Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


negotiations

Negotiations are a process through which individuals or groups can resolve disputes, settle business transactions, or construct working agreements. The process of negotiation involves creating and claiming value at the bargaining table and can be classified as either distributive or integrative in nature. An example of a distributive negotiation would be haggling over the value of a used car while an integrative negotiation would be two rival companies discussing how they can share research and developments costs in future product development. Distributive negotiations involve the "distribution" of value already present while integrative negotiations seek to create value during the process of negotiation or, in other words, add to the pie of assets over which negotiations are taking place.

The following items are tagged negotiations

Daily

Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange

Posted by & filed under International Negotiation.

The exchange between the United States and the Taliban of Sergeant Bowe Bergdahl for five Taliban leaders held at Guantanamo Bay, Cuba, represented the first public prisoner exchange of a US soldier in the thirteen year US involvement in Afghanistan. The background of the deal including how Private First Class Bergdahl (promoted twice to Sergeant … Read More 

Courses and Training

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

Product

Collective Bargaining at Central Division

Posted by & filed under .

Lawrence Susskind, Charles Hecksher, and Elaine Landry Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations … Read More 

Free Report

Negotiation and Leadership Fall 2017 Brochure

Posted by & filed under Free Report.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. … Read More 

Daily

Courses and Training

Practical Lessons from the Great Negotiators

Posted by & filed under 1 Day Courses, executive training.

Since 2001, the Program on Negotiation has bestowed the “Great Negotiator Award” on individuals who have successfully negotiated against great odds to accomplish worthy goals. In this fascinating one-day session, you’ll have the rare opportunity to explore how these remarkable negotiators overcame their most formidable challenges—and how to apply these lessons in your own negotiations. … Read More 

Product

What Works

Posted by & filed under .

Iris Bohnet A “game-changer” that demonstrates how research is addressing gender bias, improving lives and performance. … Read More 

Free Report

Spring 2017 Brochure

Posted by & filed under Free Report.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. … Read More 

Daily

Courses and Training

Product

Free Report

Negotiation Master Class Spring 2017 Program Guide

Posted by & filed under Free Report.

Over the years thousands of professional have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next? The Program on Negotiation is pleased to announce the Negotiation Master Class, … Read More 

Daily

Courses and Training

NEW! Negotiating the Impossible

Posted by & filed under 1 Day Courses, executive training.

We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.It does not have to be that way. In this interactive workshop, … Read More 

Product

Negotiating Life

Posted by & filed under .

Jeswald Salacuse Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation. … Read More 

Free Report

Negotiation Master Class Fall 2016 Program Guide

Posted by & filed under Free Report.

Over the years thousands of professional have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next? The Program on Negotiation is pleased to announce the Negotiation Master Class, … Read More 

Daily

Courses and Training

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – March 28-30, 2017

Posted by & filed under Harvard Negotiation Master Class.

Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, Harvard Business School, and the Massachusetts Institute of Technology—all of whom are committed to delivering a transformational learning experience. By working closely with them, you will: … Read More 

Product

Cross-Cultural Negotiation Video: What Is There To Teach About?

Posted by & filed under .

Produced by Larry Susskind and Warren Dent The Program On Negotiation at Harvard Law School invited three members of its highly experienced negotiation faculty to share stories about how they have adapted their teaching strategies in various cross-cultural contexts. … Read More 

Free Report

NEW FREE REPORT! Salary Negotiations

Posted by & filed under Free Report.

Discover how to refine your negotiation skills with this free special report, Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator, from Harvard Law School. … Read More 

Daily

Why Great Negotiators Earn More Money

Posted by & filed under Salary Negotiations.

Why Great Negotiators Earn More Money

What’s the best way to claim more money in a negotiation? Many professional negotiators would recommend hard-bargaining tactics, such as asking the other party to disclose their bottom line, standing firm on price, and threatening to walk away. But truly great negotiators recognize that using haggling strategies alone may leave significant money on the table. … Read More 

Courses and Training

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

Negotiation and Leadership Dealing With Difficult People and Problems Fall: December 5-7, 2016 Spring: April 18-20, 2017 | May 15-17, 2017 | June 19-21 2017

Become a More Effective Negotiator Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

Improve working relationships and resolve seemingly … Read More 

Product

Negotiating At Work

Posted by & filed under .

Deborah Kolb & Jessica Porter Selected by TIME as one of the best negotiation books of 2015, Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. … Read More 

Free Report

Fall 2016 Brochure

Posted by & filed under Free Report.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. … Read More 

Daily

Mediation: Negotiating a More Satisfactory Divorce

Posted by & filed under Mediation.

Mediation: Negotiating a More Satisfactory Divorce

We’ve all heard nightmarish stories of divorce battles that take years—and cost a small fortune—to resolve. The task of negotiating child and spousal support, dividing property and other possessions, and establishing child-custody arrangements can be daunting, especially when the principals are barely speaking to each other. In the worst-case scenario, bitter spouses hire cutthroat lawyers … Read More 

Courses and Training

Leveraging the Power of Emotions As You Negotiate

Posted by & filed under 1 Day Courses, executive training.

We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.It does not have to be that way. In this interactive workshop, … Read More 

Product

Job Negotiation, The

Posted by & filed under .

Jennie Hatch & Kessely Hong A three-party employment negotiation involving a mid-career student negotiating two job offers via email at the same time. … Read More 

Free Report

Daily

Team Building Using Negotiation Skills

Posted by & filed under Negotiation Skills.

negotiation situation examples team building and negotiating skills and negotiation tactics

To avoid conveying weakness to the other side, rather than calling for a break at the first sign of trouble, some teams devised secret signals they could use to bring wayward members in line—for instance, someone might stretch out her arms to communicate to another member that he’s getting off track. … Read More 

Courses and Training

Mediating Disputes

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 5-9, 2017 The success of any mediation is predicated on the skills of the mediator. In this popular program, you will acquire the practical skills and techniques for facilitating negotiations between disputing parties. From family and employment matters to public policy and business disagreements, you will discover effective ways to settle differences and mediate … Read More 

Product

Free Report

Spring 2016 Seminar Program Guide

Posted by & filed under Free Report.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. … Read More 

Daily

Courses and Training

Negotiation Workshop: Improving Your Negotiating Effectiveness

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 5-9, 2017 Too many negotiators leave value on the table. They painfully divide a small pie after a costly battle while failing to capture offsetting opportunities for joint gain, or win the battle, but at the cost to relationships and reputation that limit long-term value. Reliably negotiating optimal outcomes requires a keen appreciation … Read More 

Product

The Mercury Negotiation Simulation

Posted by & filed under .

Leah C. Stokes, Lawrence Susskind, and Noelle E. Selin This mercury game is a role-play simulation aimed at scientists, students and decision makers. Playing the game will help participants explore the consequences of representing scientific uncertainty in various ways in a policy context. … Read More 

Free Report

Daily

Courses and Training

Secrets of Successful Dealmaking

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 5-9, 2017 In corporate dealmaking, much of the action happens away from the negotiating table. Successful dealmakers understand that deal set-up and design greatly influence negotiation outcomes. In this program, you will examine the legal, tactical, and structural elements of dealmaking and acquire practical skills and techniques for navigating difficult tactics and pursuing … Read More 

Product

A Green Victory Against Great Odds, But Was It Too Little Too Late?

Posted by & filed under .

Gina Coplon-Newfield This case study provides an intimate view into the fierce battle among major US nonprofit environmental groups, Members of Congress, and industry over energy policy in 2007. The resulting law slashed pollution by raising car efficiency regulations for the first time in three decades. For negotiators and advocates, this case provides important lessons about … Read More 

Free Report

Daily

Deal-Making Negotiation Strategies: Short on Cash? Try Bartering

Posted by & filed under Uncategorized.

In an economic downturn, negotiation opportunities sometimes dry up because parties think they have nothing left to give. During times like these, bartering flourishes. This article will help you decide how and when to include bartering as a component of your negotiations. Here are four guidelines to help you bargain successfully at the negotiation table. … Read More 

Courses and Training

The Harvard Negotiation Intensive: A Two-Day Workshop

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 8-9, 2017 Whether you’re a vice president, litigator, manager, or transactional attorney, negotiation is central to nearly every professional activity. Systematic and thorough preparation, as well as an ability to manage shared, different, and conflicting interests, is critical to success. Designed to address the core issues that you experience as you negotiate on behalf … Read More 

Product

Dioxin – Waste to Energy Game

Posted by & filed under .

Denise Madigan, Steve Foster, and Lawrence Susskind Six-party, multi-issue negotiation among four scientists, a city representative, and an environmentalist to develop the city’s solid waste management strategy; also known as: Dioxin: Resource Recovery. … Read More 

Free Report

Daily

Courses and Training

Negotiation Workshop: Strategies, Tools, and Skills for Success

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 12-16, 2017 Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation. … Read More 

Product

Caitlin’s Challenge

Posted by & filed under .

Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School “Caitlin’s Challenge” is a short case recounting Caitlin Elliot’s history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for … Read More 

Free Report

Business Crisis Management: Crisis Communication Examples and How to Use Police Negotiation Tecniques

Posted by & filed under Free Report.

In this free special report negotiation experts offers advice on how to turn crisis situations into collaborative negotiations. Throughout the report, you will discover how to apply the lessons of professional hostage negotiators, avoid disasters through careful planning, diffuse tensions with angry members of the public, and break through impasse with open communication. … Read More 

Daily

Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality

Posted by & filed under Uncategorized.

Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality

If Chinese culture favors insiders, it stands to reason that outsiders face an uphill battle. In One Billion Customers: Lessons from the Front Lines of Doing Business in China (Free Press, 2005), business executive and Wall Street Journal bureau chief James McGregor writes of the 1996 attempt by Xinhua, the official Chinese news agency, to … Read More 

Courses and Training

Advanced Negotiation Workshop: Making Difficult Conversations More Productive

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 12-16, 2017 When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and behaviors can help … Read More 

Product

Power Of Noticing (The)

Posted by & filed under .

Max Bazerman A guide to making better decisions, noticing important information in the world around you, and improving leadership skills. … Read More 

Free Report

Dealing with Difficult People

Posted by & filed under Free Report.

At the Program on Negotiation at Harvard Law School (PON), we are dedicated to helping professionals deal with hard bargainers and resolve even the most challenging disputes. To help you understand the principles of negotiation and conflict resolution, we put together a special report: Dealing With Difficult People. Discover how to collaborate, negotiate, and bargain … Read More 

Daily

Courses and Training

New! Advanced Mediation Workshop: Mediating Complex Disputes

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 12-16, 2017 You’ve handled numerous mediation sessions with ease. You are confident in your mediation skills, especially between two parties who want a fair resolution. But how do the dynamics change when their lawyers join the session? What happens when the mediation expands to multiple parties who are bringing many issues to the … Read More 

Product

Good For You, Great For Me

Posted by & filed under .

Lawrence Susskind Win at win-win negotiating! Find trades that create much more value than either you or your opponent thought possible while satisfying the interests of your back table – the people to whom you report. … Read More 

Free Report

Daily

Techniques for Improving Your Negotiating Ability

Posted by & filed under Uncategorized.

negotiation skills and negotiation training techniques and strategies for improving your negotiating ability

Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually subsumed under categories such as “emotional intelligence,” or “persuasiveness” and negotiation techniques and their improvement through negotiation training are not a regular part of employee training programs. … Read More 

Courses and Training

Mediating Disputes – Fall 2017

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: TBA In this popular program, you will acquire the practical skills and techniques for facilitating negotiations between disputing parties. From family and employment matters to public policy and business disagreements, you will discover effective ways to settle differences and mediate disputes across a variety of contexts. This program will provide you with core mediation skills … Read More 

Product

Negotiating with the Ministry of Health

Posted by & filed under .

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada. … Read More 

Free Report

Daily

Police Negotiation Techniques from the NYPD Crisis Negotiations Team

Posted by & filed under Uncategorized.

Police Negotiation Techniques from the New York City Police Department Hostage Negotiations Team

Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Read More 

Courses and Training

Product

Negotiating with Another Federal Agency

Posted by & filed under .

Larry Susskind (MIT), Ona Ferguson, and Meredith Sciarrio Two, separate, two-person, non-scorable negotiations: one between Technical Co-chairs from the Center for Disease Control and USAID; the other between a CDC Technical Co-Chair and the Minister of Health in the imaginary host country of Sabada. … Read More 

Free Report

Harborco: Role-Play Simulation

Posted by & filed under Free Report.

Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. The Federal Licensing Agency would like to see them work with other stakeholders to develop a project that is acceptable … Read More 

Daily

Negotiation Techniques: Diagnose Your Negotiating Style

Posted by & filed under Uncategorized.

Negotiation Techniques: Diagnose Your Negotiating Style

How would you describe your negotiation techniques or negotiating style? Are you a cooperative negotiator who focuses on crafting negotiated agreements that benefit everyone, or do you actively compete to get a better deal than your counterpart? … Read More 

Courses and Training

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

Product

Browning Brothers Search

Posted by & filed under .

Jeswald W. Salacuse Five- to six-person negotiation between search committee members asked to reach consensus on characteristics needed for a new leader to right a financial company in crisis … Read More 

Free Report

Daily

Managing Difficult Negotiators

Posted by & filed under Uncategorized.

Managing Difficult Negotiators

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground. If you’re skilled in BATNA negotiations, you’ll have an easier time dealing with such people. … Read More 

Product

Canada-China Panda Acquisition Negotiation

Posted by & filed under .

Stephen Weiss Two-team (6 person), multi-issue contract negotiation between Canadian zoo CEOs and representatives of Chinese organization responsible for giant panda loans … Read More 

Free Report

Daily

Pope Francis and the Benefits of Servant Leadership in Negotiations

Posted by & filed under Uncategorized.

Pope Francis and the Benefits of Servant Leadership in Negotiations

Progress on global climate change accords has been incremental at best and nonexistent at worst. As in any negotiation, it is important to get the issues right and make sure all the relevant parties are at the table, but this is often easier said than done. Good leadership can help you ensure that both happen, … Read More 

Product

Win As Much WATER As You Can!

Posted by & filed under .

Catherine Ashcraft Four-person, scoreable, prisoner’s dilemma game where players decide how to handle low water levels in 10 quick rounds; an adaptation of the case “Win As Much As You Can.” … Read More 

Free Report

Negotiation Strategies for Women: Secrets to Success

Posted by & filed under Free Report.

As a general manager of a business unit and the father of two daughters in college, I have no tolerance for gender bias in the workplace or anywhere else for that matter. At least that’s what I thought, until a women manager handed me the Negotiation Strategies for Women report that she recently received from … Read More 

Daily

Product

Civic FusionMediating Polarized Public Disputes

Posted by & filed under .

By Susan L. Podziba. Civic fusion is when people bond to achieve a common public goal, even as they sustain deep value differences. This book offers proven strategies for moving polarized parties to consensus solutions based on the author’s 25 years of mediation experience, including working with pro-life and pro-choice leaders after fatal shootings at … Read More 

Free Report

Daily

Win-Win Negotiation Strategies for Rebuilding a Relationship

Posted by & filed under Uncategorized.

win-win negotiation

When negotiators come together after a period of mutual mistrust, it can be difficult for each side to reconcile their grievances with the other. Here are some strategies that others have used to bring bargaining counterparts together even after a long, contentious period of silence. … Read More 

Product

Negotiating About Pandas for San Diego Zoo

Posted by & filed under .

Stephen Weiss and Sarah Tatrallyay This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, … Read More 

Free Report

Sally Soprano: Role-Play Simulation

Posted by & filed under Free Report.

Sally Soprano is a distinguished soprano who is now somewhat past her prime. She has not had a lead role in two years but would like to revive her career. The Lyric Opera has a production scheduled to open in three weeks, but its lead soprano has become unavailable. Lyric’s representative has requested a meeting … Read More 

Daily

Using Integrative Negotiation Techniques to Close the Deal

Posted by & filed under Uncategorized.

integrative negotiation techniques

Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved. … Read More 

Product

Papers on International Environmental Negotiation, Volume 18: The Next Generation of Environmental Agreements (2011)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 18: The Next Generation of Environmental Agreements (2011)

“Introduction,” by Lawrence Susskind “Expanding the Role and Function of Science Advisory Panels: A New Way to Bridge Science and Policy in Environmental Treaty Regimes,” by Mona Funiciello “Toward an International Geoengineering Agreement: The Promises (and Pitfalls) of Negotiating a Convention on Global Climate Interventions,” … Read More 

Free Report

Teaching Negotiation: Understanding The Impact Of Role-Play Simulations

Posted by & filed under Free Report.

Negotiation can be challenging. And so can teaching it! At the Program on Negotiation (PON) at Harvard Law School, we help educators, scholars and practitioners like you learn how to more effectively teach negotiation. Notably, role-play simulations are a particularly useful way to facilitate experimentation and introduce participants to new dispute resolution tools, techniques and … Read More 

Daily

Product

Papers on International Environmental Negotiation, Volume 17: On the Road to Copenhagen (2009)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 17: On the Road to Copenhagen (2009)

“Introduction,” by Lawrence Susskind “Looking Beyond Kyoto: A Vision for 2050 – And How to Get There,” by Justin Ginnetti “A Framework Proposal for a post-2012 Copenhagen Protocol – How to Reach 80% Reductions by 2062,” by Ines Kapphan

“Post-Kyoto Climate Change Negotiations: The View from the Coalition … Read More 

Free Report

Daily

Famous Negotiators: Angela Merkel and Vladimir Putin

Posted by & filed under Uncategorized.

famous negotiators

At a January press conference last year, German chancellor Angela Merkel dangled a carrot in front of Russian president Vladimir Putin: the possibility of a summit in Kazakhstan aimed at easing the Ukraine crisis, to be attended by her and the leaders of France and Ukraine. That carrot, however, was dangling from a significant string. … Read More 

Product

Water Diplomacy

Posted by & filed under .

