Join us September 15-17, October 27-29, or December 7-9 for this three-day negotiation seminar at the Charles Hotel in Cambridge, Massachusetts.
Negotiation exercises include role-play simulations, executive education training seminars, webinars, books, and facilitator-led training sessions.
The following items are tagged negotiation exercise.
Join us April 15-18, May 20-23, or June 17-20 for this three-day negotiation seminar at the Charles Hotel in Cambridge, Massachusetts. Designed to accelerate your negotiation capabilities, Negotiation and Leadership (formerly known as the 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.
What do people value when they negotiate?
Research by Professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of Berkeley’s Haas School of Business provides useful insights concerning this basica question.
Using survey data collected from everyday negotiators and filtering it through a sorting procedure conducted by negotiation professionals, the researchers developed a Subjective Value Inventory (SVI) that includes four factors.
This course examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies. Whether you’re an experienced executive or and up-and-coming manager – working in the private or public sector – this program will help you shape important deals, negotiate in uncertain environments, improve working relationships, claim (and create) more value, and resolve seemingly intractable disputes. In short, this three-day executive education program will prepare you to achieve better outcomes at the table, every single time.
Online learning is going through a renaissance. The Khan Academy is reaching millions with its decidedly low-tech approach while MIT and Harvard announced a very ambitious platform called edX just this month. Proponents think we can learn from the less successful efforts of the 1990s and get it right this time. On April 17th, a group of PON faculty and educators gathered to share their experiences and perspectives on what works well online, where we are falling short and what the future of online learning might look like when it comes to teaching negotiation. The panelists for the event were Lori Abrams, developer of an online-based Negotiation Strategies course at the University of Minnesota Carlson School of Management, Peter McAteer, CEO of Corporate University Xchange (CorpU) and David Fairman, Managing Director of the Consensus Building Institute (CBI). The session was facilitated by Professor Lawrence Susskind from MIT.
Simmons College believes that it is important for people in a leadership position, in almost any profession, to have a basic understanding of, and competency in, the negotiation process. Therefore, negotiation is a required course for the Simmons School of Management Master in Business Administration (MBA) and Master in Health Administration (MHA) degrees. The author designed and teaches the negotiation course for the Simmons online MHA program. In this program, the negotiation course is the lead course in the curriculum, and serves as a foundation course. The students are mid-career, health-systems professionals, many of whom have terminal degrees in their clinical areas of expertise. The author also teaches negotiation in the MBA program, where she designed the course as a “blended” experience, with some lessons taught online between face-to-face class sessions.
What do people value when they negotiate? Research by professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of Berkeley’s Haas School of Business provides useful insights concerning this basic question.
Using survey data collected from everyday negotiators and filtering it through a sorting procedure conducted by negotiation professionals, the researchers developed a “Subjective Value Inventory” (SVI) which includes four factors: 1) “Feelings about Instrumental Outcomes” represents elements such as “winning” the negotiation, or more generally, gaining a large share of the pie; 2) “Feelings About the Self” includes elements such as saving face and “doing the right thing”; 3) “Feelings About the Negotiation Process” includes elements such as being listened to by the other party; and 4) “Feelings About the Relationship” includes elements such as establishing trust and building a strong relationship.
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 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.
PON Executive Committee member, Professor Guhan Subramanian and Harvard Negotiation Mediation Clinical Program director, Professor Robert Bordone recently coached Harvard Law School and Harvard Business School students in a day long negotiation exercise. Information about the exercise is featured on the HLS homepage. Click here to read more.