When choosing a mediator, keep in mind that you need not accept the proposals that he makes. In other words, you have total power to prevent mediation from leading to undesirable outcome. As a result, the only risk of mediation is that you will spend time and money without reaching agreement. Indeed, one Fortune 100 company that is so firmly convinced of the value of mediation that, as long as the other party seems to genuinely want a good-faith resolution, it will get a list of experienced mediators from a reputable and neutral mediation agency and let the other side select anyone on the list.
The following items are tagged PON.
Stefanos Mouzas is Professor of Marketing and Strategy at Lancaster University Management School in England, where he is also affiliated with the Center of Law and Society. He received his B.Sc. (Economics) from the University of Athens, LL.M. (Contract Law) from University of Bristol, and Ph.D. (Marketing) from Lancaster University. He was Visiting Professor at University of Bocconi (2009), Singapore Management University (2010), University of Duesseldorf (2010-13) and Vienna University of Economics and Business WU (2013).
The Program on Negotiation at Harvard Law School
and the Loeb Fellowship at Harvard Graduate School of Design are pleased to present:
Planners as Negotiators, Negotiation as Planning
“Enlarging the Pie” in Large Scale Urban Development
Arana Hankin, Angelyn Chandler, and Helen Lochhead
2013-2014 Loeb Fellows, Harvard Graduate School of Design
Senior Fellow, Program on Negotiation, Harvard Law School
Karen Lee Bar-Sinai
Join the Program on Negotiation for a screening of “Climate Refugees” and a discussion with writer/director Michael Nash.
This award-winning and acclaimed documentary film highlights for the first time a new phenomenon in the global arena – climate refugees, individuals displaced by climatically induced environmental disasters and rapid ecological change. This mass environmental migration is a threat to global security.
Following the film, director Michael Nash will discuss his work and the urgent issues highlighted in the film. “Climate Refugees” has been shown around the world to heads of state and other leaders and in the United States at the Pentagon, Congress, and the United Nations. “Climate Refugees” was the only film screened by the United Nations at the IIEA Copenhagen Climate Change Conference and at Davos for world leaders. The film debuted at the Sundance Film Festival, where Robert Redford described it as “an agent for social change”.
When the mergers-and-acquisitions boom began in 1993, many deals simply required the seller to let the buyer know if a “superior proposal” came along. By the late 1990s, buyers were demanding – and receiving – more than this: an exclusive negotiating period of several days, during which they could decide to match or improve upon another bidder’s offer. Guhan Subramanian’s investigation revealed that matching rights were included in approximately 20% of M&A deals before 1999 – and in 80% of deals since then. Today, matching rights are virtually ubiquitous in large M&A deals and are being rapidly incorporated into deals at all levels in many industries.
The MIT-Harvard Public Disputes Program, one of the Program on Negotiation at Harvard Law School’s many research programs, acts as a center for research committed to thinking about and resolving disputes in the public sector. Led by its Director and Program on Negotiation executive committee member Lawrence Susskind, the MIT-Harvard Public Disputes Program conducts research dealing with international environmental treaty negotiations, public sector consensus building, and advocating for the importance of the science behind any negotiations about resource management.
Social comparisons – the assessments we make about how we measure up to others – are key to understanding how status operates in negotiation. These comparisons, which signal concern about relative status, have a profound impact at the bargaining table.
To make social comparisons, first we choose a reference group against which we can measure ourselves. In his book Choosing the Right Pond: Human Behavior and the Quest for Status, Robert Frank, a professor of economics at Cornell University, argued that when it comes to social comparisons, people care most about local status. For this reason, colleagues, classmates, relatives, friends, and neighbors are most typical members of our reference group. We tend to make downward comparisons with those in our immediate sphere, preferring to measure ourselves against those who seem to have achieved less than we have because such comparisons enhance self-esteem. When we can rank ourselves above those who resemble us, we assume local status and prestige.
When two people share the same motive, they fall prey to the same flaws and reinforce each other’s failings. Consider a labor negotiation in which the chief management negotiator withholds information about revenue projections, while the labor leader holds back details about workforce sentiment. Impasse is the predictable result. When you’re negotiating with a fellow individualist or a fellow cooperator, your goal should be to overcome the inherent flaws of your orientation.
The Program on Negotiation’s Middle East Negotiation Initiative
and the Harvard Graduate School of Design are pleased to present:
Architecture as a Creative Strategy in Territorial Negotiations
a presentation by
Architect Karen Lee Bar-Sinai
Research Fellow at the Program on Negotiation
Executive Committee Member at the Program on Negotiation
Alan B. Slifka Professor at Brandeis University
Senior Fellow at the
The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution is pleased to present:
“The Potentials and Limits to Humanitarian Intervention: Lessons from Bosnia and Kosovo for the Current Syria Crisis”
Professor Emeritus of Modern European Philosophy, University of Damascus, Syria
Scholar at Risk, Harvard University
Weatherhead Center for International Affairs Fellow, Harvard University