Shafiqul Islam and Lawrence E. Susskind In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims. … Read More 

Free Report

Daily

Negotiation Skills: How to Work with Your Counterpart in Negotiations

Posted by & filed under Uncategorized.

negotiation skills in business communication seeking advice from others

Negotiation skills in business communication and seeking advice from others, what are the potential benefits? Advice seeking inherently employs multiple self-presentation tactics (including ingratiation, self-promotion, and supplication), it allows us to improve both our competence and our likability. … Read More 

Product

Papers on International Environmental Negotiation, Volume 04 (1994)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 4 (1994) This volume is currently out of print.

“Getting Industry to Work for Environmental Treaty Making,” by Brent E. Omdahl

“Linking Human Rights and Environmental Quality,” by Kristi N. Rea

“Linking Trade and the Environment In a Post-Uruguay World,” by Katherine M. Howard

“Mass Media and the Environment: A Content Analysis,” by Paul A. Barresi

“Multinational Corporations: A … Read More 

Daily

Product

Papers on International Environmental Negotiation, Volume 10: Reforming the International Environmental Treaty-Making System (2001)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 10: Reforming the International Environmental Treaty-Making System (2001)

“A Declaration on Transnational Relief and a Code of Conduct in Cases of Environmental Emergency: A New Proposal,” by Naoki Maegawa

“A Proposed International Framework Convention on Bioinvasive Species,” by Wendy Jastremski

“Addressing North-South Power Asymmetry in International Environmental Negotiations,” by Robert Blair

“Capacity-Building Strategies in Support of … Read More 

Daily

Product

Papers on International Environmental Negotiation, Volume 14 (2005)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 14 (2005) This volume is available in print. Click here to order.

“Introduction,” by Lawrence E. Susskind and William R. Moomaw

“A ‘Zero Environmental Impact’ Treaty: A Full Environmental Compensation Mechanism for International Projects,” by Rodolfo Lacy

“A Sustainable Agriculture Amendment: Incorporating Sustainable Agriculture into International Environmental Negotiations,” by Hilde Petersen

“An Ecosystem Program … Read More 

Daily

Negotiation Skills and Bargaining Techniques from Female Executives

Posted by & filed under Uncategorized.

Negotiation Skills and Bargaining Techniques from Female Executives

Dozens of female CEOs and other high-level women negotiators have told us about their experiences negotiating in traditionally masculine contexts where standards and expectations were ambiguous. Their experiences varied according to the gender triggers that were present in the negotiations and they adapted their negotiation strategies to accommodate these shifts. … Read More 

Product

Papers on International Environmental Negotiation, Volume 15: Ensuring a Sustainable Future (2006)

Posted by & filed under .

Papers on International Environmental Negotiation, Volume 15: Ensuring a Sustainable Future (2006)  

“Introduction,” by Lawrence E. Susskind and William R. Moomaw “ASEAN Energy Cooperation: An Opportunity for Regional Sustainable Energy Development,” by Phinyada Atchatavivan

“Engaging Non-Governmental Organizations with International Environmental Negotiations: Institutional Approaches to Reforming State-NGO Interactions,” by Beaudry E. Kock

“Gender and International Environmental Negotiations – How Far … Read More 

Daily

Setting Standards in Negotiations

Posted by & filed under Uncategorized.

why is negotiation important in business salary negotiations and Setting Standards at the negotiation table

As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiation in business is an essential skill no matter what field a negotiator finds herself. Using an objective standard can strengthen your proposal and eliminate emotional bias. … Read More 

Product

Ancient Greece and the Peloponnesian War

Posted by & filed under .

Note: Purchase of the teacher’s manual for this Workable Peace Curriculum Unit includes a site license, which grants the user permission to reproduce its contents (including the role simulation instructions) for academic purposes at a single site, such as a school or organization. The individual role simulation for the Ancient Greece and the Peloponnesian War … Read More 

Daily

The Importance of Relationships in Negotiation

Posted by & filed under Uncategorized.

The Importance of Relationship in Negotiation

A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it. … Read More 

Product

Daily

Product

Workable Peace Curriculum Series

Posted by & filed under .

Note: Each of the seven individual Workable Peace Series curriculum units may also be purchased separately. Please click on the links below for information about purchasing individual units. Purchase of the seven-unit Workable Peace Curriculum Series includes a site license, which grants the user permission to reproduce any of its contents (including the role simulation … Read More 

Daily

Product

Daily

Product

Daily

How to Overcome Cultural Barriers to Communication in International Negotiations

Posted by & filed under Uncategorized.

how to overcome cultural barriers to communication in international negotiations

How to overcome cultural barriers to communication: As members of organizations and families, we all know from experience that even people with identical backgrounds can have vastly different negotiating styles and values. Nonetheless, we continue to be intrigued by the idea that distinct patterns emerge between negotiators from different cultures. … Read More 

Product

Daily

Power in Negotiations: How to Maximize a Weak BATNA

Posted by & filed under Uncategorized.

Power in Negotiations: How to Maximize a Weak BATNA

In business negotiations, we tend to assume that it’s the more financially successful party that has an edge. But if that party has a weak BATNA, or best alternative to a negotiated agreement, it could be the seemingly weaker party that comes out on top. … Read More 

Product

Daily

Product

Daily

Product

Papers on International Environmental Negotiation, Volume 07 Global Environment: Negotiating Its Future

Posted by & filed under .

The seventh in the International Environmental Paper Series is divided into three sections. The first proposes global agreements which can be reached in the areas of nitrogen emissions, “common heritage” resources, and the development of renewable energy technologies. The second section proposes two separate environmental management plans that share in common some important principles: the emphasis … Read More 

Daily

Product

Daily

How to Control Your Emotions in Conflict Resolution

Posted by & filed under Uncategorized.

How to Control Your Emotions in Conflict Resolution

To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over. … Read More 

Product

Daily

Product

ENCO

Posted by & filed under .

Jeswald W. Salacuse, Arun Venkataraman, and Fritz von Carp … Read More 

Daily

Product

Daily

In Business Negotiations, Dress the Part

Posted by & filed under Uncategorized.

negotiation topics in business dress the part at the bargaining table

Negotiators involved in high-stakes mergers and acquisitions typically come to the table armored in meticulously tailored apparel and designer shoes. But as Dana Mattioli reports in a recent Wall Street Journal negotiation topics in business article, those who are trying to woo business from an apparel company often end up dressing down at the bargaining … Read More 

Product

Daily

Product

Daily

Negotiating Around a Bad BATNA

Posted by & filed under Uncategorized.

Don’t assume your public statements will win over a reluctant negotiator. Know when it’s best to move on and make the most of your current situation. … Read More 

Product

Daily

Mediation Used in Dispute Resolution Over Art Museums

Posted by & filed under Uncategorized.

Mediation Used in Dispute Resolution Over Art Museums

When partners are negotiating a new business deal, overconfidence can lead them to overlook the possibility that the business will fail or otherwise struggle. Wise negotiators envision not only the best-case scenario, but the worst-case scenario, and prepare for it before signing on the dotted line. … Read More 

Product

Daily

Leadership Styles in Crisis Negotiations

Posted by & filed under Uncategorized.

euro crisis in Greece leadership qualities for a negotiation in crisis

Since the start of the global economic recession in 2008, few issues have proven as explosive as the Greek debt crisis. The Greek government’s commitment to repay billions of dollars in loans has been a source of contention with creditors ever since a sizable bailout was issued in 2010. … Read More 

Product

Probation Games

Posted by & filed under .

Lawrence Susskind and Susan Podziba A set of three simulations developed for and used in training court probation officers in negotiation techniques. … Read More 

Daily

Product

Daily

BATNA: Negotiation Preparation to Help Avoid Giving Up at the Bargaining Table

Posted by & filed under Uncategorized.

batna negotiation preparation to help avoid giving up at the bargaining table

When you expect an opponent to be competitive, your confidence in the outcomes you can achieve in negotiation is likely to plummet. In negotiation research with Adam Galinsky of Northwestern’s Kellogg School of Management, negotiators were provided with some background about their counterpart including information on how competitive their counterpart has been in previous negotiations. … Read More 

Product

Coping with International Conflict A Systematic Approach to Influence in International Negotiation

Posted by & filed under .

