trying to hammer out
Negotiation (2240)
HARVARD BUSINESS SCHOOL
FALL 2012
Instructors:
Deepak Malhotra
(617) 496-1020
Andrew Wasynczuk
(617) 495-8043
Michael Luca
(617) 495-8382
WINTER 2013
Instructors:
Michael Wheeler
(617)-495-6747
Francesca Gino
(617) 495-0875
Intensive Course Instructor:
James Sebenius
(617) 495-9334
Career Focus & Educational Objectives
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The Ship Bumping Case is a two-party international negotiation between Russian and U.S. negotiators over a naval incident. Teams internally prepare instructions for a representative not involved in the preparation.
SCENARIO: Vessels from the United States
Through the years, the art of negotiation has been stuck in a tired debate between win-lose and win-win tactics. Now, negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension.
In their new book, 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (HBS Press:
It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training.
Widely recognized as the preeminent leader in the field of negotiation and negotiation research, the Program on Negotiation is an interdisciplinary, multi-university research center based at Harvard Law School. Our flagship program—newly renamed Negotiation and Leadership—has a long legacy of effectiveness, with more than 25,000 international participants over the past 30 years.
Designed to accelerate your negotiation capabilities, Negotiation and Leadership (formerly called Program on Negotiation for Senior Executives) examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies.
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
BATNA
Business Negotiations
Conflict Management
Conflict Resolution
Crisis Negotiations
Dealmaking
Dispute Resolution
International Negotiation
Mediation
Meeting Facilitation
Negotiation Skills
Negotiation Training
Pedagogy
Sales Negotiations
Win Win
Women and Negotiation