value

Economic or noneconomic aspects of the process or outcome of a negotiation about which one or more parties care strongly. Value could mean cash, property, relationships, reputation, fairness, or a partyÕs self-image. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 17)

The following items are tagged value.

Win-Win Negotiations: Managing Your Counterpart’s Satisfaction

Posted by & filed under Sales Negotiations.

As the following points will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself.

Learning from Female Executives

Posted by & filed under Women and Negotiation.

Dozens of female CEOs and other high-level executives have told us about their experiences negotiating in traditionally masculine contexts where standards and expectations were ambiguous. Their experiences varied according to the gender triggers that were present in the negotiations.

Conflict Management: The Challenges of Negotiating Long-Term Concerns

Posted by & filed under Conflict Management.

To protect the future interests of their organization, negotiators sometimes must accept fewer benefits or absorb greater burdens in the short run to maximize the value to all relevant parties – including future employees and shareholders – over time.

Suppose that the operations VPs of two subsidiaries of an energy company are preparing to negotiate the location of a new energy source within the company. Beta, the energy source, is limited in supply, but it is inexpensive and efficient to use in the present and grows in potency over time.

The Clash of Values in the Wake of the Arab Uprisings

Posted by & filed under Events, Student Events, The Kelman Seminar.

The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution is pleased to present:
 
“The Clash of Values in the Wake of the Arab Uprisings”
with

Souad Mekhennet
Reporter for the New York Times, Der Spiegel, and ZDF (German Television),
2013 Nieman Fellow
and

Denis Sullivan
Professor of Political Science and Director of the Middle East Center for Peace, Culture, and Development,

Anticipating Coalitional Behavior

Posted by & filed under Meeting Facilitation.

In the early days of his tenure, a chairman spends too much time reviewing the details of his proposed policy with his staff and not enough time sounding out council members to drum up support for his reforms.

The chairman’s missteps lead us to the first rule of coalition building: think carefully about how and when to meet one-on-one with other parties.

Using Agents Effectively in Negotiation

Posted by & filed under Negotiation Skills.

Once you’ve decided to use an agent, it’s important not to rush headlong into the process – picking the first one you speak to, for example, and sending him off to talks the next day.

You need to choose your agent carefully, then establish a clear, detailed understanding of each other’s responsibilities and expectations.

The following are critical steps in picking an agent and negotiating his contract.

Confronting Evil Conference postponed to Saturday, April 20th

Posted by & filed under Events.

Harvard University is closed today due to an ongoing public safety situation in the area. This afternoon’s first session of the “Confronting Evil” conference is postponed until tomorrow morning, starting at 9:00.

Please check here for further updates later today.