International Negotiation

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:

  1. Research your counterpart’s background and experience.
  2. Enlist an adviser from your counterpart’s culture.
  3. Pay close attention to unfolding negotiation dynamics.

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.

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The Kosovo Model for Mideast Peace

PON Staff   •  11/18/2010   •  Filed in Daily, International Negotiation

Nir Eisikovits (director of  Suffolk University’s Graduate Program in Ethics and Public Policy) and Ehud Eiran (associate at the Belfer Center for Science and International Affairs at Harvard’s Kennedy School)

“Once Israelis and Palestinians start talking to each other again, all parties may need to find a new way of thinking about what these fragile negotiations … Read The Kosovo Model for Mideast Peace

Leadership and Cooperation: A Special Lecture by Kamla Persad-Bissessar, Prime Minister of Trinidad and Tobago

PON Staff   •  11/05/2010   •  Filed in Awards, Grants, and Fellowships, Daily, Events, International Negotiation, Student Events

Leadership and Cooperation: A Special Lecture by Kamla Persad-Bissessar, Prime Minister of Trinidad and Tobago

Date: November 9, 2010, 5:00 pm-6:30 pm
Location: Austin East, Harvard Law School campus

On May 26, 2010, Kamla Persad-Bissessar made history when she was sworn in as the first female Prime Minister of Trinidad and Tobago. She was recently named one … Learn More About This Program

To Reflect and Trust

PON Staff   •  10/22/2010   •  Filed in Daily, International Negotiation

Eileen Babbitt (Professor of International Conflict Management Practice at the Fletcher School of Law and Diplomacy, Tufts University)

Building consensus and sharpening problem solving skills should be part of every negotiation. Some divisions between groups are so emotionally fraught, however, that the facilitators need enhanced training first. In this interview, Eileen Babbitt discusses a “to reflect … Read To Reflect and Trust

Free Report on International Negotiations Now Available

PON Staff   •  10/21/2010   •  Filed in Daily, International Negotiation

In this Special Report, we offer expert advice from the Negotiation newsletter to help you in international negotiations. You will learn to:

▶ Cope with culture clashes.
▶ Weigh culture against other important factors.
▶ Prepare for possible cultural barriers.
▶ Deal with translators.
▶ Avoid ethical stereotypes.
▶ Consider the team approach.

To download the report, click here or on the … Learn More About This Program

Culture and Communication

PON Staff   •  10/19/2010   •  Filed in Daily, International Negotiation

Adapted from “Cultural Notes,” first published in the Negotiation newsletter.

As members of organizations and families, we all know from experience that even people with identical backgrounds can have vastly differing negotiating styles and values. Nonetheless, we continue to be intrigued by the idea that distinct patterns emerge between negotiators from different cultures.

Researchers do confirm a … Read Culture and Communication

Fredrik Stanton to Discuss His Book “Great Negotiations: Agreements that Changed the Modern World”

PON Staff   •  10/11/2010   •  Filed in Daily, Events, International Negotiation

“Great Negotiations:
Agreements that Changed the Modern World”

with
Fredrik Stanton
“Words as much as weapons, shape history. Whether to avert, assist, or secure the resolution of a conflict, in the modern age, diplomacy has had great triumphs and bitter failures.”

Date: October 13, 2010

Time: 12:00PM to 1:00PM
Where: Pound Hall, Room 332, Harvard Law School Campus
Bring your lunch. … Learn More About This Program

Former President Martti Ahtisaari honored with Great Negotiator Award!

PON Staff   •  09/23/2010   •  Filed in Daily, Events, International Negotiation

The Program on Negotiation at Harvard Law School Will Honor Former President of Finland Martti Ahtisaari with the 2010 Great Negotiator Award
Co-sponsored with the Future of Diplomacy Project at the Harvard Kennedy School, the Great Negotiator Event Offers Real-World Negotiation Discussion to All Students

For Immediate Release

CAMBRIDGE, MA (September 21,  2010) The Program on Negotiation … Learn More About This Program

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