The following items are tagged Jeswald Salacuse.
Tufts Magazine, Tufts University: Negotiating Life
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)
Using an objective standard can strengthen your proposal and eliminate emotional bias. In this article, the author illustrates the concept
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)
The way you characterize or frame a situation can influence people’s thinking in a negotiation. Setting the terms can help, or hinder, your side. In
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)
If you think that hammering out a deal which is agreed to by all parties is the last step, think again. Now you’ve got to
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government
Most of us see negotiation as a one-on-one encounter, but bringing in outside help can make your negotiations more effective. In this article, Jeswald Salacuse
Jeswald Salacuse published a column in the Summer 2010 issue of Tufts Magazine.
His article suggests that weaker parties can:
Build relationships with third parties
Develop alternatives
Use linkage
Take initiative
Divide and conquer
To read Professor Salacuse’s full article, entitled The Lion and the Lamb: Do the Strong Always Devour the Weak, click here.
Jeswald Salacuse’s article Teaching International Business Negotiation: Reflections on Three Decades of Experience was published in International Negotiation, Volume 15, Number 2. The full article can be purchased here.
Abstract:
The author has taught international business negotiation in a wide variety of university courses and executive training programs throughout the world during the last three decades. He
Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, the senior graduate professional school of international affairs in the United States. Salacuse served as The Fletcher School’s Dean for nine years. With broad experience in higher education, international development, and legal practice, he specializes in international negotiation and arbitration, international business transactions, and law and development.
Professor Jeswald Salacuse recently published a new book, The Law of Investment Treaties. Professor Salacuse is a member of PON’s Executive Committee and experienced in international negotiation, international business transactions, leadership, and law and development. The Law of Investment Treaties explains the nature, history, and significance of investment treaties and their impact on international investors
Adapted from “Resolve Employee Conflicts with Mediation Techniques,” first published in the Negotiation newsletter.
If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a
Everyone has to negotiate with government sooner or later. Maybe you’re seeking a building permit for an addition on your house. Or a reduced tax penalty at the end of an IRS audit. Or permission from the state to open a charter school. Or a contract to sell software to the Defense Department. You may
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