Managing Cultural Differences in Negotiation
It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a … Read Managing Cultural Differences in Negotiation
Grading a Negotiation: Examples of How to Evaluate Student Performance
Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost … Read This Post
Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls
Avoid cross-cultural misunderstandings with these negotiation exercises
It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk … Read This Post
Global Impact Negotiation Simulation
International law and diplomacy is a rapidly evolving field that depends on the brokering of agreements between nations and other stakeholders. Whether there are language barriers, cultural … Read Global Impact Negotiation Simulation
Making Business Deals that Thrive Across Cultures
The 1998 merger of German automaker Daimler-Benz and the American Chrysler Corporation at first seemed like a match made in heaven, but the honeymoon wore off as … Read Making Business Deals that Thrive Across Cultures
Workable Peace Curriculum Series
Note: Each of the seven individual Workable Peace Series curriculum units can be purchased separately. Please click on the links below for information about purchasing individual units.
About … Read Workable Peace Curriculum Series
Deal-Making Techniques for When You Feel Powerless
In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. If we feel powerless when … Read This Post
Negotiate a Deal that Lasts
When trying to negotiate a deal with a potential business partner, you need to come up with a plan for ensuring the two sides will mesh rather … Read Negotiate a Deal that Lasts
Negotiation research you can use: Why displays of anger can backfire
When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands … Read This Post
When Your Words Push Their Buttons
After 11 days of peace talks at a resort in Doha, Qatar, in March, U.S. and Taliban negotiators had reached significant breakthroughs, but a final agreement remained … Read When Your Words Push Their Buttons
What an Operatic Role-Play Simulation Can Teach You About Negotiation
A distinguished older soprano, Sally has not had a lead role in two years. However, when another soprano falls ill, the Lyric Opera is eager to hire … Read This Post
Contract Dispute Resolution: Surviving Costly Conflict
We tend to enter new business partnerships and ventures with a great deal of optimism and excitement. Yet ventures that held so much promise often end up … Read This Post