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.
2012 Great Negotiator Event
honoring
James A. Baker, III
Thursday, March 29, 2012, 1:30 – 4:30 p.m.
Ames Courtroom, Austin Hall, Harvard Law School
This event is free and open to the public.
Join former Secretary of State James A. Baker, III as he discusses with faculty his most challenging negotiations, including the efforts that resulted in the Madrid Conference, the … Learn More About This Program 
In a panel discussion on February 3 at the Harvard Kennedy School, Harvard faculty members shared their reflections on this year’s annual summit of the World Economic Forum in Davos, Switzerland. Panelists included Dr. Daniel Shapiro of the Harvard Negotiation Project, as well as Kennedy School faculty Charles W. Eliot … Learn More About This Program
Russia’s Leadership Challenges
in the 21st Century
with
Kevin Ryan
Executive Director for Research
Belfer Center for Science and International Affairs
Kennedy School of Government
and
Simon Saradzhyan
Fellow
Belfer Center for Science and International Affairs
Kennedy School of Government
Date: Monday, March 26, 2012
Time: 4:00-6:00 PM
Where: CGIS South S-050, 1730 Cambridge Street
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)
Speaker Bios
Brigadier General Kevin Ryan (U.S. Army retired) is Executive Director … Learn More About This Program
“The Secret Talks That Led to the Fall of Apartheid”
with
Michael Young
Date: Tuesday, March 6, 2012
Time: 7:30 – 9 PM
Where: Langdell North, Harvard Law School
Event is free and open to the public; Refreshments will be served
Co-sponsored by: Harvard Negotiation & Mediation Clinical Program, Program on Negotiation, Harvard Mediation Program, Harvard Negotiation Law Review, and Harvard … Learn More About This Program
Hostage negotiations are challenging in any situation, but the Israeli-Palestinian prisoner exchange involving Gilad Shalit in 2011 was more challenging than most. Learning lessons from this exchange was the topic of a panel discussion, entitled “In the Aftermath of the Shalit Deal: Insights regarding Hostage-Barricade Situations and Hostage Negotiations,” held at Haifa University’s School of … Learn More About This Program
Pakistan and the US:
Ships Passing in the Night
with
Pir Zubair Shah
Reporter for The New York Times and Nieman Fellow
and
David Greenway
Columnist for The Boston Globe and Shorenstein Fellow
Date: Monday, February 27, 2012
Time: 4:00-6:00 PM
Where: CGIS South S-354, 1730 Cambridge Street
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)
Speaker Bios
H.D.S. (David) Greenway is a contributing columnist for The Boston Globe, The International Herald … Read Pakistan and the US: Ships Passing in the Night
With rising political instability in its surrounding environment, Israel will have to adapt its foreign policy to deal with new strategic challenges, Dr. Ehud Eiran, a faculty affiliate of PON’s Middle East Negotiation Initiative, noted in a recent ynetnews article. Challenges facing Israel include the difficulties that come with weaker border control and the risk … Learn More About This Program
This summer, senior Arab and Israeli water negotiators and policymakers will convene in Cambridge, Massachusetts, along with individuals from more than 15 other countries to participate in the Water Diplomacy Workshop (www.waterdiplomacy.org) — a highly interactive, train-the-trainer program designed to help senior water managers improve their capacity to resolve complex water disputes. The initiative is … Read PON faculty member leads Water Diplomacy Workshop
“UN Sanctions and Conflict in Darfur”
with
Mr. Debi Prasad Dash
Coordinator
United Nations Panel of Experts on the Sudan
When: Wednesday, February 8, 2012
Time: 12 – 1 p.m.
Where: Wasserstein Hall, Room B015, Harvard Law School Campus
Please bring your lunch. Drinks and desserts provided.
About the Presenter:
Mr. Debi Prasad Dash heads the United Nations’ five member International … Read UN Sanctions and Conflict in Darfur
In this video, Professor Robert H. Mnookin, Chair of the Program on Negotiation, reflects on his experience leading a negotiation workshop for high school students in Israel. The key negotiation skills emphasized in the workshop were active listening and the ability to understand the perspective of the other side. As Professor Mnookin states … Learn More About This Program
BATNA
Business Negotiations
Conflict Resolution
Crisis Negotiations
Dealing with Difficult People
Dealmaking
Dispute Resolution
International Negotiation
Leadership Skills
Mediation
Negotiation Skills
Negotiation Training
Salary Negotiations
Teaching Negotiation
Win-Win Negotiations
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