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.


alliance

An alliance is a pact, coalition or friendship between two or more parties, made in order to advance common goals and to secure common interests. It is a Political agreement between countries to support each other in disputes with other countries.

The following items are tagged alliance

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Courses and Training

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – April 3-5, 2018

Posted by & filed under Harvard Negotiation Master Class.

Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, Harvard Business School, and the Massachusetts Institute of Technology—all of whom are committed to delivering a transformational learning experience. By working closely with them, you will: … Read More 

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Flooding in Milton

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Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a mid-size coastal city. … Read More 

Free Report

Negotiation Master Class Fall 2013 Program Guide

Posted by & filed under Free Report.

For the first time ever, the Program on Negotiation is offering a master-level course for negotiators. The program is highly personalized and taught by 4 negotiation experts from Harvard and MIT. If you are selected to participate, you will be assigned to small learning groups, take part in dynamic exercises with two-way feedback, work closely … Read More 

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Top 10 Notable Negotiations of 2017

Posted by & filed under Negotiation Skills.

negotiation

In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators. … Read More 

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Water Use

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Evan Thomas Paul and Jessica Agatstein under the direction of Professor Lawrence Susskind This is a six-party, multi-issue negotiation game involving environmental, economic, social, and political interests in a city where the water infrastructure is inefficient and not up to the task of coping with extreme water events.

Parties: 6. Time Req’d: 1-2 hrs. Teaching Notes: Yes. … Read More 

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Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy

Posted by & filed under Dealmaking.

business negotiators

Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, diplomacy evokes images of frivolity – days spent wandering exotic capitals, nights spent cruising embassy cocktail parties. … Read More 

Product

Flooding

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Sarah Hammitt and Jessica Artiles under the direction of Professor Lawrence Susskind An eight-party, environmentally-focused role-play simulation, Flooding deals with an investment firm that is in the final stages of a multi-year planning process for a large, riverside mixed-use development. FEMA recently updated Evantown’s Flood Insurance Rate Map and the development falls within the 100-year floodplain. … Read More 

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Product

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Negotiating Skills: How to Bargain “Behind the Table”

Posted by & filed under Negotiation Skills.

After the fall of the Berlin Wall in 1989, U.S. president George H. W. Bush and his secretary of state, James Baker, were eager to win international support for German reunification and German membership in NATO. But Soviet president Mikhail Gorbachev faced strong opposition to these measures from members of his own Communist Party. Knowing that … Read More 

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Identity, Culture and Conflict Resolution

Posted by & filed under Daily, Events.

Conflict Resolution

The Program on Negotiation at Harvard Law School is pleased to host the New England Association for Conflict Resolution 2015 Fall Program: Identity, Culture and Conflict Resolution   Wednesday, October 21, 2015 UPDATED Schedule Registration –  6:30 – 7:15 pm NE-ACR Fall Program – 7:15 pm to 9:20 pm Location:   Austin Hall North, Harvard Law School Free and open to the public.

Pre-registration encouraged, … Read More 

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Corruption: The Unaddressed Elephant on the Global Stage

Posted by & filed under Daily, Events, The Kelman Seminar.

How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate

The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution is pleased to present: Corruption: The Unaddressed Elephant on the Global Stage with

William English Research Director of the Edmond J. Safra Center for Ethics and Research, Fellow at the Harvard Initiative for Learning and Teaching  and

Vladimir Radomirović  Serbian Investigative Journalist, 2015 Nieman Fellow Monday, May 4, 2015 4:30 PM – 6:00 PM CGIS South, Room … Read More 

Product

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Harvard Programs Host Discussion on “Why Is It Hard to Talk About War? Bridging the Civilian – Military Divide” with Congressman-Elect Seth Moulton and PON Managing Director Susan Hackley

Posted by & filed under Negotiation Skills.

On December 8, 2014, Congressman-Elect Seth Moulton and Managing Director Susan Hackley co-presented at Harvard’s Herbert C. Kelman Seminar on International Conflict Analysis and Resolution. This seminar series is sponsored by the Program on Negotiation at Harvard Law School, the Nieman Foundation for Journalism, the Shorenstein Center on Media, Politics, and Public Policy, The Weatherhead … Read More 

Product

New Crimea Prison Overcrowding Simulation

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Susan Podziba and Lawrence Susskind Eight-party, multi-issue negotiation among prison administrators, government leaders, criminal justice advocates, and prisoners’ rights advocates to develop recommendations for a comprehensive state policy to alleviate prison overcrowding … Read More 

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Arms Control on Cobia

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P. Terrance Hopmann Multi-issue arms control negotiation among representatives of eight fictional countries … Read More 

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Managing Growth in Rockville

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Armand Ciccarelli and Lawrence Susskind Seven-person, multi-issue mediation among business, planning, environmental, and agricultural interests regarding growth management and comprehensive planning … Read More 

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Europe at a Crossroads: The Story of Greece and What It Reveals About Structural Problems in the Eurozone

Posted by & filed under International Negotiation, Student Events, The Kelman Seminar.

