interest based negotiation

See Òproblem-solving approachÓ.

The following items are tagged interest based negotiation.

Negotiating the Fiscal Crisis

Posted by & filed under Negotiation Skills.

How can we avert a full-throttle drive over the fiscal cliff? Despite some promising signs of movement on both sides of the aisle, the current negotiation approach – positional bargaining – is bound to bring us dangerously close to the edge.

Why Classic Cases?

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse

Clearinghouse Customers Speak!

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

In an effort to understand more about how the PON Clearinghouse does and doesn’t meet its customers’ needs, we interviewed a number of long-time Clearinghouse clients. We asked what teaching materials they found most valuable and for what reasons. We also asked how they found out about the Clearinghouse and what additional teaching and training

A Closer Look at Collective Bargaining

Posted by & filed under Business Negotiations, Daily.

Adapted from “Innovation in Labor Relations,” first published in the Negotiation newsletter.

In 2004, a team of MIT and Harvard researchers published a study of a bold initiative by health-care giant Kaiser Permanente and its many unions to restructure their relationship. Given the recent spotlight focused on collective bargaining, beginning with a very public battle in

Gillien Todd

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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Gillien Todd is a Lecturer on Law at Harvard Law School, where she teaches the negotiation workshop and the PON Seminar on Negotiation and Dispute Resolution.  In addition, she has taught continuing education courses for attorneys and assists with the PON Executive Education Program on “Dealing with Difficult People and Situations.”

She has taught negotiation and

Opening students up to negotiation

Posted by & filed under Negotiation Skills.

Working It Out is a 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation. Written by Getting to YES co-author Roger Fisher and Difficult Conversations co-author Douglas Stone, Working It Out presents core concepts from both books in a clear, simple format with plenty of age-appropriate examples from family, school, workplace and

Gravel quarry or hiking grounds?

Posted by & filed under Business Negotiations, Daily.

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.  Rockwell Quarry is a five-party, multi-issue negotiation among elected officials, property owners, and a gravel company over a permit for a gravel quarry in a recreationally valuable canyon.

The Rockwell Quarry Complex Environmental Negotiation is a five-party, multi-issue simulation that

Salvaging the deal

Posted by & filed under Daily, Negotiation Skills.

The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Tendley Contract is a two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services.

SCENARIO: A school district and a computer consultant are negotiating a

Bob McKersie

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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If you want an expert on industrial and labor relations with a focus on bargaining, contact Professor Emeritus Bob McKersie. Coauthor of Strategic Negotiations (Harvard Business School Press, 1995), McKersie researches strategies being pursued by different industries to bring about effective and sustained organizational changes. He is also coauthor of The Transformation of American Industrial Relations (Basic Books, 1986) and Pay, Productivity, and Collective Bargaining (Macmillan, 1983).

Negotiate how you’ll negotiate

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Have You Negotiated How You’ll Negotiate?” by Robert C. Bordone, Professor, and Gillien S. Todd, Lecturer, Harvard Law School.

Breakdowns in negotiation are common. In the face of impasse at the bargaining table, managers are quick to blame either the challenges of the issues being negotiated or the hard-line tactics of the opposing parties.