This text combines the clear, concise, and proven principles and practice of conflict management from Fisher’s bestselling Getting to Yes with the newest problem-solving approaches to international relations. Many of the concepts grew out of materials Fisher and his colleges use in their international consulting work to teach problem-solving and conflict management skills to diplomats … Read More 

Daily

Cross Cultural Communication: Translation and Negotiations

Posted by & filed under Uncategorized.

Cross Cultural Communication: Translation and Negotiations

In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But how do negotiators dealing with counterparts that speak another language modify their negotiation techniques to accommodate for the lack of a common language? … Read More 

Product

Women Negotiate

Posted by & filed under .

Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School An exploration of the issue of gender in negotiations, featuring interviews with three professional women negotiators … Read More 

Daily

Try a Contingent Contract if You Can’t Agree on What Will Happen

Posted by & filed under Uncategorized.

contingent contract

In negotiation, all the goodwill, trust, and cooperation you create can seem useless if you and your negotiating counterpart disagree about how future events may play out. In such cases, a contingent contract can be a highly useful, though widely overlooked, tool for creating value in negotiation. … Read More 

Product

Rebuilding the World Trade Center Site

Posted by & filed under .

Lawrence Susskind A group of legal, business, and dispute resolution professionals negotiate a six-person, facilitated role simulation regarding the reconstruction of the World Trade Center site in New York City, following the 9/11/2001 terrorist attacks … Read More 

Daily

Product

Negotiation Pedagogy Video Series, Part II

Posted by & filed under .

Lawrence Susskind and Melissa Manwaring An unscripted video showing an experienced negotiation professor teaching an executive education session through the running and debriefing of the Teflex Products role simulation, interspersed with instructor commentary … Read More 

Daily

Repairing Relationships Using Negotiation Skills

Posted by & filed under Uncategorized.

successful negotiation examples repairing relationships and dispute resolution using negotiation skills

Negotiation is not only something we do at work; often the toughest negotiations we encounter are in our personal lives. Some of the most successful negotiation examples of the power of negotiation skills in dispute resolution is when they repair relationships between friends. … Read More 

Product

Negotiation Pedagogy Video Series, Part I

Posted by & filed under .

Professor Michael Wheeler An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentary … Read More 

Daily

Are You Ready to Negotiate?

Posted by & filed under Uncategorized.

characteristics of negotiation styles are you ready to negotiate

“Winging it” is a fine approach to life’s minor decisions, but in negotiation, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read More 

Product

Negotiation of a Commercial Lease

Posted by & filed under .

The Program on Negotiation An unscripted video showing two different pairs of real estate professionals negotiating the terms of a commercial lease … Read More 

Daily

Product

Daily

Negotiation Skills: Building Trust in Negotiations

Posted by & filed under Uncategorized.

Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. … Read More 

Product

Oil Pricing Exercise

Posted by & filed under .

Roger Fisher Two-team, scoreable, multiple round, “prisoner’s dilemma”-style negotiation between representatives of two countries over the monthly price for barrels of oil. … Read More 

Daily

Your Reputation at the Bargaining Table in Business Negotiations

Posted by & filed under Uncategorized.

business negotiations

In multi-issue negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although this … Read More 

Product

Daily

Product

Lawyers & Clients

Posted by & filed under .

Robert H. Mnookin and Susan Hackley An illustration of interviewing and listening techniques appropriate for lawyer-client interviews, featuring Harvard Law School Professor Robert Mnookin … Read More 

Daily

Product

HackerStar Negotiation, The

Posted by & filed under .

Morgan Guaranty Trust Company Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher … Read More 

Daily

A Lesson from Turkey: Raise Your Profile in International Negotiations

Posted by & filed under Uncategorized.

international negotiations

Negotiators seek to raise their stature and increase their influence in international negotiations and other realms by serving as mediators and peacekeepers when conflicts emerge. To do so, they need to cultivate a reputation for impartiality or, at the very least, a willingness to listen to both sides. … Read More 

Product

Great Negotiator 2004: Ambassador Richard Holbrooke

Posted by & filed under .

Edited by James K. Sebenius and Ellen Knebel Video featuring Ambassador Richard Holbrooke discussing his role brokering the Dayton agreement that ended the 1992-95 war in Bosnia as well as his role in resolving the multinational dispute over U.S. dues owed in arrears to the United Nations … Read More 

Daily

Body Language in the Negotiation Process and Beyond

Posted by & filed under Uncategorized.

negotiation techniques and body language body language negotiation examples in real life

Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be, they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate … Read More 

Product

Great Negotiator 2003: Stuart Eizenstat

Posted by & filed under .

Edited by James K. Sebenius Video featuring excerpts from a discussion with Stuart Eizenstat regarding his efforts negotiating reparations for victims of Nazi Germany … Read More 

Daily

The Advantages of Bias at the Negotiation Table

Posted by & filed under Uncategorized.

examples of negotiation in business using bias to your advantage

What impact do cognitive biases have on bargaining scenarios? Work by negotiation researchers Russell B. Korobkin of UCLA and Chris P. Guthrie of Vanderbilt University suggests how to turn knowledge of four specific biases into tools of persuasion. … Read More 

Product

Great Negotiator 2002: Lakhdar Brahimi

Posted by & filed under .

James Sebenius and Kristen Schneeman Video featuring excerpts from a discussion with Ambassador Lakhdar Brahimi regarding his international negotiation experiences, including negotiating a new government for Afghanistan in 2002 … Read More 

Daily

Product

Team Talk The Power of Language in Team Dynamics

Posted by & filed under .

Both negotiators in organizations and students of organizational theory will be interested in this book. In this study, the author makes use of sociolinguistics to analyze team conversations and their organizational context to explain why cross-functional teamwork poses so many challenges. Drawing on interviews and observations of teams in Fortune 200 companies, the author compares … Read More 

Daily

Bargaining at a Fever Pitch

Posted by & filed under Uncategorized.

Bargaining a fever pitch

Have you ever won an auction only to realize later that you overbid for the prize? In competitive bidding situations, it’s easy to get carried away in the heat of the moment and overpay. The Boston Red Sox 2006 procurement of Japanese pitching phenomenon Daisuke “Dice-K” Matsuzaka offers a lesson in keeping cool in these … Read More 

Product

Strategic NegotiationsA Theory of Change in Labor-Management Relations

Posted by & filed under .

Labor-management relations have changed dramatically in recent years. Global competition and related economic, technological, political, and institutional changes have forced the collapse of the traditional social compact—based on steadily increasing wages and benefits for workers in exchange for unchallenged managerial autonomy—underpinning the U.S. labor market. In today’s competitive environment, managers can no longer afford the … Read More 

Daily

Star Wars Stories: George Lucas and a Strong BATNA, Passed Over

Posted by & filed under Uncategorized.

star wars BATNA

In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you … Read More 

Product

Daily

Product

Daily

When Dealmaking Breaks Down, Take the High Road

Posted by & filed under Uncategorized.

dealmaking

When a negotiation reaches an impasse, it can be tempting to use threats and punishment to try to coerce the other side into conceding. That happened in a dispute between Amazon and Hachette, one of the largest New York publishers, as reported in the New York Times. … Read More 

Product

Daily

Product

Negotiations and Change From the Workplace to Society

Posted by & filed under .

Managing change involves negotiation. Recognition of the interdependence between negotiations and change in the workplace and society has led to an explosion of research, writing and teaching on these topics. In 1965, Richard Walton and Robert McKersie laid the analytical foundation for much of this activity and innovation in negotiation practice with their landmark study, … Read More 

Daily

Top International Negotiation Case Studies in Business: The Microsoft-Nokia Deal

Posted by & filed under Uncategorized.

nokia international negotiation microsoft

International negotiation brings on more challenges than most. On September 3, 2013, Microsoft announced a deal to acquire Finnish mobile phone company Nokia’s handset and services business for $7.2 billion, the New York Times reported. The agreement marked a belated but bold move by Microsoft to upgrade its presence in handheld devices and signals an … Read More 

Product

Negotiation Genius

Posted by & filed under .

Deepak Malhotra & Max Bazerman Clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients – Co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category) … Read More 

Daily

Product

Daily

Product

Negotiating Rationally

Posted by & filed under .

On the basis of their studies of the negotiation behavior of more than 10,000 executives and students over the past five years, Bazerman and Neale conclude that most managers tend to behave irrationally in negotiations. In this book they explore many of the common mistakes that negotiators often make, explaining how such irrational errors can … Read More 

Daily

Are Salary Negotiation Skills Different for Men and Women?

Posted by & filed under Uncategorized.

Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will need advanced salary negotiation skills during the course of her career to deal with a scenario that is, in many ways, the definition of a … Read More 

Product

Daily

Product

Daily

Top International Multiparty Negotiations: Dissent in the European Union

Posted by & filed under Uncategorized.