On the day before the next European Council Meeting (Oct. 18-19), George Papandreou, former prime minister of Greece, will talk about the crisis in Europe, how Greece points to deeper problems within the European Union, and why a stronger integration of member states could be a way forward. He will be in conversation with economist, … Read More 

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Trusting Truth: The Path to Avoiding Gridlock in Public Dialogue

Posted by & filed under International Negotiation, The Kelman Seminar.

“Trusting Truth: The Path to Avoiding Gridlock in Public Dialogue” with Ron Suskind

, A.M. Rosenthal Writer-in-Residence, Shorenstein Center on the Press, Politics and Public Policy,

Kennedy School of Government Date: Monday, April 23, 2012Time: 4:00-6:00 PM Where: CGIS South S-250, 1730 Cambridge Street Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu) Speaker Bio: Ron Suskind is the A.M. Rosenthal Writer-in-Residence. One of the … Read More 

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Russia’s Leadership Challenges in the 21st Century

Posted by & filed under International Negotiation, The Kelman Seminar.

Russia’s Leadership Challenges in the 21st Century with Kevin Ryan Executive Director for Research Belfer Center for Science and International Affairs Kennedy School of Government and Simon Saradzhyan Fellow Belfer Center for Science and International Affairs Kennedy School of Government   Date: Monday, March 26, 2012 Time: 4:00-6:00 PM Where: CGIS South S-050, 1730 Cambridge Street Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)  

Speaker Bios Brigadier General Kevin Ryan (U.S. Army retired) is Executive Director … Read More 

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Daily

Pakistan and the US: Ships Passing in the Night

Posted by & filed under International Negotiation, The Kelman Seminar.

Pakistan and the US: Ships Passing in the Night with Pir Zubair Shah Reporter for The New York Times and Nieman Fellow and David Greenway Columnist for The Boston Globe and Shorenstein Fellow   Date: Monday, February 27, 2012 Time: 4:00-6:00 PM Where: CGIS South S-354, 1730 Cambridge Street Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu)  

Speaker Bios H.D.S. (David) Greenway is a contributing columnist for The Boston Globe, The International Herald … Read More 

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Dr. Ehud Eiran reflects on Israel’s strategic options in changing Middle East

Posted by & filed under International Negotiation, Middle East Negotiation Initiative.

With rising political instability in its surrounding environment, Israel will have to adapt its foreign policy to deal with new strategic challenges, Dr. Ehud Eiran, a faculty affiliate of PON’s Middle East Negotiation Initiative, noted in a recent ynetnews article. Challenges facing Israel include the difficulties that come with weaker border control and the risk … Read More 

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Religious fundamentalism in Palestine and Israel and its impact on women

Posted by & filed under International Negotiation, Middle East Negotiation Initiative, Student Events, The Kelman Seminar.

“Religious Fundamentalism in Palestine and Israel and its Impact on Women” with Laila Atshan Mason Fellow at the Kennedy School of Government and psychologist in Palestine and Dina Kraft Free lance journalist based in Tel Aviv, Israel and Nieman Fellow    Date: Monday, January 30, 2012 Time: 4:00-6:00 PM Where: Weatherhead Center for International Affairs, Knafel Building North, 1737 Cambridge Street, Room N-262 (Bowie Vernon Room). Contact Chair: Donna … Read More 

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Beyond diplomacy: Embedding peace and conflict transformation processes in Nepal and Lebanon

Posted by & filed under International Negotiation, Student Events, The Kelman Seminar.

“Beyond diplomacy:  Embedding peace and conflict transformation processes in Nepal and Lebanon”

 with Jeff Seul Chairman, Peace Appeal Foundation and

Martin Wahlisch International Lawyer and Researcher, Common Space Initiative (Beirut)    Date: November 8, 2011 Time: 4:00-6:00 PM Where: Weatherhead Center for International Affairs 1737 Cambridge Street, Room K-354, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Jeff Seul, Chairman of the Peace Appeal Foundation, is a partner in … Read More 

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Political Polarization and Ideas for Restoring Civility to Government in 2012

Posted by & filed under International Negotiation, The Kelman Seminar.

