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.
PON Executive Committee member Jeswald Salacuse published a column in the Winter 2011 issue of Tufts Magazine.
“Opening Moves: They Can Make or Break Any Deal” suggests that how a negotiation ends can be directly affected by how the negotiation begins.
Before entering a negotiation, he suggests you consider these three factors: 1) Your options; 2) The … Learn More About This Program 
Adapted from “Coping with Culture at the Bargaining Table,” first published in the Negotiation newsletter.
As if intercultural negotiations weren’t complicated enough, you may find yourself facing a language barrier. Whenever one party doesn’t speak the other party’s language well, you should consider hiring a translator (or one for each language, if necessary).
The presence of translators … Read Don’t get Lost in Translation
Ehud Eiran, an affiliate of the Program on Negotiation and former fellow who is currently a research fellow at the Belfer Center for Science and International Affairs at the Harvard Kennedy School and a lecturer at MIT, published an article in Ha’aretz about the relationship between the United States and Egypt titled “What Makes Alliance … Learn More About This Program
“The Military and the Media: Two Perspectives– Iraq and Pakistan”
with
Wajahat Khan,
and
Emma Sky
Date: March 29, 2011
Time: 4:00-6:00 PM
Where: Knafel Building, 1737 Cambridge Street,
Bowie Vernon Room (Room N-262), Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Emma Sky left Iraq in September 2010, where she had served for three years as Political Advisor to General … Learn More About This Program
“Understanding public protests in Egypt and Iran: What is similar, what is different”
with
Hoochang Chehabi
and
Nazila Fathi
Date: February 22, 2011
Time: 4:00-6:00 PM
Where: Knafel Building, 1737 Cambridge Street,
Bowie Vernon Room (Room N-262), Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Houchang Chehabi is Professor of International Relations and History at Boston University. He specializes in Middle … Learn More About This Program
“The Longest War: Challenges and Negotiation
Strategies in Afghanistan”
with
Hassina Sherjan and Michael O’Hanlon
co-authors of “Toughing It Out In Afghanistan”
Date: February 18, 2011
Time: 12:00PM to 1:30PM
Where: Hauser Hall, Room 105, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.
Click here for a campus map.
About the Speakers
Hassina Sherjan is the president of Aid … Learn More About This Program
“Hamas, Hezbollah, and the Muslim Brotherhood-
Obstacles to Peace in the Middle East or Opportunities?”
with
Robert Pastor
Date: February 15, 2011
Time: 12:00PM to 1:30PM
Where: Pound Hall, Room 202, Harvard Law School Campus
The foreign policy of the United States and its allies have been based on the premise that all three organizations are immutable threats to … Learn More About This Program
Robert Mnookin (Samuel Williston Professor of Law, Harvard Law School)
As a negotiator, you have to deal with the devil (someone not trustworthy) sometimes. Should you make a deal or fight? In this article, the author recommends asking five questions to help you decide which course to pursue.
Read more. … Learn More About This Program
On December 6, 2010, faculty and associates from the Program on Negotiation at Harvard Law School met at a private lunch with Norway’s Foreign Minister, Jonas Gahr Store, and the ambassador of Norway to the U.S., Wegger Chr. Strommen. At the meeting, the Foreign Minister described how he helped bring decades of negotiation with the … Read Norwegian Foreign Minister visits PON
The Program on Negotiation’s 2010 Great Negotiator Award was given to former Finnish President, Martti Ahtisaari, for his many significant achievements in the fields of negotiation and diplomacy. He was central to the Namibian independence negotiations in the late 1980s. He also served as chief United Nations negotiator to Kosovo from 2005-2006, and was instrumental … Learn More About This Program
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