The following items are tagged resolving.
Adapted from “Closing the Deal,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
You’ve followed the negotiation guidebooks to a T, uncovered the parties’ key interests, brainstormed creative solutions, and even developed good rapport with your counterpart. You’ve done everything right…but you still don’t have agreement.
How do you turn the other
In 2004, the Program on Negotiation selected Ambassador Richard Holbrooke as the recipient of its Great Negotiator Award. “He was an outstanding and entrepreneurial diplomat, and we are so sorry to learn of his sudden death,” said Professor Robert H. Mnookin, Chair of the Program on Negotiation. “During the day Richard Holbrooke spent with us,
Going far beyond war and peace, international negotiation spans issues ranging from global warming to foreign debt to human rights. Offered for first time in conjunction with Negotiation and Leadership, this dynamic full-day program will explore contemporary issues in international negotiations and diplomacy. Utilizing a combination of theoretical analysis, case studies, and simulations, this program will focus on negotiating across and behind the table and provide strategies and tactics for practicing diplomacy and undertaking international negotiations.
This one-day course, which takes place June 23, 2011, is based on Professor Salacuse’s books The Global Negotiator—Making, Managing, and Mending Deals Around the World in the Twenty-First Century and the Seven Secrets for Negotiating with Government. Participants will be provided with both books at the workshop as part of the course.
Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius of Harvard Business School, the Program on Negotiation’s Great Negotiator case study series, available from the PON Clearinghouse, highlights the lessons learned by each recipient of PON’s Great
Negotiation and Nonviolent Action: Interacting in the World of Conflict
By Amy C. Finnegan and Susan G. Hackley
Amy C. Finnegan is a Ph.D. student in sociology at Boston College. Her e-mail address is amyfinnegan@alum.wustl.edu.
Susan G. Hackley is the managing director of the Program on Negotiation at Harvard Law School. Her e-mail address is shackley@law.harvard.edu.
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