“Political Polarization and Ideas for Restoring Civility to Government in 2012”

with Jill Lepore, Professor of American History at Harvard University and

Mark McKinnon Reidy Fellow at the Shorenstein Center on the Press, Politics and Public Policy at the Kennedy School of Government   Date: October 25, 2011 Time: 4:00-6:00 PM Where: Weatherhead Center for International Affairs 1737 Cambridge Street, Room K-354, Cambridge MA Contact Chair: … Read More 

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Announcing the 2011 PON Summer Fellows

Posted by & filed under Daily, PON Summer Fellowships, Students.

About the PON Summer Fellowship Program: PON offers fellowship grants to students at Harvard University, MIT, Tufts University and other Boston-area schools who are doing internships or undertaking summer research projects in negotiation and dispute resolution in partnership with public, non-profit or academic organizations. The Summer Fellowship Program’s emphasis is on advancing the links between … Read More 

Daily

Get Ready for Team Talks

Posted by & filed under Daily, Mediation.

Adapted from “Strength in Numbers: Negotiating as a Team,” by Elizabeth A. Mannix (professor, Cornell University), first published in the Negotiation newsletter, May 2005. The widespread belief in “strength in numbers” suggests that having more players on your team should be a benefit, not a burden. But this belief can lead team members to underprepare … Read More 

Daily

Unlocking Labor Disputes

Posted by & filed under Conflict Resolution, Daily.

Adapted from “How the Writers Got Back to Work,” first published in the Negotiation newsletter, May 2008. When labor talks reach a stalemate, negotiators may be able to get back on track by avoiding extreme demands, thinking carefully about the other side’s point of view, negotiating in smaller groups, and enlisting the help of a neutral … Read More 

Daily

Exhaust the Limits: The Life and Times of a Global Peacemaker

Posted by & filed under Daily, Events, International Negotiation, Student Events, Students.

Exhaust the Limits: The Life and Times of a Global Peacemaker

with Charles F. “Chic” Dambach President & CEO, Alliance for Peacebuilding

Date: May 16, 2011

Time: 12:00PM to 1:30PM Where: Hauser Hall, Room 102, Harvard Law School Campus Chic Dambach will discuss his new memoir, Exhaust the Limits: The Life and Times of a Global … Read More 

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“South Africa: Press, Politics and Development in the Post-Apartheid Era”

Posted by & filed under Daily, Events, International Negotiation, The Kelman Seminar.

 “South Africa:  Press, Politics and Development in the Post-Apartheid Era.”

with Bob Giles Curator, Nieman Foundation for Journalism and Rob Rose Business reporter for South Africa’s Sunday Times and Nieman Fellow   Date: April 26, 2011 Time: 4:00-6:00 PM Where: CGIS Knafel Building, 1737 Cambridge Street, Bowie Vernon Room (Room N-262), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Bob Giles is Curator of the Nieman Foundation for … Read More 

Daily

Budrus

Posted by & filed under Daily, Events, International Negotiation, Negotiation and Nonviolent Action, PON Film Series, Student Events, Students.

Ayed Morrar, an unlikely community organizer, unites Palestinians from all political factions and Israelis to save his village from destruction by Israel’s Separation Barrier. Victory seems improbable until his 15-year-old daughter, Iltezam, launches a women’s contingent that quickly moves to the front lines. Struggling side by side, father and daughter unleash an inspiring, yet little-known movement … Read More 

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Ehud Eiran discusses the factors in a lasting alliance

Posted by & filed under Daily, International Negotiation.

Ehud Eiran, an affiliate of the Program on Negotiation and former fellow who is currently a research fellow at the Belfer Center for Science and International Affairs at the Harvard Kennedy School and a lecturer at MIT, published an article in Ha’aretz about the relationship between the United States and Egypt titled “What Makes Alliance … Read More 

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“The Military and the Media: Two Perspectives- Iraq and Pakistan”

Posted by & filed under Daily, Events, International Negotiation, The Kelman Seminar.

