Notable Negotiations of 2017
Our notable negotiations of 2017 includes hits and misses from entertainment, sports, business, and especially politics, due to a new rough-and-tumble era in Washington. … Read Notable Negotiations of 2017
PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
Negotiation is a deliberative process between two or more actors that seek a solution to a common issue or who are bartering over an item of value. Negotiation skills include the range of negotiation techniques negotiators employ to create value and claim value in their dealmaking business negotiations and beyond. Negotiation skills can help you make deals, solve problems, manage conflicts, and build relationships as well as preserve relationships. Negotiation skills can be learned with conscious effort and should be practiced once learned.
Negotiation training includes the range of activities and exercises negotiators undertake to improve their skills and techniques. Role-play simulations developed from real-world research and negotiation case studies, negotiation training provides benefits for teams and individuals seeking to create and claim more value in their negotiations.
The right skills allow you to maximize the value of your negotiated outcomes by effectively navigating the negotiation process from setup to commitment to implementation.
The Program on Negotiation’s Executive Education negotiation training programs include Negotiation and Leadership: Dealing with Difficult People and Problems, the Harvard Negotiation Master Class, and the Harvard Mediation Intensive.
This training allows negotiators to:
Our notable negotiations of 2017 includes hits and misses from entertainment, sports, business, and especially politics, due to a new rough-and-tumble era in Washington. … Read Notable Negotiations of 2017
It may be the most burning question in business negotiation: Should you make the first offer?
Traditionally, negotiators were advised to wait for the other side to make a first offer. According to this reasoning, the other side’s offer gives you valuable information about his goals and alternatives.
More recently, however, research on the anchoring bias has … Read What is the Anchoring Bias?
Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how you handled the last negotiation and confident that this next negotiation will go just as well, maybe … Learn More About This Program
Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior … Read Beating the Odds in Difficult Negotiations
To maximize the joint gain created by a deal, both sides need to take risks which requires building trust in negotiations. Here’s how negotiators can establish the necessary trust. … Read How to Build Trust at the Bargaining Table
Imagine that you have just negotiated a great deal on a house – and rightly so, given how deftly you managed the process from start to finish. You diligently studied the local real estate market and uncovered the seller’s motives for listing her property. You even created mutual gain by allowing the seller to stay … Read How to Capitalize on Luck in Negotiation
When you’re negotiating for a promotion or a raise, your manager is likely to draw on your most recent performance review—or conduct a new review—to determine whether you’re deserving. Such reviews are supposed to be objective, yet new research shows they are highly biased.
Specifically, studies by Harvard Law School research fellow Paola Cecchi-Dimeglio show that … Learn More About This Program
All of us behave at least somewhat differently in social situations than we do in private, but psychologists have found that some people try extra hard to convey a positive image of themselves to others. … Read Negotiating with People Pleasers
In the The Third Side, William Ury suggests several concrete steps that you can take to start mobilizing the third-side approach to tackle nagging conflicts. … Learn More About This Program
Imagine that you are about to ask someone for something. Maybe you’re trying to initiate a negotiation by asking a potential customer to listen to your proposal. Or you could be making a one-off request, such as asking a neighbor to quiet his barking dog. How likely do you think it is that the other … Learn More About This Program
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