Multiparty negotiations

A European Union summit held in late October 2013 failed to make headway toward more coordination of economic policies. Facing resistance from Germany in particular, European officials grew pessimistic regarding their odds of negotiating a deal over the next year to lay the foundation for a banking union for the 17 nations that use the … Read More 

Product

Must We Fight? From the Battlefield to the Schoolyard – A New Perspective on Violent Conflict and Its Prevention

Posted by & filed under .

In this book, William Ury (director of the Global Negotiations Initiative at the Program on Negotiation at Harvard Law School) and a panel of experts from several scientific disciplines challenge the commonly held notion that violence is “human nature.” Must We Fight? presents new research and insights into human nature which demonstrate that humankind is … Read More 

Daily

Product

Multiparty NegotiationFour-Volume Set

Posted by & filed under .

This comprehensive four-volume collection on multiparty negotiation brings together nearly 100 classic works and cutting-edge papers from law, international politics, organization studies and public administration … Read More 

Daily

Product

Manager as Negotiator (The)Bargaining for Cooperation and Competitive Gain

Posted by & filed under .

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats – indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, … Read More 

Daily

How to Negotiate a Business Deal

Posted by & filed under Uncategorized.

How to Negotiate a Business Deal

In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read More 

Product

Daily

Crisis Negotiation Skills: The Hostage Negotiator’s Drill

Posted by & filed under Uncategorized.

teambuilding negotiating skills and negotiation tactics using negotiation examples

Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. … Read More 

Product

Getting to YES

Posted by & filed under .

Roger Fisher, William Ury, and Bruce Patton A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry. … Read More 

Daily

BATNA and Other Sources of Power at the Negotiation Table

Posted by & filed under Uncategorized.

batna negotiations power in negotiations

BATNA negotiations involve a negotiators knowledge of her best alternatives to a negotiated agreement and are one of three sources of negotiating power at the bargaining table, according to negotiation researcher Adam D. Galinsky and New York University’s Joe C. Magee. … Read More 

Product

Getting Ready to Negotiate The Getting to YES Workbook

Posted by & filed under .

The companion volume to Getting to Yes — an essential, easy-to-use workbook on effective negotiating. Getting Ready to Negotiate

The first workbook to illustrate the process described in the extraordinary bestseller, Getting to Yes.

Designed to help the beginner as well as the seasoned pro prepare for every type of negotiation.

Use the book as a refresher course on … Read More 

Daily

Product

Everyday Negotiation Navigating the Hidden Agendas in Bargaining

Posted by & filed under .

Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success. Everyday Negotiation provides insight into ways of recognizing the shadow negotiation — where unspoken attitudes, hidden assumptions, and … Read More 

Daily

Product

Daily

Win Win Negotiation: Managing Your Counterpart’s Satisfaction

Posted by & filed under Uncategorized.

How to arrive at optimal agreements and make everyone happy with win win negotiation

As the following points of win-win negotiation will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself. … Read More 

Product

Daily

Negotiation Case Study and Sincerity’s Power in Negotiation

Posted by & filed under Uncategorized.

negotiation case study

Most of us have had the experience of delivering an apology that fell on deaf ears. When apologies fail to achieve their aims, poor delivery is usually to blame. The importance of sincerity in such a situation cannot be overstated, because if the recipient thinks your apology is less than sincere, she is unlikely to … Read More 

Product

Daily

Product

Daily

Product

Daily

The Negotiation Process in China

Posted by & filed under Uncategorized.

negotiation process

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China. … Read More 

Product

Bargaining with the Devil

Posted by & filed under .

Robert Mnookin offers practical advice for the most challenging conflicts — when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. … Read More 

Daily

Product

Culture and Negotiation

Posted by & filed under .

Culture-along with many other variables-often affects international negotiations. Culture and Negotiation offers a unique contribution by focusing on the distinctive impact of culture, both in creating unexpected opportunities for dispute settlement and in imposing obstacle to agreement. Part I presents expert views on the nature and limits of culture’s influence on negotiation. Part II comprises … Read More 

Daily

Product

World Trade Center Redevelopment Negotiation

Posted by & filed under .

Lawrence Susskind, Katherine Harvey, David Kovick, F. Peter Phillips, Marc Wolinsky, Cathy Cronin Harris, and Simeon Baum Six-person facilitated negotiation among representatives of the city, state, developer, insurer, and victims’ families regarding the redevelopment of the World Trade Center site following the Sept. 11, 2001 terrorist attacks … Read More 

Daily

Product

Work Rules Strategy

Posted by & filed under .

Kathleen Valley Two-team iterated scoreable prisoner’s dilemma exercise set in a labor/management context … Read More 

Daily

Dispute Resolution, NHL style

Posted by & filed under Uncategorized.

Dispute resolution in NHL

The deal suggests a valuable way for business negotiators in all realms to break through thorny disputes: expand your focus by looking for tradeoffs that cut across time periods. … Read More 

Product

Daily

Product

Wintertime in Winterville

Posted by & filed under .

Jonathan Raab, Sarah McKearnan, Jan Martinez, and Michele Ferenz Four-party negotiation among a federal building manager, the building contracting officer, a local employment agency, and a nonprofit organization regarding the renewal of a janitorial services contract in the context of past service problems … Read More 

Daily

Product

Water on the West Bank

Posted by & filed under .

Susan Podziba and Lawrence Susskind Seven-person, four-issue mediation among three Israeli water authority and regional representatives and three Palestinian water authority and political representatives over plans to drill a new well on the West Bank … Read More 

Daily

Negotiation Techniques from International Diplomacy: Lessons for Business Negotiators

Posted by & filed under Uncategorized.

International Diplomacy

Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, diplomacy evokes images of frivolity – days spent wandering exotic capitals, nights spent cruising embassy cocktail parties. … Read More 

Product

United States v. Dunlop

Posted by & filed under .

Dan Vogel, under the supervision of Robert Bordone Four-person, three-issue, two-round between U.S. prosecutors, an executive charged with securities fraud, and defense counsel over the terms of a possible plea bargain; attorney-client interviews are followed by a plea bargain negotiation … Read More 

Daily

Conflict Management and Negotiating When Pride is at Stake

Posted by & filed under Uncategorized.

conflict management

The fallout from Iceland’s financial crisis offers a case study in dealing with those who have suffered a significant blow to their self-esteem. In late 2008, Iceland teetered on the edge of bankruptcy following the collapse of its three largest banks. Since becoming independent of the government in 2002, the banks had pursued a strategy … Read More 

Product

Trademore Personnel

Posted by & filed under .

Lawrence Susskind and Bruce Patton Three-person, integrative, facilitated negotiation with two department heads and a Human Resources observer/facilitator regarding the possible transfer of an employee from one department to the other … Read More 

Daily

Product

Three-Party Coalition Exercise

Posted by & filed under .

Lawrence Susskind Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition … Read More 

Daily

Your BATNA and How to Achieve Optimal Outcomes in Negotiation

Posted by & filed under Uncategorized.

batna negotiating skills and negotiation tactics using negotiation examples from real life

The following question was posed to Program on Negotiation faculty member and associate professor of business administration at Harvard Business School in the Negotiations, Organizations & Markets Unit, Francesca Gino and involves a negotiation example from real life from the world of business negotiations. … Read More 

Product

Telecom Services

Posted by & filed under .

Beth Doherty under the supervision of Lawrence Susskind Two-party, two-issue, integrative, scoreable negotiation over the terms of a telecommunications services contract … Read More 

Daily

VIDEO: William Ury on “Getting to Yes with Yourself”

Posted by & filed under Uncategorized.

At the Program on Negotiation at Harvard Law School, William Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, and faculty members filled Austin Hall to hear Ury … Read More 

Product

Technology Equipment Partners

Posted by & filed under .

Tracey Brenner, under the supervision of Lawrence Susskind Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement … Read More 

Daily

New Dispute Resolution Skills: A Case Study of Conflict Management Using Negotiating Skills

Posted by & filed under Uncategorized.

case study of conflict management new dispute resolution skills

Negotiating effectively with colleagues can be more challenging than dealing with outsiders. Conventional wisdom advises addressing team conflict by staying focused on tasks and avoiding relationship issues. Yet a case study of conflict management by Harvard Business School professor Amy Edmondson and Diana McLain Smith of The Monitory Group concludes that this approach to dispute … Read More 

Product

State v. Huntley

Posted by & filed under .

Timothy Reiser Two-party criminal plea bargain negotiation between a prosecutor and a public defender for a man charged with aggravated rape … Read More 

Daily

Product

Stakes of Engagement, The

Posted by & filed under .

Nicholas Sabin Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns … Read More 

Daily

Product

St. Francis Hospital and the Managed Medical Model

Posted by & filed under .

Patricia Moore and Lawrence Susskind Five-party, four-issue negotiation among representatives for a financially struggling hospital’s administrators, doctors, and nurses over budget priorities and expanded application of the managed medical model … Read More 

Daily

Product

Social Services

Posted by & filed under .

