How can you figure out the motives behind someone’s seemingly stubborn position? Begin by questioning her about the problem she is trying to solve. Deal blockers may be held back by financial, legal, personal, or other constraints you don’t know about, according to Harvard Business School professor Deepak Malhotra. A tough stance could also communicate a psychological need that isn’t being satisfied.
spoilers
The following items are tagged spoilers.
Bring Back Your Deal from the Brink
What can you do when a difficult person is the main obstacle to a promising deal? There are a number of strategies you can use to bring the deal back from the brink of failure. In a series of posts, the Program on Negotiation will offer ten suggestions.
Why Classic Cases?
Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse
Save the Dates: Announcing the PON Spring 2011 Events Calendar
The Program on Negotiation Spring 2011 Events Calendar:
February 1: Herbert C. Kelman Seminar on International Conflict Analysis and Resolution, Negotiation, Conflict and the News Media: Cambodia, Kevin Doyle and Steve Marks, 4:00pm-6:00pm
February 15: Brown Bag Lunch Series: Hamas, Hezbollah, and the Muslim Brotherhood – Obstacles to Peace in the
New PON Teaching Materials About the Work of Martti Ahtisaari, 2010 Great Negotiator Award Recipient
The Program on Negotiation’s 2010 Great Negotiator Award was given to former Finnish President, Martti Ahtisaari, for his many significant achievements in the fields of negotiation and diplomacy. He was central to the Namibian independence negotiations in the late 1980s. He also served as chief United Nations negotiator to Kosovo from 2005-2006, and was instrumental
Get the sequence right
Adapted from “Set off a Chain Reaction,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Artful sequencing in negotiation means lining up deals so that each agreement increases the odds of nailing down the next one. A hedge fund manager might find that certain investors will decline to put their
Business Negotiations: Spoiler Alert!
At one time or another, most of us have confronted a fellow negotiator who seemed intent on blocking even our most reasonable requests and actions. This was the situation faced by Alexis, the CIO at a midsize publishing company. Phil, the company’s CEO, hired Alexis to create an online information system tailored to the needs of their largest customers.
Seminar on Peace Operations
Seminar on Peace Operations (ILO L224)
FLETCHER SCHOOL
FALL 2012
Instructor:
Ian Johnstone
Fletcher School
617-627-4172
ian.johnstone@tufts.edu
Enthusiasm for peacekeeping has waxed and waned in recent years, from exuberance in the early 1990s to disappointment and disinterest in the mid-90s, back to cautious enthusiasm at the end of the decade, to what is now almost universal recognition that peace operations are an important
Negotiating the Toughest Challenges in U.S.-Muslim Relations: From Peace in the Middle East to Talks with the Taliban
Join the Program on Negotiation for a discussion on major challenges facing the U.S. as it tries to improve relations with key Muslim countries embroiled in regional conflicts. Key questions include whether and how to negotiate with armed non-state groups, how to engage effectively with fractious and failing governments, and how to manage influential constituencies
New Summer Programs
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- “Confronting Evil” Panel Videos Now Available Online
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- 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
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- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
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- 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
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