“The Military and the Media:  Two Perspectives– Iraq and Pakistan”

with Wajahat Khan, and

Emma Sky

Date: March 29, 2011

Time: 4:00-6:00 PM

Where: Knafel Building, 1737 Cambridge Street, Bowie Vernon Room (Room N-262), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Emma Sky left Iraq in September 2010, where she had served for three years as Political Advisor to General … Read More 

Daily

“Understanding public protests in Egypt and Iran: What is similar, what is different”

Posted by & filed under Daily, Events, International Negotiation, The Kelman Seminar.

“Understanding public protests in Egypt and Iran: What is similar, what is different”

with Hoochang Chehabi and Nazila Fathi Date: February 22, 2011

Time: 4:00-6:00 PM

Where: Knafel Building, 1737 Cambridge Street, Bowie Vernon Room (Room N-262), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Houchang Chehabi is Professor of International Relations and History at Boston University. He specializes in Middle … Read More 

Daily

“Taking stock of Cambodia 20 years after the Paris Peace Agreement”

Posted by & filed under Daily, Events, The Kelman Seminar.

“Taking stock of Cambodia 20 years after the Paris Peace Agreement”

with Kevin Doyle and Stephen Marks

Date: February 1, 2011

Time: 4:00-6:00 PM

Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Kevin Doyle is the editor-in-chief of The Cambodia Daily newspaper in Phnom Penh where he has … Read More 

Daily

“The Afghan Challenge: What will it take for them to trust their own security forces?”

Posted by & filed under Daily, Events, The Kelman Seminar.

“The Afghan Challenge:  What will it take for them to trust their own security forces?”

with Paul Bricker and Abdul Waheed Wafa

Date: December 7, 2010

Time: 4:00-6:00 PM

Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Paul W. Bricker, United States, colonel, United States Army is currently … Read More 

Daily

Event: The Psychology of Nazi Doctors

Posted by & filed under Daily, Events.

The Harvard Institute on Global Health (HIGH) and the Harvard International Negotiation Program Present: “On Embracing Evil: The Psychology of Nazi Doctors” with Robert Jay Lifton moderated by Professor Dan Shapiro

What impels people to use religion, ideology, or professional privilege as tools for destructive action? What is the mindset that can take one from healing to killing, or to … Read More 

Daily

“What is it costing the US to ignore its relationship with Latin America?”

Posted by & filed under Daily, Events, The Kelman Seminar.

“What is it costing the US to ignore its relationship with Latin America?”

with Guillermo Perry and Pablo Corral Vega

Date: November 16, 2010

Time: 4:15-6 PM (NOTE: 15 minutes later than usual)

Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios Guillermo Perry is presently Robert F. Kennedy … Read More 

Daily

To Avoid an Impasse, Keep Talking

Posted by & filed under Business Negotiations, Daily.

Adapted from “How the Writers Got Back to Work,” first published in the Negotiation newsletter. What happens when people think they’ve invested too much in a dispute to back down from their entrenched positions? This question rose to the fore as the Writers Guild of America (WGA) West and East’s strike against the Alliance of Motion … Read More 

Daily

“Can Ethnic Divisions be Healed for the Good of all Kenyans?”

Posted by & filed under Daily, Events, The Kelman Seminar.

“Can Ethnic Divisions be Healed for the Good of all Kenyans?”

with Robert Rotberg and Gwen Thompkins

Date: October 19, 2010

Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios

Robert Rotberg is Director, Program on Intrastate Conflict and Conflict Resolution, Belfer Center for Science and … Read More 

Daily

“International Finance and How It Affects the Negotiation of Global Conflicts”

Posted by & filed under Daily, Events, The Kelman Seminar.

“International Finance and How It Affects the Negotiation of Global Conflicts” with Loch Adamson and Richard Parker

Date: September 21, 2010

Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios

Loch Adamson is the London bureau chief of Institutional Investor, a New York-based financial … Read More 

Daily

Choosing Your Next Relationship

Posted by & filed under Daily, Negotiation Skills.

Adapted from “For Better or Worse: How Relationships Affect Negotiations,” by Kathleen L. McGinn (professor, Harvard Business School), first published in the Negotiation newsletter. Six years ago, Esther Lorenza, an experienced entrepreneur and the founder of a new Internet and catalog retailer, concluded that only one supplier could meet her unique product specifications and high standards … Read More 

Daily

Staying in touch with strategic partners

Posted by & filed under Business Negotiations, Daily.

Adapted from “Handle with Care: Negotiating Strategic Alliances,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter. Some business partnerships are more important than others. This is especially true in supply chains, where producers of key components can be irreplaceable. Consider the relationship between two hypothetical companies, Brattlebury Corporation, which manufactures … Read More 

Daily

“The Future of Cuba, Cuban-Americans, and the U.S. Government: Reconciliation or War Crime Tribunals and Property Restitution?”

