Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


3-d negotiation

The following items are tagged 3-d negotiation:

Secrets of Successful Dealmaking

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs).

Course Dates: June 2020 – Exact Dates TBD In corporate dealmaking, much of the action happens away from the negotiating table. Successful dealmakers understand that deal set-up and design greatly influence negotiation outcomes. In this program, you will examine the legal, tactical, and structural elements of dealmaking and acquire practical skills and techniques for navigating difficult … Read More 

3-D Negotiation

Posted by & filed under .

David Lax & James Sebenius A path-breaking introduction to the “three dimensions” of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup … Read More 

The Importance of Negotiation in Business and Your Career

Posted by & filed under Business Negotiations.

What are the essential ingredients to getting ahead in the workplace? Hard work, communication skills, and a generous dose of luck all play a role, of course. Another key ingredient—one that is often overlooked—is the ability to recognize and capitalize on opportunities to negotiate for your career success. Why is negotiation in business important? Because … Read More 

For Professional Negotiators, Three Is a Magic Number

Posted by & filed under Negotiation Skills.

Everything good comes in threes, they say. For storytellers, this means understanding that readers and listeners find a sequence of three things to be memorable, satisfying, and compelling—whether it’s three bears, three little pigs, or three kings. For professional negotiators, sequences of three can be rewarding as well. The following examples of good negotiation skills … Read More 

How to Negotiate Salary: 3 Winning Strategies

Posted by & filed under Salary Negotiations.

The question of how to negotiate salary seems to preoccupy negotiators more than any other—and with good reason, considering how dramatically even a small salary increase can impact our lifetime earnings. The following three salary bargaining tips from leading negotiation experts will help you gain more from your new-job negotiations. … Read More 

How to Negotiate a Higher Salary

Posted by & filed under Salary Negotiations.

When considering how to negotiate a higher salary, job candidates often focus on back-and-forth haggling strategies. But it’s at least as important to think about our broader goals, the type of organization we’d be joining, and the best way to frame an offer. The following advice on how to bargain salary should set you up … Read More 

Deal Design Guidelines: Set Yourself Up for a Better Deal

Posted by & filed under Dealmaking.

Without realizing it, we leave many of our most important decisions in negotiation up to chance. When talking to a potential negotiating partner, we may assume that we have met the best person possible to do this particular deal. We make tacit assumptions about whether we’ll negotiate in person, what we’ll discuss, how long the … Read More 

Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching Series

Posted by & filed under Negotiation Skills.

Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius of Harvard Business School, the Program on Negotiation’s Great Negotiator case study series, available from the PON Clearinghouse, highlights the lessons learned by each recipient of PON’s Great … Read More 

Dear Negotiation Coach: Starting Off on the Right Foot

Posted by & filed under Dealmaking.

QUESTION I’m trying to decide whether to make the first offer in a price negotiation. I’ve heard arguments in favor of both points of view—that is, going first versus sitting back and waiting for the other side to go first. Which tends to be the more effective strategy? ANSWER Negotiation is often a balancing act between learning about … Read More 

Build strong relationships in business negotiations

Posted by & filed under Business Negotiations.

While a student at Stanford University in the mid-2000s, Kevin Systrom met Facebook founder and CEO Mark Zuckerberg at gatherings on campus. Though Systrom declined Zuckerberg’s proposal that he drop out of school and take a job with Facebook, the two men kept in touch by phone in the years following. After Systrom launched photo-sharing … Read More 

Dealmaking: What About the Fine Print?

Posted by & filed under Business Negotiations.

Choosing the right words for your contract is a negotiation in itself. Five guidelines will help you achieve greater precision. When negotiators sign on the dotted line, they sometimes worry about the wrong concerns. “Did I overpay?” wonders the buyer as he inks the sales agreement. Across the table, the seller is thinking, “I bet if I’d pushed … Read More 

Nelson Mandela: Lessons from a “master negotiator”

Posted by & filed under Leadership Skills.

Some people learn to negotiate on the job, in a classroom, or in a therapist’s office. In Nelson Mandela’s case, “prison taught him to be a master negotiator,” writes Bill Keller in his New York Times obituary of the legendary activist-turned-president, who died on December 5 of last year. Soon after his arrival at South Africa’s … Read More 

Top Ten Business Deals of 2013: American Airlines – U.S Airways

Posted by & filed under Dealmaking.

On November 29, 2011, the same day American Airlines filed for bankruptcy, US Airways CEO Doug Parker called American head Tom Horton to discuss a possible merger. Horton rebuffed Parker, saying airline needed to spend time reorganizing and renegotiating its labor contracts before focusing on a deal, the Wall Street Journal reports. … Read More 

Lessons from the new wave of high-stakes deals

Posted by & filed under Business Negotiations.

The $23 billion acquisition of H.J. Heinz. Michael Dell’s planned $24 billion buyout of his namesake computer company. The $11 billion merger of American Airlines and US Airways. Office Depot’s $976 million, all-stock acquisition of OfficeMax. These high-flying deals were announced one after the other this past February. The mad rush to consolidate and partner signaled … Read More 

Are You Talking to the Right Person?

Posted by & filed under Negotiation Skills.

When someone is reluctant to engage in negotiation, you might try to wear her down until she finally caves in. Before you risk becoming a pest, however, ask yourself a critical question: Am I talking to the right person? When negotiators fail to map out the negotiation process in advance, they can encounter detours and dead … Read More 

Have you chosen the right counterpart?

Posted by & filed under Business Negotiations, Daily.

Adapted from “Reach Your Target with Backward Mapping,” first published in the Negotiation newsletter, March 2010. Here’s the problem: Your negotiation seems to be over before it has begun. Your targeted counterpart is refusing to sit down with you or simply ignoring your requests. How can you get her to see that she would benefit from … Read More 

The Negotiator’s Secret: More Than Merely Effective

Posted by & filed under Business Negotiations, Daily.

James K. Sebenius (Program on Negotiation Executive Committee Vice-Chair; Gordon Donaldson Professor of Business Administration, Harvard Business School; Co-author of 3-D Negotiation) Negotiators are often too confident of their own position and too quick to demonize the other side. In this article, the author describes steps to conquer these damaging biases. Read More … Read More 

Gain greater leverage with sole suppliers

Posted by & filed under Business Negotiations, Daily.

Adapted from “Negotiating with Sole Suppliers,” by David Lax (managing principal, Lax Sebenius LLC), first published in the Negotiation newsletter. Negotiators often wonder how to do business with sole suppliers who know they don’t have any real outside alternative and who take advantage of this. Without the power of a realistic best alternative to a negotiated … Read More 

Obama healthcare moves follow Harvard playbook

Posted by & filed under Daily, Negotiation Skills.

President Obama’s healthcare reform game plan is classic “3-D Negotiation,” a strategy developed at the Harvard Program on Negotiation. We have no idea whether the President or his aides are students of the Harvard approach, as set out by Prof. James K. Sebenius, vice chair of the Program on Negotiation, and co-author David Lax, in their … Read More