PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
International negotiation requires the ability to meet special challenges and deal with the unknown. Even those experienced in cross-cultural communication can sometimes work against their own best interests during international negotiations. Skilled business negotiators know how to analyze each situation, set up negotiations in ways that are advantageous for their side, cope with cultural differences, deal with foreign bureaucracies, and manage the international negotiation process to reach a deal.
The Program on Negotiation notes that in any international negotiation, several critical tactics should be considered:
Researchers have confirmed a relationship between national culture and negotiation style and success. An ongoing project sponsored by Northwestern University’s Dispute Resolution Research Center is exploring the link between process and outcomes—specifically, how cultural tendencies lead to certain process choices, which, in turn, can lead to better or worse negotiation results.
For example, while conventional wisdom tends to hold that there’s strength in numbers, some cultures may dislike being faced with a sizeable negotiating team, poisoning the negotiations right from the start.
At the same time, diplomatic negotiations, such as those between the U.S. and Iran over nuclear capabilities, can be quite different from business negotiations. For example, it’s critical to maintain a reputation for impartiality, and to be aware how your international goals potentially interact and contradict, so you can establish a consistent stance in your relations with groups you are trying to woo.
Finally, due to the enormous influence of China in today’s world markets, PON offers numerous insights into Chinese negotiation styles, which include a strong emphasis on relationships, a lack of interest in ironclad contracts, a slow dealmaking process, and widespread opportunism.
Former US Secretary of State Madeleine Albright joins the Program on Negotiation’s American Secretaries of State Project. … Learn More About This Program 
In a Harvard Business Review article, P. Christopher Earley and Elaine Mosakowski describe the value of improving your cultural intelligence, or the ability to make sense of unfamiliar contexts and adapt to them. Some people are naturally skilled at determining whether a person’s behavior is unique to him or determined by his culture. For others, … Learn More About This Program
Knowing how to manage your own internal conflicts before engaging in negotiations is an invaluable negotiation skill negotiators should develop prior to engaging in international negotiations, business or otherwise. … Learn More About This Program
The Program on Negotiation at Harvard Law School
and the Herbert C. Kelman Seminar on International Conflict Analysis and Resolution
are pleased to co-present:
Responding to the Conflict in Syria:
An Insider’s Perspective
with
Dr. Amro Taleb
Wednesday, January 28
12:00 – 1:30 p.m.
Wasserstein Hall Room B10 (Basement Level)
Harvard Law School campus
About the Speaker:
Dr. Amro Taleb is a Syrian and Canadian citizen … Learn More About This Program
If negotiation is often stereotyped as a war of egos, then the death of presidential adviser
Warren Christopher in March offers an opportunity to reflect on the role modesty and reserve can play in even the most contentious talks. … Learn More About This Program
The Harvard International Negotiation Program, the Harvard Global Health Institute and the Program on Negotiation at Harvard Law School are pleased to co-present:
Centrism in the Middle East:
Myth or Method
Distinguished Lecture by
Najib A. Mikati
former Prime Minister of Lebanon
with opening remarks by
Daniel L. Shapiro
Founder and Director, Harvard International Negotiation Program
Monday, November 24
12:00 – 1:30 p.m.
Austin Hall, Room … Read Centrism in the Middle East: Myth or Method
Sometimes the question of how to negotiate can be more hotly debated than the issues that come up during the negotiation itself. Who should be involved in making key decisions? Should the negotiation process be public or private? How can parties ensure that all involved feel they’ve had a voice? … Learn More About This Program
Every year, the Program on Negotiation (PON) honors distinguished scholars with a Graduate Research Fellowship that provides support for one year of dissertation research and writing in negotiation and related topics in alternative dispute resolution. These grants promote negotiation research and are awarded to candidates in the social sciences and professional disciplines who are currently … Learn More About This Program
As he entered his second term in office, President Obama set a goal of taking concrete steps to address global climate change. A global agreement on the issue is in sight, but a key obstacle stands in the way: the U.S. Senate. According to the Constitution, a president needs approval from a two-thirds majority of … Learn More About This Program
The Middle East Negotiation Initiative at the Program on Negotiation is pleased to present a public talk by Dr. Yair Hirschfeld on September 19th. Dr. Hirschfeld, who is best known as the “architect of the Oslo Process,” will discuss the history of Track II diplomacy efforts in the Israeli-Palestinian conflict, and analyze recent developments in … Learn More About This Program
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