Suppose you work for a specialty bicycle manufacturer and have negotiated a one-year contract to buy 500 headlamps per month from a supplier for $10 each, with payment due 30 days after receipt. The seller makes five deliveries; you promptly pay $5,000 after each shipment. The seller fails to make the sixth delivery, however, and announces it will not be able to make any of the remaining shipments because of a production glitch that has made the headlamps extremely expensive to produce. What recourse do you have?
value creation
The result of cooperative problem-solving skills in a negotiation that uncover joint gains for both parties. Value creation is an aspect of Òwin-winÓ or Ònon-zero-sumÓ negotiation, in which both parties benefit from the agreement. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 17)
The following items are tagged value creation.
PON Seminar: Negotiation and Dispute Resolution
Negotiation and Dispute Resolution
FALL 2011
Instructors:
Gillien Todd
617-495-1684
Debbie Goldstein
617-495-1684
This highly interactive 12-week seminar explores the ways that people negotiate to create value and resolve disputes. Designed both to improve understanding of negotiation theory and to build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises.
Students engage in a series of hands-on
… opened up a whole
… opened up a whole new area of possibilities through negotiations, especially value creation.
November 2006
Get the Best Possible Deal In Mediation: These proven tactics – and a thorough understanding of how the process unfolds – can maximize your outcomes
Divide the Pie – Without Antagonizing the Other Side: Gain your fair share while building relationships that last
Dealing with Distrust? Negotiate the Process: Three novel strategies can help you overcome suspicion
The Handbook of Dispute Resolution
This volume is an essential, cutting-edge reference for all practitioners, students, and teachers in the field of dispute resolution. Each chapter was written specifically for this collection and has never before been published. The contributors–drawn from a wide range of academic disciplines–are among the most prominent in dispute resolution today, including Frank E. A. Sander,
May 2005
Strength in Numbers: Negotiating as a Team. Here’s how to make a team approach pay off
Before the Damage is Done: Negotiating up front what will happen if the contract is breached can result in lower legal fees and greater value creation. It can even spell the difference between a deal and no deal
Breaking Robert’s
New Summer Programs
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
Stay Connected to PON
Articles & Insights
BATNA
- Business Negotiations
- Conflict Management
- Conflict Resolution
- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- 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
- Dealmaking
- Dispute Resolution
- International Negotiation
- Tips for Navigating Negotiations in China
- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
- Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
- 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
- Women and Negotiation