In 2006, representatives of wind-energy developers started knocking on the doors of Wyoming ranchers. They were seeking to persuade the ranchers to sell the rights to build wind turbines on their land, reporter Addie Goss recounted on National Public Radio. Typically, the developers build wind farms by leasing large blocks of land from many different landowners in western states. In Wyoming, ranchers began signing leases without knowing the true value of the wind sweeping across their land.
working together
The following items are tagged working together.
Will Your Deal Thrive in the Real World?
Adapted from “The Deal Is Done—Now What?” by Jeswald W. Salacuse (professor, Tufts University), first published in the Negotiation newsletter, November 2005.
Whether you’re manufacturing audio components in China, providing data-processing services in Chicago, or constructing a cement plant in Cheyenne, Wyoming, the quality of your relationship with a contractual partner is often the difference
Eyeing the Competition
Ford vs. GM. Coke vs. Pepsi. Oxford vs. Cambridge. These famous rivalries remind us that the top two achievers in a given realm often compete fiercely with each other. Researchers Stephen M. Garcia and Richard Gonzalez of the University of Michigan and Avishalom Tor of the University of Haifa have produced a useful series of studies on when competition between entities will exist—with findings that are relevant to all negotiators.
A more cooperative divorce
Adapted from “Negotiating a More Civil Divorce,” first published in the Negotiation newsletter.
In the United States, lawyers who recognize the benefits of collaborative negotiation are sometimes stymied by vengeful clients and ruthless opposing counsel. Many attorneys put up with a contentious settlement process in which litigation is a threat.
Yet some U.S. lawyers have begun
Quick Teambuilding for Your Negotiations: The Hostage Negotiators’ Drill
Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker.
Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This type of agreement can serve to head off sudden actions from team members. It
The New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation
This report reveals how wise negotiators extract unexpected value using an indirect approach to conflict management. An aggressive management style can set you up for repeated failure. Direct conflict management approaches can be overly combative and counter-productive. Experienced negotiators know that compromise seldom succeeds. Win/lose is really lose/lose. The best negotiation strategy results in a deal that works for all parties.
The Global Peace Index
Join us for a discussion with Zoe Cooprider, Program Manager at the Alliance for Peacebuilding (AfP), to learn about the Global Peace Index and how it can contribute to the public debate on peace.
The Global Peace Index was developed last year (with the assistance of AfP and its members) by the Economist Intelligence Unit. The
The Way Out of Another Grocery Strike
With fears of another devastating grocery strike on the rise in Los Angeles, questions naturally arise. Why aren’t both sides more willing to negotiate and find a satisfactory solution? What could possibly bring them to agreement?
People everywhere approach conflicts with an adversarial mind-set, intending to win and make the other side lose. And people everywhere
Clearinghouse Releases New Mediation Training Video
The Program on Negotiation Clearinghouse announces the release of a new mediation training video, produced as a collaborative venture between the Program on Negotiation and the Center for Mediation in Law. The video, entitled Saving the Last Dance: Mediation Through Understanding, demonstrates the “Mediation through Understanding” mediation model that Gary J. Friedman, Jack Himmelstein, and
Shapiro Facilitates Training for Serbian Governmental Officials
Dr. Daniel L. Shapiro, an Associate at the Harvard Negotiation Project and a Senior Lecturer at the Sloan School of Management, M.I.T., was recently invited by the National Democratic Institute (NDI) to facilitate negotiation training in Montenegro for Serbian governmental officials. Among those represented were members of the Education, Judicial, Environment, and Labor Committees of
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