Faculty discuss the principles of negotiation they teach in the Program on Negotiation for Senior Executives.
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negotiation training
The following items are tagged negotiation training.
Paula Gutlove
Dr Paula Gutlove is Professor of Negotiation and Conflict Management Practice at the Simmons College School of Management, and Deputy Director of the Institute for Resource and Security Studies (IRSS). At IRSS she founded and directs the international project, Health Bridges for Peace. This project links health care with the prevention and resolution of inter-communal
Putting Negotiation Training to Work
Adapted from “Transferring Negotiation Knowledge,” first published in the Negotiation newsletter.
After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten.
NEW! Sales Negotiation Training: Essential Negotiation Skills for Sales Professionals
In this Special Report, we offer expert advice from the ‘Negotiation’ newsletter to help you close your most important sales negotiations.
When the going gets tough…
Adapted from “Taming Hard Bargainers,” by Robert C. Bordone (professor, Harvard Law School), first published in the Negotiation newsletter.
Suppose you’re about to face off with an “old school” negotiator whose reputation for hard bargaining precedes him. You know you’re supposed to adopt a collaborative approach for the best results, but what about when the other
Making and Using Films to Teach Negotiation
Access to multimedia content is rapidly increasing throughout the world, with videos and short clips permeating our daily life – whether in gas stations, on ATMs, cell phones, or mobile entertainment devices. We are consuming, producing, and interacting with videos more now than ever before: YouTube is the third-most visited website on the Internet, the
Jared Curhan, PON Executive Committee
Jared R. Curhan is the Ford International Career Development Professor and Associate Professor of Organization Studies at MIT’s Sloan School of Management, where he specializes in the psychology of negotiation and conflict resolution. He received his BA in Psychology from Harvard University and his MA and PhD in Psychology from Stanford University. A recipient of support from the National Science Foundation, Curhan has pioneered a social psychological approach to the study of “subjective value” in negotiation (i.e., social, perceptual, and emotional consequences of a negotiation).
Lawrence Susskind, Vice Chair of Pedagogy, PON Executive Committee
Lawrence E. Susskind has been a Professor at MIT for more than 35 years. He teaches negotiation as well as a number of other advanced subjects and runs a substantial research program as Director of the MIT-Harvard Public Disputes Program. He has supervised more than 60 doctoral students who now work around the world in academia, government and the private sector.
Deborah Kolb
Dr. Kolb is an authority on gender issues in negotiation and leadership, especially how women can negotiate the conditions for their own success while contributing to the effectiveness of their organization. Dr. Kolb has co-authored several books on this subject. Everyday Negotiation: Navigating the Hidden Agendas of Bargaining shows women (and men) how they can become more effective in their everyday negotiations by attending to the dual requirements of the shadow negotiation – advocacy for oneself and connection with others.
Jared Curhan
Jared R. Curhan is the Ford International Career Development Professor and Associate Professor of Organization Studies at MIT’s Sloan School of Management, where he specializes in the psychology of negotiation and conflict resolution. He received his BA in Psychology from Harvard University and his MA and PhD in Psychology from Stanford University. A recipient of
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BATNA
- Business Negotiations
- Conflict Management
- Conflict Resolution
- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- Confronting Evil: Interdisciplinary Perspectives Conference underway
- Crisis Negotiations
- PON co-sponsored conference addresses the challenges of “Confronting Evil”
- Finding the Right Process in India
- The Fiscal Cliff and the Debt Ceiling: Program on Negotiation Chair Robert Mnookin Discusses Recent and Future Negotiations Between Congressional Republicans and the White House
- Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
- BATNA for the Holidays? Program on Negotiation Co-Founders Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ with NPR
- Dealmaking
- Dispute Resolution
- International Negotiation
- Tips for Navigating Negotiations in China
- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
- Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
- An International Negotiation for an All-American Brand
- Mediation
- Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
- Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
- Dispute Resolution Using Online Mediation
- Meeting Facilitation
- Negotiation Skills
- Negotiation Training
- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
- Negotiate Relationships
- Negotiation Training: What’s Special About Technology Negotiations?
- For Better Negotiation Training, Study the U.S. Government’s Mistakes
- Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet
- Pedagogy
- Sales Negotiations
- Win Win
- Women and Negotiation