power

The following items are tagged power.

Mediation in Transactional Negotiation

Posted by & filed under International Negotiation.

We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining bogs down. Diplomats are sometimes called in to mediate conflicts between nations. So-called multidoor courthouses encourage litigants to mediate before incurring the costs – and risks – of going to trial.

Scott R. Peppet, a professor at the University of Colorado School of Law in Boulder, Colorado, reports that mediation may be quietly creeping into transactional negotiation, or traditional dealmaking, as well. In Peppet’s survey of 122 practicing mediators, 48 reported having been involved in deals ranging from $100,000 to $26 million in value.

Power and Negotiation

Posted by & filed under DRD Tag Pages.

Power and Negotiation

MASSACHUSETTS INSTITUTE OF TECHNOLOGY (15.665)

FALL 2012

Instructor:
Denise Lewin Loyd

This course is designed to provide you with a competitive advantage in negotiation. You will learn and practice the technical skills and analytic frameworks that are necessary to negotiate successfully with peers from other top business schools, and you will learn methods for developing the powerful

Cultural Notes

Posted by & filed under International Negotiation.

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.
Researchers do confirm a relationship between national culture and negotiation style and success. An ongoing research project sponsored by Northwestern University’s Dispute Resolution Research Center is exploring the link between process and outcomes – specifically, how cultural tendencies lead to certain process choices, which, in turn, can lead to better or worse negotiation results.

Fake It Until You Make It: Power Posing and Perceptions of Power

Posted by & filed under Business Negotiations.

The team began by examining testosterone and cortisol levels in participants prior to beginning the experiment. Testosterone is a hormone signaling dominance while cortisol is an indicator of stress. The experiment hoped to find fluctuations in the levels of these hormones after performing certain posing exercises intended to either increase or decrease one’s perception of power.

One group engaged in what were called high-powered poses, while the other performed what were deemed low-power poses. Cuddy and Carney’s findings show that there was a fluctuation in hormone levels indicating dominance when participants were asked to pose in a high-powered fashion. Cuddy and Carney are not interested so much in making power-posers even more powerful but rather the team wants to know if engaging in these exercises can help those people who have perceptions of lower-power or status to participate, whether it be in class, group meetings, or job interviews. Power-posing to improve performance in these various venues may give participants lacking in power or status the ability to function beyond their actual position and would hopefully lead to improved job interview performance, class participation, and overall success in matters requiring authority and confidence.

Finally, A Win-Win Deal from Congress

Posted by & filed under Business Negotiations.

To the surprise of many, Congress reached a bipartisan agreement on the 17th of February to extend payroll tax cuts and unemployment benefits. It was only the second time a House bill in the 112th Congress split roughly along party lines, according to the New York Times.

Largely regarded as a coup for Congressional Democrats, the bill maintains a two-percentage point payroll tax cut for 160 million working Americans and provides additional unemployment benefits to millions. Republicans had wanted to fund the payroll tax with spending cuts but, facing Democratic opposition, agreed to allow the package to increase the budget deficit. Republicans also reluctantly agreed to extend the unemployment insurance program long past the date they originally sought. Republicans did, however, score concessions from the Democrats, including new limits on unemployment compensation and elimination of the preventative health spending provision of the 2010 healthcare overhaul.

The Secret Talks That Led to the Fall of Apartheid

Posted by & filed under Events, International Negotiation.

“The Secret Talks That Led to the Fall of Apartheid”

with

Michael Young

Date: Tuesday, March 6, 2012
Time: 7:30 – 9 PM

Where: Langdell North, Harvard Law School

Event is free and open to the public; Refreshments will be served
Co-sponsored by: Harvard Negotiation & Mediation Clinical Program, Program on Negotiation, Harvard Mediation Program, Harvard Negotiation Law Review, and Harvard

Negotiating for a Higher Salary

Posted by & filed under Business Negotiations.

For a new employee, negotiating a salary offer up by $5,000 could make a huge difference over the course of a career. A 25-year-old employee who enters the job market at $55,000 will earn about $634,000 more over the course of a 40-year career (assuming annual 5% raises) than an employee who starts out at

Managers: improve your team members’ negotiating power

Posted by & filed under Business Negotiations.

Research on stereotypes has reached conclusions about how lack of power and status can affect performance on negotiation and other tasks. Laura Kray of the University of California at Berkeley and her colleagues found in their research  that women negotiators performed worse than men when they were led to believe that their performance reflected negotiating

Does the majority really rule?

Posted by & filed under Meeting Facilitation.

When a group of people are negotiating, what’s the best way to arrive at a decision? Ever since U.S. general Henry M. Robert published Robert’s Rules of Order in 1876, groups have relied on the principle of majority rule, measured with a simple yea or nay vote at the end of the negotiation process.

Majority rule