relationship

As one of the Òseven elements,Ó relationship refers to the relationship a negotiator has or wants with other parties. This may include his or her relationship both with those across the table and with anyone else who might affect the negotiation or be affected by the negotiatorÕs reputation. The conduct and outcome of a negotiation have the potential to either damage or strengthen a relationship. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 282)

The following items are tagged relationship.

Fall 2013 Seminar Program Guide

Posted by & filed under Freemium.

Join us September 16-18, October 14-16, December 9-11, for this three-day negotiation seminar at the Charles Hotel in Cambridge, Massachusetts. Designed to accelerate your negotiation capabilities, Negotiation and Leadership (formerly known as the Program on Negotiation for Senior Executives) examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies.

Negotiating in China: The Importance of Relationship Building

Posted by & filed under International Negotiation.

Although most Americans treat those they know better than they treat strangers, Chinese behavior towards insiders and outsiders tends to be more extreme than in the United States. A guiding principle in Chinese society is guanxi – personal relationships with people from whom one can expect (and who expect in return) special favors and services. Family ties are paramount, but friends, fellow students, and neighbors can also join the inner circle. As a foreigner, you can cultivate guanxi either by hiring people with close ties to your counterpart or by developing your own relationships with key contacts.

Self-Analysis and Negotiation

Posted by & filed under Negotiation Skills.

“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may never be reached.

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

Posted by & filed under Crisis Negotiations.

Though Congress and the President were able to reach a deal and avoid the dreaded fiscal cliff, both sides engaged in some tough negotiating which has both bewildered and captivated the United States for months. Given all of the posturing and tough talk, some may ask: Is there a method to this madness?

How to Negotiate When You’re Literally Far Apart

Posted by & filed under Business Negotiations.

Imagine that you’re the CEO of a sports clothing manufacturer based in Chicago. You recently traveled to Amsterdam, the Netherlands, to meet with a distributor who has a rich and diverse network in the European sports market.

During the business trip, you both express enthusiasm about the possibility of a joint venture and agree to give the potential alliance more thought.

Back home, you learn that one of your competitors has discussed similar plans with the same distributor.

Training for Non-Face-to-Face Negotiations

Posted by & filed under Pedagogy.

Negotiating by email poses a set of challenges that one doesn’t often encounter in face-to-face negotiations.

Without the benefit of seeing your counterpart’s body language, what one person might intend to be a straightforward request the other might perceive to be rude.

A legitimate delay responding to an email offer by one party might be construed by the other as a dirty negotiating tactic. If the subject matter being negotiated has an emotional element, the lack of seeing the other party’s facial expression could lead to big misunderstandings.

David A. Hoffman

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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David A. Hoffman is an attorney, mediator, arbitrator, and founding member of Boston Law Collaborative, LLC. David teaches the Mediation course at Harvard Law School, where he is the John H. Watson Jr. Lecturer on Law, and co-teaches the Mediation course at the Harvard Negotiation Institute of the Program on Negotiation. He has also been the lead trainer in several mediation trainings for the American Bar Association.

Gary J. Friedman

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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Gary J. Friedman has bee practicing law as a mediation with the MEdiation Law Offices in Mill Valley, California, since 1976, integrating meditative principles into the practice of law and the resolution of legal disputes. Through the non-profit organization which he co-founded, The Center for Understanding in Conflict (formerly the Center for Mediation in Law), he has been teaching mediation since 1980.

Spring 2013 Seminar Program Guide

Posted by & filed under Freemium.

Join us April 15-18, May 20-23, or June 17-20 for this three-day negotiation seminar at the Charles Hotel in Cambridge, Massachusetts. Designed to accelerate your negotiation capabilities, Negotiation and Leadership (formerly known as the Program on Negotiation for Senior Executives) examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies.