The question above may seem silly. Getting more of what we care about seems the obvious answer. Yet negotiators often don’t know how to accurately assess a good outcome; instead, they rely on outside indicators to determine their satisfaction, for instance by comparing their outcomes to those of others. Your negotiated annual salary of $100,000 appears quite different if you learn that others in your position are earning $110,000.
PPIN
The following items are tagged PPIN.
Advanced Development, Aid, and Coexistence
Advanced Development, Aid, and Coexistence (COEX 261F) (Half-course)
BRANDEIS UNIVERSITY PEACE, CONFLICT, AND COEXISTENCE STUDIES
NOT OFFERED FALL 2012
Instructor:
Theodore Johnson
International Center for Ethnics
781-736-8577
This seminar builds on the concepts and theories offered in the basic course. Students will master the skills of conflict mapping, strategic intervention, and analysis using case studies of current and past conflicts where development
Negotiation
Negotiation (2240)
HARVARD BUSINESS SCHOOL
FALL 2012
Instructors:
Deepak Malhotra
(617) 496-1020
Andrew Wasynczuk
(617) 495-8043
Michael Luca
(617) 495-8382
WINTER 2013
Instructors:
Michael Wheeler
(617)-495-6747
Francesca Gino
(617) 495-0875
Intensive Course Instructor:
James Sebenius
(617) 495-9334
Career Focus & Educational Objectives
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside
How to say “I’m sorry”
Adapted from “Wise Negotiators Know When to Say ‘I’m Sorry’” by Maurice E. Schweitzer, Associate Professor, the Wharton School at the University of Pennsylvania.
In negotiation, it’s unavoidable: sooner or later, you’ll do or say something that offends or hurts your counterpart. Whether or not the harm you cause is intentional, you’ll need to rebuild trust
You can’t fight city hall—but you can bargain with it
Everyone has to negotiate with government sooner or later. Maybe you’re seeking a building permit for an addition on your house. Or a reduced tax penalty at the end of an IRS audit. Or permission from the state to open a charter school. Or a contract to sell software to the Defense Department. You may
Corruption, Conflict, and Peacebuilding
Corruption, Conflict, and Peacebuilding (DHP 239m)
FLETCHER SCHOOL
FALL
Instructor:
Cheyanne Church
Fletcher School
617-627-5790
Fighting corruption has become an increasingly important topic for governments of the industrialized donor nations and the institutions whose membership they dominate. As a consequence it has become an issue of concern for the rest of the world. Despite the increasing attention
August 2009
Master the art and science of haggling: in our current marketplace, opportunities to negotiate are cropping up in new places
Sellers: negotiate more, worry less
Trying to resolve a dispute? Choose the right process: when you’re stuck in a conflict, three basic questions can clarify which path to follow
Threatened with extinction: A negotiation saga unfolds at the
Obama healthcare moves follow Harvard playbook
President Obama’s healthcare reform game plan is classic “3-D Negotiation,” a strategy developed at the Harvard Program on Negotiation.
We have no idea whether the President or his aides are students of the Harvard approach, as set out by Prof. James K. Sebenius, vice chair of the Program on Negotiation, and co-author David Lax, in their
The Indigenous Peoples Project
Susskind and MIT doctoral student Isabelle Angeleuski have just published Addressing the Land Claims of Aboriginal Peoples in conjunction with MIT’s Human Rights and Justice Program. This monograph lays the groundwork for a new PDP effort entitled the Indigenous Peoples’ Project that will seek to formulate a “rights-based” doctrine in support of the land
Harvard Negotiation and Mediation Clinical Program
The Harvard Negotiation and Mediation Clinical Program (HNMCP) provides Harvard Law School students with practical, real-world experience in the fields of negotiation, dispute resolution and conflict management, with a focus on conflict mapping and dispute systems design. Students in the program are paired with outside organizations, institutions or individuals who provide projects related to negotiation,
New Summer Programs
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
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Articles & Insights
BATNA
- Business Negotiations
- Conflict Management
- Conflict Resolution
- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- Confronting Evil: Interdisciplinary Perspectives Conference underway
- Crisis Negotiations
- PON co-sponsored conference addresses the challenges of “Confronting Evil”
- Finding the Right Process in India
- The Fiscal Cliff and the Debt Ceiling: Program on Negotiation Chair Robert Mnookin Discusses Recent and Future Negotiations Between Congressional Republicans and the White House
- Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
- BATNA for the Holidays? Program on Negotiation Co-Founders Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ with NPR
- Dealmaking
- Dispute Resolution
- International Negotiation
- Tips for Navigating Negotiations in China
- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
- Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
- An International Negotiation for an All-American Brand
- Mediation
- Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
- Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
- Dispute Resolution Using Online Mediation
- Meeting Facilitation
- Negotiation Skills
- Negotiation Training
- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
- Negotiate Relationships
- Negotiation Training: What’s Special About Technology Negotiations?
- For Better Negotiation Training, Study the U.S. Government’s Mistakes
- Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet
- Pedagogy
- Sales Negotiations
- Win Win
- Women and Negotiation