Even when parties at the negotiating table have the same interests, they may disagree on the amount of risk they are willing to take. … Read This Post
Individuals in this position often feel as though they have few if any options. In his February 2006 article in Negotiation newsletter, “Negotiating with a 900-Pound Gorilla,” MIT Professor Lawrence Susskind offers strategies for how negotiators in a weak position should deal with a seemingly all-powerful opponent. … Read This Post
What’s the right number of options to put forward in financial negotiations? In their April 2005 article in the Negotiation newsletter, “Putting More on the Table: How Making Multiple Offers Can Increase the Final Value of the Deal,” Northwestern professors Victoria Husted Medvec and Adam D. Galinsky write that issuing three equivalent offers simultaneously can … Read This Post
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Pacrim Dispute is a three-party, multi-issue international trade negotiation among three culturally different countries over which of two countries will export rice to the third. This exercise includes coalition and ongoing relationship issues.
This negotiation, which takes place … Read Negotiating rice and politics
The following book, Negotiation Genius, was co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category). It provides clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients.
Whether you’ve “seen it all” or are just … Read Boost your negotiations skills and confidence
Negotiation Pedagogy at the Program on Negotiation (NP@PON) produced a video of an actual landlord-tenant small claims mediation – from start to finish, including side-bar conversations – for its 2009 Mediation Pedagogy Conference. It is rare that an actual (as opposed to staged or acted) mediation is available for instructional purposes. Of the many different … Read Rare video of a small-claims mediation
The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation explores client/attorney relationships and the complexity of information exchange. … Read Concealed information in Business Negotiations
Conflict within companies can be very costly, both in time and resources. Alternative Dispute Resolution, or ADR, may be helpful as you consider ways in which you can transition from conflict to productivity within your own organization.
The three most common ADR techniques are: mediation, arbitration, and med-arb. During mediation a neutral third party facilitates a … Read Conflict within Companies
You’re facing business negotiations with the goliath in your industry. What’s your choice? Take what little the other side offers or be squeezed out of the market entirely? … Read Elegant Solutions in Business Negotiations
Negotiation training often focuses on the identification of “shared interests” and the search for common ground between parties. However, this sound advice can also inadvertently lead negotiators to miss potential opportunities for joint gains. The search for differences in negotiations can help parties discover many additional value-creating possibilities while also improving the outcome for all … Read Value Creating Differences
Ambassador Lakhdar Brahimi (middle) with James Sebenius (left) and Jeswald Salacuse at Harvard Business School on October 2, 2002
The Program on Negotiation at Harvard Law School is pleased to announce that the recipient of the 2002 Great Negotiator Award is Ambassador Lakhdar Brahimi, the United Nations Secretary General’s Special Envoy to Afghanistan.
Ambassador Brahimi is a … Read Brahimi Receives 2002 Great Negotiator Award
Charlene Barshefsky, US Trade Representative in the second Clinton administration, will receive this year’s Great Negotiator Award next month. The award is presented annually by the Program on Negotiation to an individual whose lifetime achievements advance negotiation and dispute resolution. Professor Frank Sander of the PON Steering Committee said on behalf PON that “We are … Read Barshefsky Awarded 2001 Great Negotiator