Posted by & filed under Conflict Resolution, Daily.

“The Future of Cuba, Cuban-Americans, and the U.S. Government: Reconciliation or War Crime Tribunals and Property Restitution?”

with Jorge I. Dominguez and Anita Snow

Date: May 4, 2010

Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-354*, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). *Please note this event is not in the usual room. Speaker Bios

Jorge I. Domínguez is … Read More 

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Afghanistan: How to end the violent conflict and promote reconciliation

Posted by & filed under Daily, International Negotiation.

“Afghanistan: How to end violent conflict and promote reconciliation.”

with Ambassador Peter Galbraith Date: April 13, 2010

Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bios

Peter W. Galbraith has served in senior positions in the US Government and the United Nations. Most recently, he was Deputy … Read More 

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The India-Pakistan Peace Initiative: The Role of GEO TV Network

Posted by & filed under Daily, Events, International Negotiation, The Kelman Seminar.

“The India-Pakistan Peace Initiative: The Role of GEO TV Network”

with Mir Ibrahim Rahman, CEO, GEO TV Network

Date: March 9, 2010

Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Room N-262, Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).

Speaker Bio Mir Ibrahim Rahman (MIR), CEO of GEO TV Network, has been at the helm … Read More 

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The Role of Track I actors in Reconciliation: The UN in Iraq

Posted by & filed under Conflict Resolution, Daily, Events, International Negotiation, The Kelman Seminar.

“The Role of Track I actors in Reconciliation: The UN in Iraq”

with Eileen Babbitt

Date: December 8, 2009 Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Second Floor, N-262 (Bowie Vernon Room), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bio Eileen F. Babbitt is Professor of International Conflict Management Practice and Director of the International Negotiation … Read More 

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Herbert C. Kelman Seminar on International Conflict:

Posted by & filed under Conflict Resolution, Daily, Events, The Kelman Seminar.

Conflict in Global Finance After the Meltdown: Reconciling Competing Priorities with Richard Parker Lecturer on Public Policy Shorenstein Center, Harvard Kennedy School Date: November 10, 2009 Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Second Floor, N-262 (Bowie Vernon Room), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bio Richard Parker is Lecturer in Public Policy and … Read More 

Daily

Negotiating the Toughest Challenges in U.S.-Muslim Relations: From Peace in the Middle East to Talks with the Taliban

Posted by & filed under Daily, Events.

Join the Program on Negotiation for a discussion on major challenges facing the U.S. as it tries to improve relations with key Muslim countries embroiled in regional conflicts. Key questions include whether and how to negotiate with armed non-state groups, how to engage effectively with fractious and failing governments, and how to manage influential constituencies … Read More 

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The Post-Election Message to the World: What’s the New Agenda?

Posted by & filed under Conflict Resolution, Events, The Kelman Seminar.

A discussion with: Ambassador Nicholas Burns: Professor in the Practice of Diplomacy and International Politics at Harvard’s John F. Kennedy School of Government. He served in the United States Foreign Service for twenty seven years until his retirement in April 2008. He was Under Secretary of State for Political Affairs from 2005-2008, the nation’s highest ranking … Read More 

Daily

How to Defuse a Strike

Posted by & filed under Conflict Resolution.

The recent dispute between the Writers Guild of America (WGA) West and East and the Alliance of Motion Picture and Television Producers (AMPTP) illustrates how a disagreement at the negotiating table can lead to a long and costly strike. As the two sides battled back and forth, AMPTP member companies laid off support staff, and … Read More 

Daily

Facilitating within a Group Structure

Posted by & filed under Negotiation Skills.

Consider the dilemma faced by Joe, the vice president of semiconductor technology at one of the largest computer companies in the world. He is also the chair of an alliance made up of representatives from six other large companies. The group works together to develop and acquire certain production technologies. The group also second-guesses every … Read More 

Daily

Does Your Company Have to Negotiate with a Giant that Dominates Your Business Market?

Posted by & filed under Business Negotiations, Daily.

Individuals in this position often feel as though they have few if any options. In his February 2006 article in Negotiation newsletter, “Negotiating with a 900-Pound Gorilla,” MIT Professor Lawrence Susskind offers strategies for how negotiators in a weak position should deal with a seemingly all-powerful opponent. … Read More