sheila heen

The following items are tagged sheila heen.

Daily

VIDEO: William Ury on “Getting to Yes with Yourself”

Posted by & filed under Negotiation Skills, Videos.

On January 22nd, 2015, the Program on Negotiation was pleased to welcome back William Ury to Harvard Law School. Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, … Read More 

Courses and Training

Negotiation Workshop: Improving Your Negotiating Effectiveness

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Too many negotiators leave value on the table. They painfully divide a small pie after a costly battle while failing to capture offsetting opportunities for joint gain, or win the battle, but at the cost to relationships and reputation that limit long-term value. Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, … Read More 

Daily

Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony

Posted by & filed under Conflict Resolution.

Every day diplomacy, such as resolving conflicts between family members, can inform negotiation strategies and negotiation techniques employed at the bargaining table. In this article, Bruce Feiler’s New York Times’ article “Lessons in Life Diplomacy” is examined from the perspective of broader dispute resolution and conflict management strategies. … Read More 

Courses and Training

Advanced Negotiation Workshop: Making Difficult Conversations Productive

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and behaviors can help create and perpetuate negotiation … Read More 

Daily

The Limits of Emotional Intelligence as a Negotiation Skill

Posted by & filed under Negotiation Skills.

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes. After all, the qualities that characterize emotional intelligence—awareness of our emotions and how they affect … Read More 

Conflict Management at the Office

Posted by & filed under Conflict Resolution.

Are you too eager to please? A desire to get along with others may be preventing you from addressing conflict in your workplace – and preventing you from advancing, writes Joann S. Lublin in a recent Wall Street Journal article. Increasingly, employers are hiring and promoting leaders who are skilled at coping with conflict rather than … Read More 

Negotiation Skills: Giving Feedback. Who Needs It? It Might Be You

Posted by & filed under Negotiation Skills.

A Q&A with Sheila Heen, co-author (with Douglas Stone) of the new book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well. We recently interviewed Sheila Heen, lecturer at Harvard Law School, PON Faculty member, and Partner at Triad Consulting Group, about her new book with Douglas Stone, Thanks for the Feedback: The … Read More 

HNLR Symposium Review: “Ideas and Impact: Roger Fisher’s Legacy”

Posted by & filed under Dispute Resolution, Events, Videos.

On March 2, 2013, the Harvard Negotiation Law Review held their 2013 Symposium, entitled “Ideas and Impact: Roger Fisher’s Legacy.” This event celebrated Professor Fisher, co-founder of the Harvard Negotiation Project and the Program on Negotiation. Professor Fisher passed away last summer. During the day-long event, distinguished panelists explored current trends and opportunities for aspiring scholars … Read More 

Think Like a Mediator

Posted by & filed under Mediation.

To set the stage for a productive discussion, open a difficult conversation with the Third Story, advise the authors of Difficult Conversations. The Third Story is one an impartial observer, such as a mediator, would tell; it’s a version of events both sides can agree on. “The key is learning to describe the gap – … Read More 

Telling the Third Story

Posted by & filed under Conflict Resolution.

Adapted from “How to Say What Matters Most,” by Susan Hackley (managing director, Program on Negotiation), first published in the Negotiation newsletter. In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage in the conversations in our professional or … Read More