Denise Madigan Three-party scoreable negotiation among three non-profit social service providers over whether to apply for funding in a consortium of two or three; variation of Three-Party Coalition Exercise … Read More 

Daily

Product

Ship Bumping Case

Posted by & filed under .

Andrew Clarkson Two-party international negotiation between Russian and U.S. negotiators over a naval incident; teams internally prepare instructions for a representative not involved in the preparation … Read More 

Daily

Salary Negotiations and How to Negotiate Performance-Based Pay

Posted by & filed under Uncategorized.

Salary negotiations are never predictable. Imagine that you are a sales rep with a company that is getting hit hard by a financial crisis. No one has been laid off yet, but everyone is nervous about that possibility. In an effort to save jobs, your sales manager has quietly proposed that everyone take lower base … Read More 

Product

Radwaste II

Posted by & filed under .

Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle Six-party, multi-issue negotiation among state and local government, enviromental, and industry representatives to select one of three sites for low-level radioactive waste disposal … Read More 

Daily

Understanding Different Negotiation Styles

Posted by & filed under Uncategorized.

business negotiation styles

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people better negotiators than others? The answer may be in part that people bring different negotiation styles and strategies to the bargaining table, based on their different personalities, experiences, … Read More 

Product

Radwaste I

Posted by & filed under .

Tod Loofbourrow, Lawrence Susskind, Denise Madigan and Wendy Rundle Seven-party, multi-issue, scoreable negotiation among regulatory, environmental, tribal, local government, and industry representatives to choose criteria for selecting a low-level radioactive waste disposal site … Read More 

Daily

Negotiation Topics in Business: Coming Up with Win-Win Solutions at the Bargaining Table

Posted by & filed under Uncategorized.

integrative negotiation and a win-win solution a place in business negotiations

Even those who effectively engage in an integrative negotiations or mutual-gains approach to negotiation, a bargaining scenario in which parties work together to meet interests and maximize value creation during the negotiation process, can be stymied by the task of dividing up a seemingly fixed pie of resources, such as budgets, revenue, and time. … Read More 

Product

Daily

Product

Puerto Mauricio Development Conflict Simulation – Parts I & II

Posted by & filed under .

Mieke van der Wansem, Tracy Dyke and Lawrence Susskind Thirteen-person, multi-issue, two-round, partially scoreable negotiation among government, industry, environmental, and farming stakeholders to develop a land-use plan (Part I) and among additional government stakeholders over plan approval (Part II) … Read More 

Daily

For Modern Farmer Magazine, a Bad BATNA

Posted by & filed under Uncategorized.

In business negotiations, our mistakes sometimes end up affecting not only the current deal, but our best alternative to a negotiated agreement, or BATNA, in deals that lie down the road. That’s a lesson that Ann Marie Gardner, the founder and editor of the hip new magazine Modern Farmer, has learned the hard way. … Read More 

Product

PowerScreen Problem

Posted by & filed under .

Bruce Patton, Mark Gordon and Andrew Clarkson Two-party integrative negotiation between the lawyers for business partners concerning the ownership of a new computer program one of them has developed … Read More 

Daily

Product

Pacrim Dispute

Posted by & filed under .

Ericka Gray Three-party, multi-issue international trade negotiation among three culturally different countries over which of two countries will export rice to the third; inculdes coalition and ongoing relationship issues … Read More 

Daily

5 Dealmaking Tips for Closing the Deal

Posted by & filed under Uncategorized.

dealmaking tips: 5 tips for closing the deal in business negotiations drawn from negotiation case studies_250w

When you’ve made progress on certain issues but remain stymied on others in a negotiation, it’s time to take a hard look at what’s standing between you and a mutually acceptable deal. Professor Robert Mnookin of Harvard Law School and his colleagues at Stanford University have created a catalog of common barriers to agreement, including … Read More 

Product

Open Lands A Private Planning Negotiation

Posted by & filed under .

Patrick Field, Ric Richardson, and John Harrison Eight-person facilitated negotiation among seven landowners to develop voluntary private land-use plan to provide financial security while preserving open space and agricultural land … Read More 

Daily

Managing Difficult Employees—Like Alex Rodriguez?

Posted by & filed under Uncategorized.

Managing Difficult Employees —Like Alex Rodriguez?

What negotiation strategies should employers use when dealing with difficult employees? Conflict management strategies and negotiation skills go hand in hand as this negotiation example about New York Yankees’ star baseball player Alex Rodriguez demonstrates. … Read More 

Product

New Crimea Prison Overcrowding Simulation

Posted by & filed under .

Susan Podziba and Lawrence Susskind Eight-party, multi-issue negotiation among prison administrators, government leaders, criminal justice advocates, and prisoners’ rights advocates to develop recommendations for a comprehensive state policy to alleviate prison overcrowding … Read More 

Daily

Ten Popular Business Negotiation Articles

Posted by & filed under Uncategorized.

top 10 business negotiation articles

Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles present negotiation examples in real life and offer strategies for engaging in integrative negotiations strategies aimed at creating win-win scenarios for each party at the negotiation … Read More 

Product

Daily

Product

National Energy Policy Simulation

Posted by & filed under .

Eric Jay Dolin, Daniel Greenberg and Lawrence Susskind Highly complex multi-party, multi-issue negotiation among political, industry, environmental, and consumer leaders and lobbyists to develop a detailed proposal to reduce U.S. vulnerability to changes in energy prices and supply … Read More 

Daily

Product

Multisumma

Posted by & filed under .

Patricia Moore and Hal Movius with Lawrence Susskind Six-party, four-issue negotiation among representatives of several international aircraft companies over the terms of a potential long-term partnership … Read More 

Daily

Negotiation Topics in Business: Make a Bump Plan

Posted by & filed under Uncategorized.

negotiation topics in business and negotiation strategy make a bump plan

Regrouping from the cancellation of the 2004–2005 season due to failed labor negotiations, National Hockey League (NHL) teams and players faced the challenge of radically restructuring their collective bargaining agreement (CBA) in July 2005. The new CBA instituted a uniform cap (as well as a floor) on team payrolls. It also set maximums and minimums … Read More 

Product

Mouse Exercise

Posted by & filed under .

Geoffrey Fink and Maria Baute Stewart Seven-party, multi-issue negotiation among a theme-park developer, neighboring mayors, a regional organization, and a national government representative over the development of a proposed theme park; involves coalition-building and cultural issues … Read More 

Daily

International Negotiation Role Playing: Systems Thinking and Peace-Building

Posted by & filed under Uncategorized.

international negotiation - peacebuilding negotiation strategies in international negotiations

Policymakers, practitioners, and academics have seized on the need for peacebuilding negotiation strategies in international negotiation to be as complex and adaptive as the societies within which they work. As a result, there are loud calls for “whole of government” or “whole of community” approaches that cross traditional sectoral boundaries.  The problem is that these approaches are … Read More 

Product

Mountain View Farm

Posted by & filed under .

Roger Fisher and Andrew Clarkson Two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor’s land … Read More 

Daily

Product

Meridia and Petrocentram

Posted by & filed under .

Abram Chayes and Antonia Handler Chayes Two-party, four-issue negotiation between representatives of a Central American country and an international petroleum corporation over the terms of an offshore drilling project … Read More 

Daily

Product

MedLee

Posted by & filed under .

Candace Lun and Jeswald W. Salacuse Two-party, four-issue negotiation between representatives of two companies with different national and corporate cultures regarding a possible joint venture … Read More 

Daily

Best Negotiators in History: Nelson Mandela and His Negotiation Style

Posted by & filed under Uncategorized.

The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote Harvard Law School professor and Program on Negotiation Chairman Robert H. Mnookin in his seminal book, Bargaining with the Devil, When to Negotiate, When to Fight. … Read More 

Product

MC Metals

Posted by & filed under .

Dan Delisi, under the supervision of Lawrence Susskind and Paul Levy Six-person integrative negotiation among representatives of manufacturing company, occupational safety agency, union, local fire department, and local technical expert to settle claims of safety violations that allegedly caused two employee deaths … Read More 

Daily

What is the Right of First Refusal?

Posted by & filed under Uncategorized.

right of first refusal

When transferring property, sellers sometimes insist on real estate rights of first refusal – the chance to be first in line to repurchase the property if their buyer later decides to sell. … Read More 

Product

MAPO – Administration Negotiation

Posted by & filed under .

Mark Gordon, Elizabeth Gray, Tim Rieser, and Lynn Gerber Two-team, multi-issue collective bargaining negotiation between three police union representatives and three municipal representatives over police salaries, benefits, and working conditions … Read More 

Daily

Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions

Posted by & filed under Uncategorized.

reservation point negotiation reach negotiated agreements by asking the right questions

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More 

Product

Daily

Product

Law Library, The

Posted by & filed under .

