Adapted from “Negotiating With a 900-Pound Gorilla,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter, February 2006.
Executives often leave the legal issues surrounding their deals to their attorneys. While this division of labor is often appropriate, negotiators can run into trouble without an awareness of the governing legal rules.
Lawrence Susskind
The following items are tagged Lawrence Susskind.
Negotiation training leads to more effective water diplomacy
Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as a fixed or scarce resource, and allocated in a way that assumes some parties will gain while others lose. In a recent blog post, Professor Lawrence Susskind examines
Overcoming the Not-In-My-Backyard (NIMBY) Syndrome
Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse)
NIMBY opposition is counterproductive, costly and unnecessary. In this posting, the author explains a proven process for getting around it and settling disputes before they have a chance
Learning multi-party negotiation from Vice-President Biden
Vice President Joe Biden is the President’s “secret weapon” in the coming budget negotiations, suggests Victoria Pynchon, in a recent post to the blog She Negotiates…and Changes Everything on Forbes.com. Pynchon argues that despite the fact that Biden is known for his public gaffes, it is his behind-the-scenes negotiation skills that make him a valuable
Why Classic Cases?
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
How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy
How can video be used to enhance the teaching of negotiation? This question was addressed by Michael Moffitt from the University of Oregon Law School in his presentation called “How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy” at the NP @ PON faculty dinner seminar on April 21, 2011.
Getting Agreement on Energy Policies and Plans
Lawrence Susskind (Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse)
Making public policy about energy has been a scattered, uncoordinated disaster. In this posting, the author argues for a negotiated, consensus building approach to energy planning.
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Helping Decentralized Organizations Negotiate More Effectively
Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse)
How can organizations with offices spread over a large geographical region negotiate competently? In this posting, the author gives suggestions for putting a realistic system in place.
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Lawrence Susskind awarded first Mediators Beyond Borders ‘Peacemaker’ Award
PON Executive Committee member Professor Lawrence Susskind was awarded the first Kenneth Cloke Peacemaker Award for outstanding and lasting contributions in International Peacebuilding at the Mediators Beyond Borders annual conference.
To learn more about the award, click here.
To learn more about Mediators Beyond Borders, click here.
Dealing With a Stubborn Counterpart
Adapted from “Stubborn or Irrational? How to Cope with a Difficult Negotiating Partner,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
Suppose you’re an experienced salesperson entering into negotiations for a contract renewal with a company you’ve successfully done business with for years. Recently, your counterpart at the other company
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- Confronting Evil: Interdisciplinary Perspectives Conference underway
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