Actions away from the negotiating table that shape and reshape the situation to a negotiator’s advantage. Changes in setup may include approaching the right parties to participate in the negotiation, setting the right expectations, or dealing with the right issues that engage the right set of interests. (David A. Lax and James K. Sebenius, 3-D Negotiation [Harvard Business School Press, 2006], 2)
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Fall 2022 Programs
NOVEMBER 2022 HARVARD NEGOTIATION MASTER CLASS
Articles & Insights
BATNA
- What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
- BATNA and Other Sources of Power at the Negotiation Table
- Negotiation Examples: How Crisis Negotiators Use Text Messaging
- Take your BATNA to the Next Level
- Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
- Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
- Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
- When Dealing with Difficult People, Try a Complementary Approach
- Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
- Dealmaking
- Business Negotiation Skills: How to Enhance Your Negotiated Agreement
- Negotiating Skills: Learn How to Build Trust at the Negotiation Table
- Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
- Team Negotiation: Tackle Common Pitfalls
- What is Distributive Negotiation and Five Proven Strategies
- Dispute Resolution
- International Negotiation
- Leadership Skills
- Mediation
- The Mediation Process and Dispute Resolution
- Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
- How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
- Types of Mediation: Choose the Type Best Suited to Your Conflict
- Why is Negotiation Important: Mediation in Transactional Negotiations
- Negotiation Skills
- Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
- Understanding Different Negotiation Styles
- Emotional Triggers: How Emotions Affect Your Negotiating Ability
- Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
- How to Negotiate Under Pressure
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- Win-Win Negotiations