The following items are tagged negotiation strategy.
Alain Lempereur is the Alan B. Slifka Professor at Brandeis University, and the director of the Masters’ Programs in Coexistence and Conflict at the Heller School for Social Policy and Management. He is a member of the Executive Committee of the Program on Negotiation at Harvard Law School, where he was also a visiting professor. His current research is devoted to responsible negotiation.
Success in negotiation, according to Professor Robert H. Mnookin, Chair of the Program on Negotiation, depends largely on being capable of managing each of the three tensions that he defines as being inevitable within almost any negotiation process. These include the tension between how to expand value and how to divide
Adapted from “When You Hold All the Cards,” by Guhan Subramanian (professor, Harvard Business School and Harvard Law School), first published in the Negotiation newsletter.
One of your customers has just landed a lucrative new contract, and you’re the only supplier who can add a critical component to that customer’s production process. Concerns about violating your
In this free special report, the editors of Negotiation cull valuable lessons and curate popular content to provide you with a concise guide on negotiating more effectively. Throughout the 12 pages, you will discover proven negotiation techniques utilized by well-respected diplomats, famous actors, and major league athletes.
Deepak Malhotra is a Professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches Negotiation in a wide variety of executive programs including the Advanced Management Program (AMP), the Owner/President Management Program (OPM), Changing the Game, Strategic Negotiation, and Families in Business.
Michael Wheeler holds the MBA Class of 1952 Professor of Management Practice at the Harvard Business School where he teaches both Complex Negotiation and The Moral Leader, as well as a variety of executive courses. In recent years he served as faculty chair of the first year MBA program and headed the required Negotiation course.
Adapted from “Why You Should Make More Than One Offer,” first published in the Negotiation newsletter.
Effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them. But how can you be sure you’re making the right offer?
In a past issue
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at HBS, and is formally affiliated with the Kennedy School of Government, the Psychology Department, the Institute for Quantitative Social Sciences, the Harvard University Center on the Environment, and the Program on Negotiation. Max’s research focuses on decision making in negotiation, and improving
This report reveals how wise negotiators extract unexpected value using an indirect approach to conflict management. An aggressive management style can set you up for repeated failure. Direct conflict management approaches can be overly combative and counter-productive. Experienced negotiators know that compromise seldom succeeds. Win/lose is really lose/lose. The best negotiation strategy results in a deal that works for all parties.
Speakers:
Roger Fisher
Daniel Shapiro
Roger Fisher and Daniel Shapiro will be discussing ideas from their new book, Beyond Reason: Using Emotions as You Negotiate (Viking, 2005). The book has benefited from the thinking of many people, including participants of previous DRF Forums. During their talk, Fisher and Shapiro will offer practical ideas to help negotiators deal with
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
BATNA
Business Negotiations
Conflict Management
Conflict Resolution
Crisis Negotiations
Dealmaking
Dispute Resolution
International Negotiation
Mediation
Meeting Facilitation
Negotiation Skills
Negotiation Training
Pedagogy
Sales Negotiations
Win Win
Women and Negotiation