John Palenberg, Elizabeth Gray, Deborah Winter, and Wayne Davis Two-party negotiation between representatives of two law firms over the sale of a collection of law books … Read More 

Daily

Win-Win Business Negotiations: The Wachovia Buyout

Posted by & filed under Uncategorized.

win win business negotiations the wachovia buyout

Changing financial and legal conditions can create and destroy wealth in the blink of an eye. How does a negotiator take advantage of such periods of change? During the financial crisis of 2008, Wachovia Corporation found itself looking for a buyer to avoid collapse while the financial industry as a whole was the grips of … Read More 

Product

Hitana Bay Development Simulation

Posted by & filed under .

International Programme for the Management of Sustainability, with Lawrence Susskind Ten-party, multi-issue negotiation among government, development, industry, labor, and preservation interests over port improvements, real-estate development, and environmental protection in a Caribbean island harbor expansion … Read More 

Daily

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

Posted by & filed under Uncategorized.

cultural conflict

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural negotiation example, how should this negotiator improve her negotiation skills? … Read More 

Product

Guatemala Role Play, The

Posted by & filed under .

Michael Maturo, Kate Mahoney, Francisco Ingouville and Anthony Wanis St. John, under the direction of David Fairman Six-person mediated negotiation among representatives of the Guatemalan government, military, rebel groups, indigenous people, and U.S. government to address post-armed-conflict human rights, land claims, and cultural and political rights issues … Read More 

Daily

Product

Gadgets, Inc.

Posted by & filed under .

Cheri Peele and Lawrence Susskind Six-party, four-issue negotiation among a company’s management and union representatives, environmental groups, and state and federal environmental agencies over fines and adoption of new technology in response to the company’s illegal polluting … Read More 

Daily

4 Negotiation Tactics Robert Kraft Used to End the NFL Lockout

Posted by & filed under Uncategorized.

negotiation tactics

Robert Kraft, owner of the New England Patriots, was by all accounts a major factor in getting the NFL collective bargaining agreement signed earlier in October 2011. To do so, Kraft employed four key negotiation tactics to help the players and owners come to a “win-win” solution. … Read More 

Product

Franklin Family Foundation and Westbrook Regional School District

Posted by & filed under .

Catherine Preston and Lawrence Susskind Twelve-person, two-round negotiation between six foundation board members and six school board and community leaders over efforts to address racial disparities in academic performance; internal negotiations precede external … Read More 

Daily

An Alternative to Traditional Dispute Resolution Instruction

Posted by & filed under Uncategorized.

dispute resolution

Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. … Read More 

Product

First City Bank and the Press

Posted by & filed under .

Jeffrey Litwak and Lawrence Susskind Six-party negotiation among lending institution representatives, community leaders, a contractors’ association, and the mayor’s office to develop a public relations strategy and solutions to a foreclosure crisis caused by a widespread mortgage scam … Read More 

Daily

Mediation: Sitting Down at the Table

Posted by & filed under Uncategorized.

mediation and problem solving skills sitting down at the table

One of the central skills of a mediator is the ability to solve problems. And while problem solving skills may lead to successfully negotiated agreements between disputing parties, an effective mediator also has to get each side to agree to sit down at the bargaining table in the first place. … Read More 

Product

Fie’s Agent

Posted by & filed under .

Jeremy Bird under the supervision of Melissa Manwaring Two-party integrative e-mail negotiation between a soccer star and her long-term representative over the terms of a potential new agency contract … Read More 

Daily

Integrative Bargaining Examples: Expanding the Pie – Integrative versus Distributive Bargaining Negotiation Strategies

Posted by & filed under Uncategorized.

integrative bargaining

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read More 

Product

Federal Lands Management I

Posted by & filed under .

Consensus Building Institute, Montana Consensus Council, and Bureau of Land Management Facilitated multi-party negotiation over the appropriate decision-making process for a federal land management dispute … Read More 

Daily

How to Deal with Outsiders at the Bargaining Table

Posted by & filed under Uncategorized.

top ten business negotiation examples of 2013 dell negotiation

How can negotiators anticipate roadblocks earlier in the bidding process? The following example attests to the necessity of thinking through the range of problems you could face in an upcoming negotiation, including threats from deal challengers and outsiders. … Read More 

Product

Eazy’s Garage

Posted by & filed under .

Bruce Patton (adapted by Sheila Heen) Four-party, two-stage negotiation between an auto mechanic and a client and their respective attorneys over a disputed repair bill; first stage involves lawyer-client interviews and second stage involves negotiation … Read More 

Daily

Product

East Falls Brownfields

Posted by & filed under .

Tracy Dyke, under the direction of Lawrence Susskind and Susan Podziba Seven-person, non-scoreable, facilitated negotiation among planners, regulators and activists regarding the cleanup and redevelopment of environmentally contaminated property … Read More 

Daily

Product

Discount Marketplace and Hawkins Development

Posted by & filed under .

Lawrence Bacow Two-party negotiation between a shopping center developer and a prospective anchor tenant over the terms of the proposed lease’s “use, assignment, and subletting” clause … Read More 

Daily

Product

DirtyStuff I

Posted by & filed under .

Lawrence Susskind Five-person, multi-issue facilitated negotiation among industry, environmental, labor, and government representatives to develop single-text regulation of toxic industrial by-product … Read More 

Daily

Product

Daily

Managing Expectations in Negotiations

Posted by & filed under Uncategorized.

good negotiation examples about managing expectations in negotiations

Successful negotiators work hard to ensure that when they and their counterpart leave a negotiation, both sides feel satisfied with the agreement. Why should you care whether the other side is pleased with the deal or not? … Read More 

Product

Development Dispute at Menehune Bay

Posted by & filed under .

Lawrence Susskind, Thomas Dinell, and Vicki Shook Six-party, multi-issue, facilitated negotiation of a dispute over environmental issues, native rights, and commercial development interests in Hawaii … Read More 

Daily

The Leadership Skills of Late Night

Posted by & filed under Uncategorized.

The Leadership Skills of Late Night

Selecting the right person for a challenging job is often more than just a hiring decision. It’s a negotiation. Doing it well requires exceptional leadership skills. Nowhere is this clearer than in late night television. Last year, Jay Leno left The Tonight Show. … Read More 

Product

DEC v. Riverside

Posted by & filed under .

David Lax, James Sebenius, Lawrence Susskind, and Thomas Weeks Two-party, multi-issue, scoreable negotiation between a manufacturer and a state environmental agency to reach a settlement over the manufacturer’s pollution of a local river … Read More 

Daily

Make the Most of Your Salary Negotiations

Posted by & filed under Uncategorized.

Make the Most of Your Salary Negotiations

What salary negotiation skills can you use if a potential employer asks you about your past salary? If you earned a competitive wage, your concern may be whether the new employer can afford you. … Read More 

Product

Contract Negotiations in the Building Trades

Posted by & filed under .

Lawrence Susskind Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations … Read More 

Daily

Product

Construction in Bunyonville

Posted by & filed under .

Bruce Patton Six-person, multi-issue mediation between two construction company representatives and two neighborhood residents over a construction project’s safety and noise issues; mediated by two representatives of the bank financing the construction … Read More 

Daily

Product

Chemco, Inc.

Posted by & filed under .

Wendy Pabich and Lawrence Susskind Six-person, five-issue negotiation between three industrial factory representatives and three environmental agency representatives over environmental and economic concerns in the wake of damaging negative publicity for both parties … Read More 

Daily

7 Tips for Closing the Deal in Negotiations

Posted by & filed under Uncategorized.

“ABC: Always Be Closing.” That’s the sales strategy that actor Alec Baldwin’s character Blake shared in the 1992 film Glengarry Glen Ross as he tried to motivate a group of real estate salesmen. In his verbally abusive, profanity-laced speech, Blake presented a ruthless model of closing a business deal that ignores customers’ needs and cuts … Read More 

Product

Changing Times for the Senior Center in Redwood Hills

Posted by & filed under .

Connie Ozawa Multi-party, multi-issue facilitated negotiation for five or six players representing civic and business leaders and owner of a senior center regarding the expansion of other groups’ use of the center … Read More 

Daily

Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table

Posted by & filed under Uncategorized.

diplomatic negotiations

As the US presidential primary season heats up for both parties, it helps to take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example demonstrates, if carefully managed, disagreements can lead to better results than you might expect. … Read More 

Product

Carson Extension – Mediated Version

Posted by & filed under .

Holly Goo and Lawrence Susskind Seven-person, three-issue mediation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river … Read More 

Daily

Example of Negotiation: How Emotions Affect Your Negotiating Ability

Posted by & filed under Uncategorized.

example of negotiation in daily life how emotions affect your negotiating ability

Example of negotiation in daily life: Imagine you’re about to negotiate with a competing firm about a possible merger. You enter the conference room and find a reasonable and fair representative from the other company, someone you’ve reached mutually beneficial agreements with in the past. … Read More 

Product

Carson Extension

Posted by & filed under .

