David Fairman is Managing Director at the Consensus Building Institute (CBI), Associate Director of the MIT-Harvard Public Disputes Program, and Lecturer in MIT’s Department of Urban Studies and Planning. He holds a Ph.D. in Political Science from MIT and a B.A. from Harvard College. At MIT, his academic focus is the application of negotiation and
PPIN
The following items are tagged PPIN.
Mari Fitzduff
Mari Fitzduff is currently the Director and Professor of the Master’s Program in Coexistence and Conflict, and the Master’s Dual Degree Program in Development and Coexistence at Brandeis University. Previously she was Director of UNU/INCORE, the United Nations International Conflict Research center. From 1990 – 1997 she was the Founding Director of the Community Relations
Bargaining With the Devil: When to Negotiate and When to Walk Away
The Devil can be defined as anyone perceived as a harmful adversary. In this one-day course, you will learn how to decide whether to negotiate or fight with the Devils you encounter in your everyday life or whether to just walk away. The program, which is based on Professor Mnookin’s book Bargaining with the Devil and takes place June 21, 2012, teaches you how to arrive at a “wise decision” about how to deal with the Devils and avoid emotional, strategic, and political traps.
The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No
How can you say “No” to customers – external or internal – who are pressing you to do something not in your organization’s interest? How can you say “No” to an overly demanding employee or a demanding boss without hurting a valuable relationship? How can you save the deal and the relationship and still say “No”?
Saying “No” the right way may be the single most valuable skill in negotiation—absolutely key to getting to “Yes”. As you will learn in this one-day course, the secret to saying “No” while protecting and advancing your core interests without compromising relationships lies in the art of a “Positive No.”
Smoking out liars
Adapted from “How Body Language Affects Negotiation,” first published in the Negotiation newsletter.
In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully passed himself off as a member of the Rockefeller family for many years while living in the United States. Armed with little more than an aloof personality and
Nava Ashraf
Nava Ashraf is an Associate Professor in the Negotiations, Organizations, and Markets Unit at Harvard Business School. Professor Ashraf received her Ph.D. in Economics from Harvard University in 2005, and her BA in Economics and International Relations from Stanford University.
Professor Ashraf’s research combines psychology and economics, using both lab and field experiments to test
Announcing the 2010 PON Summer Fellows
About the PON Summer Fellowship Program:
PON offers fellowship grants to students at Harvard University, MIT, Tufts University and other Boston-area schools who are doing internships or undertaking summer research projects in negotiation and dispute resolution in partnership with public, non-profit or academic organizations. The Summer Fellowship Program’s emphasis is on advancing the links between
Get the sequence right
Adapted from “Set off a Chain Reaction,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Artful sequencing in negotiation means lining up deals so that each agreement increases the odds of nailing down the next one. A hedge fund manager might find that certain investors will decline to put their
A nudge in the right direction
Adapted from the Negotiation newsletter.
A bank in the Philippines started a program that encouraged would-be nonsmokers to open savings accounts and, for six months, deposit the amount they would have spent on cigarettes. Customers who tested clean for nicotine after six months got their money back; otherwise, the funds were donated to charity. The program
So You Want to Buy a Car?
How can you negotiate the best possible price for a new car? This is a common negotiation question, and naturally so. A car is one of the most significant purchases you’ll ever make—and the price is almost always negotiable. Here are a few tips to improve your performance:
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- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
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