The persuasive moves you make and the back-and-forth process you choose for dealing directly with the other side, at the table. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2)
The following items are tagged tactics.
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:
In this program, you will learn how to negotiate with someone who refuses to cooperate and bargain in good faith, or who stonewalls and won‘t bargain at all. You will learn what to do when the other side resorts to threats, dirty tricks or personal attacks, as well as how to break through negotiating logjams created by a hard bargainer’s bad behavior without ruining your chances for success.
Based on a set of breakthrough strategies you can use to turn aside attacks, escape from seemingly impossible situations and move from face-to-face confrontation to more productive negotiating results.
Moderator:
Professor James K. Sebenius
Facilitator:
Cheng (Jason) Qian
THE SIX-PARTY TALKS created to resolve the North Korean nuclear problem have lost momentum again since last November. All six parties — North Korea, the US, China, South Korea, Japan, and Russia — agreed on a denuclearization statement in September 2005. When the United States imposed sanctions on North Korean
Film and Discussion with Jack DuVall, Executive Producer
Join the Program on Negotiation (PON) for a partial screening of A FORCE MORE POWERFUL, the Emmy-nominated PBS series that portrays the strategies at the heart of six major nonviolent struggles. We will show the program on the 1980 Gdansk shipyard strikes in Poland where ordinary workers used
Redoing the Deal: Regenerating an agreement is different from hammering it out from scratch. Your tactics should change accordingly
Borrowing from Baseball: The Surprising Benefits of Final-Offer Arbitration. It’s a satisfying paradox; agreeing to final-offer arbitration boosts the likelihood of a negotiated resolution – and actually decreases the chances that you’ll need to hire an
Carrie Menkel-Meadow and Michael Wheeler, eds.
What’s Fair is a landmark collection that focuses exclusively on the topic of ethics in negotiation. Edited by Carrie Menkel-Meadow and Michael Wheeler, What’s Fair contains contributions from some of the best-known practitioners and scholars in the field, including Sissela Bok, Gregory Dees, Roger Fisher, James Freund, Deborah Kolb, Eleanor
Risky Business: Trust in Negotiations. To maximize the joint gain created by a deal, both sides need to take risks. Here’s how negotiators can establish the necessary trust
Negotiating in Three Dimensions: The right tactics at the wrong table will do you no good. Not only should you negotiate right, you should do the
Deborah M. Kolb, Ph.D.
and Judith Williams, Ph.D.
with a foreword by
William Ury
Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success.
Everyday Negotiation provides insight into ways of recognizing
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
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