Holly Goo and Lawrence Susskind Six-party, three-issue negotiation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river … Read More 

Daily

Product

Bullard Houses

Posted by & filed under .

Ron Karp, David Gold and Mox Tan Two-party, multi-issue real estate negotiation between representatives for a buyer and seller, where BATNAs are important … Read More 

Daily

Product

Brachton Collective Bargaining Exercise

Posted by & filed under .

Two-team, multi-issue employment contract negotiation between three teachers’ union representatives and three school committee representatives; includes internal team meetings before external negotiations … Read More 

Daily

Product

Boston Busing Role Play

Posted by & filed under .

Melissa Manwaring, under the direction of David Fairman and Stacie Nicole Smith Six-party, multi-issue negotiation among governmental, organizational, and family stakeholders regarding the implementation of court-ordered racial integration measures in Boston public schools and possible improvements in education and community relations … Read More 

Daily

Advanced Negotiation Strategies and Concepts Using Negotiation Examples from Real Life: Hostage Negotiation Tips for Business Negotiators

Posted by & filed under Uncategorized.

Advanced Negotiation Strategies

Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation … Read More 

Product

BMP Policy Meeting

Posted by & filed under .

Paddy Moore, Hal Movius, and Lawrence Susskind Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers … Read More 

Daily

Product

Bankruptcy Multiparty Negotiation Simulation

Posted by & filed under .

James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence Susskind This exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context. The simulation represents a … … Read More 

Daily

How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement

Posted by & filed under Uncategorized.

negotiators - examples of negotiation situations

Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used. … Read More 

Product

Athens-Melos Role Play

Posted by & filed under .

Imam Soliman under the direction of David Fairman The Athens-Melos Role Play is a simulation from the Workable Peace Curriculum Series unit on Ancient Greece and the Peloponnesian War. … Read More 

Daily

Product

Arms Control on Cobia

Posted by & filed under .

P. Terrance Hopmann Multi-issue arms control negotiation among representatives of eight fictional countries … Read More 

Daily

Product

Allies in Alexia

Posted by & filed under .

The Consensus Building Institute Six-party nonscorable negotiation among nonprofit, business, and community representatives regarding the most appropriate methods for fund raising and distributions … Read More 

Daily

Product

Ad Sales, Inc.

Posted by & filed under .

Lawrence Susskind Six-party, multi-issue contract negotiation between management and union members of a publishing firm … Read More 

Daily

5 Win-Win Negotiation Strategies

Posted by & filed under Uncategorized.

Business negotiators understand the importance of reaching a win-win deal: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership are much higher. But concrete strategies for generating a win-win contract often seem elusive. The following five, from experts at the Program on Negotiation at Harvard Law School, … Read More 

Product

Pepulator Pricing Exercise

Posted by & filed under .

Mark Drooks and Mark Gordon Two-team, scoreable, multiple round, “prisoner’s dilemma”-style negotiation between representatives of two companies over the monthly price for fictional products called “pepulators” … Read More 

Daily

Product

Parking Facility Venture

Posted by & filed under .

Three-party scoreable negotiation among three firms regarding the joint construction of an off-street parking facility; variation of “Three-Party Coalition” … Read More 

Daily

Product

Parker-Gibson

Posted by & filed under .

Two-party, single-issue distributive negotiation between two neighbors regarding the potential sale of a vacant lot; refinement of Appleton-Baker … Read More 

Daily

How Mood Affects Negotiators

Posted by & filed under Uncategorized.

What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace … Read More 

Product

Managing Growth in Rockville

Posted by & filed under .

Armand Ciccarelli and Lawrence Susskind Seven-person, multi-issue mediation among business, planning, environmental, and agricultural interests regarding growth management and comprehensive planning … Read More 

Daily

Product

Jerry

Posted by & filed under .

Ron Karp and Bruce Patton Two-party conversation between an employee and his supervisor regarding the employee’s recent poor job performance and potential termination … Read More 

Daily

For a Mutually Beneficial Agreement, Collaboration is Key

Posted by & filed under Uncategorized.

for a mutually beneficial agreement collaboration is key

What is a mutually beneficial agreement? Some negotiation experts would have you believe that a mutually beneficial agreement is one in which each side grabs as much as it can from a finite pot of resources and calls it a day. At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming … Read More 

Product

DirtyStuff II

Posted by & filed under .

Jeffrey Litwak and Lawrence Susskind Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor, and government representatives to develop single-text regulation of toxic industrial by-product … Read More 

Daily

Product

Chestnut Village

Posted by & filed under .

Thomas Wiegand Multi-party, multi-issue negotiation between 3-4 construction company representatives and 5-6 neighborhood representatives over safety and nuisance complaints regarding a local construction project; internal team meetings precede external negotiations … Read More 

Daily

Navigating Business Relationships Using Negotiation

Posted by & filed under Uncategorized.

A three-year dispute between Starbucks and Kraft Foods over distribution of Starbucks packaged coffee in grocery stores was resolved in 2013 when an arbitrator determined that Starbucks had breached its agreement with Kraft and ordered the coffeemaker to pay the food giant $2.75 billion. … Read More 

Product

Flagship Airways

Posted by & filed under .

Paddy Moore, Hal Movius and Lawrence Susskind Six-person, four-issue negotiation between three representatives of an industrial manufacturer and three representatives of its primary client over restructuring of an existing purchase agreement … Read More 

Daily

Integrative Negotiation Examples: MESOs and Expanding the Pie

Posted by & filed under Uncategorized.

In our society, we’re bombarded with a multitude of decisions each day, beginning with the increasingly complex question of how to order our morning coffee. In his book The Paradox of Choice: Why More Is Less (Ecco, 2004), Swarthmore College psychology professor Barry Schwartz describes the contemporary phenomenon of becoming exhausted by “the tyranny of … Read More 

Product

Bamara Border Dispute

Posted by & filed under .

Michael D. Landry Two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-off … Read More 

Daily

How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate

Posted by & filed under Uncategorized.

Business negotiators sometimes face the difficult question of whether to negotiate with someone they believe to be immoral, untrustworthy, or otherwise undesirable as a negotiating partner. In his book Bargaining with the Devil: When to Negotiate, When to Fight (Simon & Schuster, 2011), Program on Negotiation chair Robert Mnookin offers negotiation advice on the complex … Read More 

Product

Global Management of Organochlorines

Posted by & filed under .

Lawrence Susskind, Sarah McKearnan, Mike Gordon, Adil Najam, Joshua Secunda, Granville Sewell, Parag Shah and Andrea Strimling Thirteen-person, multi-issue facilitated negotiation among eight country representatives, four NGO representatives, and a working group chairperson must draft a treaty aimed at reducing harmful organochlorines; also known as “Chlorine Game” … Read More 

Daily

Product

67 Fish Pond Lane

Posted by & filed under .

Elizabeth Gray, Mark Gordon and Bruce Patton Two-party distributive and potentially integrative negotiation between principals over the sale of a house … Read More 

Daily

Product

Negotiation Journal

Posted by & filed under .

The Negotiation Journal is a multidisciplinary international journal devoted to the publication of works that advance the theory, analysis, practice, and instruction of negotiation and dispute resolution. … Read More 

Daily

Negotiation Examples: Crisis Negotiators Use Text Messaging

Posted by & filed under Uncategorized.

negotiation examples in real life police negotiators use text messaging

In their training, police and professional hostage negotiators are taught skills that will help them defuse tense situations over the course of long phone calls, such as engaging in active listening, determining the person’s emotions from his or her inflection, and trust building. … Read More 

Product

Daily

Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract

Posted by & filed under Uncategorized.

contract negotiations and business communication how to write an iron clad contract

Writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the agreement can be a daunting task for even the most experienced negotiators. Executives often leave the legal issues surrounding their deals to their attorneys. While this division of labor is often … Read More 

Product

Daily

How to Negotiate with Friends and Family

Posted by & filed under Uncategorized.

“Never do business with friends,” the adage goes. Yet a strict policy of keeping friends and family members out of our business lives would be impractical, and it could cause us to pass up potentially valuable negotiating opportunities. What special issues do friends and family members face when involved in negotiations together? How can they reduce … Read More 

Daily

Women Negotiators Break New Ground

Posted by & filed under Uncategorized.

In many other parts of the world, women face the daunting challenge of winning a place at the negotiating table in the first place. In particular, UN Women, an agency of the United Nations, has noted that women are vastly underrepresented in formal peace negotiations worldwide. … Read More 

Daily

Gender Discrimination: How to Reach a Negotiated Agreement

Posted by & filed under Uncategorized.

gender-negotiated-agreement

As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read More 

Daily