Cross-Cultural Negotiation Video: What Is There To Teach About? Expert Scholars Share Their Strategies & Stories


Produced by Larry Susskind and Warren Dent

The Program On Negotiation at Harvard Law School invited three members of its highly experienced negotiation faculty to share stories about how they have adapted their teaching strategies in various cross-cultural contexts.


Do you teach negotiation to students from different cultural backgrounds? Are you teaching students how to negotiate in a cross-cultural context? Do you teach a “one world” model of negotiation; or, are there cultural variables that require changes in the basic model of negotiation that you teach?

The Program On Negotiation at Harvard Law School invited three members of its highly experienced negotiation faculty to share insights and lessons about how to negotiate, and teach, in various cross-cultural contexts.

In this enlightening video Jeswald Salacuse, Eileen Babbitt and David Fairman speak openly as they:

  • Explore culture and context: how does each affect the other?
  • Describe carefully honed teaching techniques and negotiation exercises.
  • Divulge personal challenges they faced in their practice and in their classrooms.


Here's a brief sample:

Jeswald Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, and served as the Fletcher School's Dean for nine years.

In his presentation Professor Salacuse offers:

  • A working definition, and by extension a typology of what we call “culture”.
  • New ways of understanding cultural similarities and differences.
  • The social functions of culture and the opportunities they present for negotiation instructors. .
  • A hard but valuable lesson he learned as a young negotiator working on reform of the penal code in northern Nigeria.


Eileen Babbitt is Professor of Practice of International Conflict Management, Director of the Institute for Human Security, and Co-Director of the Program on Human Rights and Conflict Resolution at The Fletcher School.

Eileen Babbitt’s insightful discourse explores:

  • High/Low Context cultures in light of her experience with Israeli/Palestinian negotiations.
  • Key negotiation exercises she uses in her classroom to help her students practice cross-cultural communication.
  • How she incorporates a TNRC negotiation role-play called Medlee.
  • The importance of building partnerships among cultural ambassadors.


David Fairman is Managing Director at the Consensus Building Institute, Associate Director of the MIT-Harvard Public Disputes Program, and former Lecturer in MIT's Department of Urban Studies and Planning.

In David Fairman’s presentation he:

  • Breaks down his approach to culture as it has evolved in his work with a wide variety of international clients.
  • Questions the evolving nature of culture, specifically, the emergence of virtual culture.
  • Closes with a fascinating look at organizational culture at the United Nations.


Larry Susskind, vice-chair of PON, moderates the discussion, including a Q&A sessions at the end of each presentation. He also hosts a captivating interview with the three panelists that crystallizes the most valuable take-away lessons from exchange..

This video is downloadable as a 14-piece series (each segment is between 2-4 minutes in length) or as a single continuous video that includes all segments (total running time is 40 minutes). A single purchase allows customers to download both versions if they so wish.

Cross-Cultural Negotiation Video: What Is There To Teach About? Attributes

Teaching notes available: No
Produced by: Penn's Hill Media (2014)