Actions away from the negotiating table that shape and reshape the situation to a negotiatorÕs advantage. Changes in setup may include approaching the right parties to participate in the negotiation, setting the right expectations, or dealing with the right issues that engage the right set of interests. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2)
The following items are tagged setup.
Adapted from “Do a 3-D Audit of Barriers to Agreement,” by James K. Sebenius (professor, Harvard Business School), first published in the Negotiation newsletter.
When talks stall, it’s tempting to jump to conclusions: “They’re being unreasonable.” “We’re not communicating well.” “We’re in a weak position.” Sometimes, however, setup barriers are to blame—that is, you don’t have
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Telecom Services is a two-party, two-issue, integrative, scorable negotiation over the terms of a telecommunications services contract.
Scenario: Data Voice markets telecommunications (“telecom”) services to residential and business customers. This year, a small firm
Adapted from “Negotiating with Sole Suppliers,” by David Lax (managing principal, Lax Sebenius LLC), first published in the Negotiation newsletter.
Negotiators often wonder how to do business with sole suppliers who know they don’t have any real outside alternative and who take advantage of this. Without the power of a realistic best alternative to a negotiated
Advanced Negotiation
HARVARD UNIVERSITY
WINTER Half course (not offered 2013)
Instructor:
James Sebenius
617-495-9334
This half-course is designed for those students who expect to analyze and participate in challenging business, financial, and international negotiations, sometimes with a public-private aspect. It builds on the “3D negotiation” framework developed in the required first-year course, and develops significantly more advanced negotiation concepts and
Advanced Negotiation: Setup, Deal Design, and Tactics
HARVARD BUSINESS SCHOOL
FALL (not offered 2012)
Instructor:
James Sebenius
617-495-9334
This course is designed for students who expect to analyze and participate in challenging business, financial, and international negotiations, sometimes with public and/or public-private aspects. It builds on the framework developed in the required first-year course, but develops far more advanced negotiation concepts
Actions away from the negotiating table that shape and reshape the situation to a negotiator’s advantage. Changes in setup may include approaching the right parties to participate in the negotiation, setting the right expectations, or dealing with the right issues that engage the right set of interests. (David A. Lax and James K. Sebenius, 3-D
An approach created by James Sebenius and David Lax to describe a model that focuses on three aspects of negotiation: tactics, deal design, and setup. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2)
NP@PON held a one-day Negotiation Pedagogy Workshop on Saturday, December 8, 2007. The workshop took place on the Harvard Law School campus in Cambridge, Massachusetts, and featured sessions on new and lesser-known negotiation teaching tools as well as on broader curriculum design and educational principles. The workshop was open to the public and geared toward those who teach negotiation and dispute resolution at the graduate and undergraduate level. We expect to offer a follow up workshop in 2009.
Business leader Bruce Wasserstein was the 2007 recipient of the Great Negotiator Award given by the Program on Negotiation at Harvard Law School. As a graduate of Harvard Business School and Harvard Law School, he has helped arrange more than a thousand transactions worth hundreds of billions of dollars and is currently the Chairman and
Through the years, the art of negotiation has been stuck in a tired debate between win-lose and win-win tactics. Now, negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension.
In their new book, 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (HBS Press:
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
BATNA
Business Negotiations
Conflict Management
Conflict Resolution
Crisis Negotiations
Dealmaking
Dispute Resolution
International Negotiation
Mediation
Meeting Facilitation
Negotiation Skills
Negotiation Training
Pedagogy
Sales Negotiations
Win Win
Women and Negotiation