Negotiations in which there is a potential for the parties’ interests to be integrated in ways that create joint value or enlarge the pie. Integrative negotiation is possible when the parties have some shared interests or opportunities to realize mutual gains through trades across multiple issues. (Michael Watkins and Susan Rosegrant, Breakthrough International Negotiations [Jossey-Bass,
international negotiations
The following items are tagged international negotiations.
arbitrator
An impartial third party with the coercive power to impose terms on the disputants. An arbitrator is not biased in favor of either party and subordinates personal preferences to some set of rules or values. Nor does a pure arbitrator have a sufficient stake in the outcome to bargain with the disputants. (Michael Watkins and
Breakthrough International Negotiation
Playing for high stakes — in politics, business or everyday life — demands “breakthrough” negotiation, according to Michael Watkins, professor at the Harvard Business School, and Susan Rosegrant of the Kennedy School of Government at Harvard University. Their new book, Breakthrough International Negotiation: How Great Negotiators Transformed The World’s Toughest Post-Cold War Conflicts (San Francisco:
Breakthrough International Negotiation
First Title Published in New Book Series
Playing for high stakes — in politics, business or everyday life — demands “breakthrough” negotiation, according to Michael Watkins, professor at the Harvard Business School, and Susan Rosegrant of the Kennedy School of Government at Harvard University. Their new book, Breakthrough International Negotiation: How Great Negotiators Transformed The World’s
PON Names Five Graduate Fellows for 2001-2002
Five advanced students have been named PON Graduate Fellows for the academic year 2001-2002. They will join the Program and participate in its activities while writing their doctoral dissertations during this period. Two of the new Fellows, Michèle Ferenz and Gregg Macey, are students in the Department of Urban Studies and Planning at MIT. Noam
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