creating value

The following items are tagged creating value

Daily

Techniques for Improving Your Negotiating Ability

Posted by & filed under Negotiation Skills.

negotiating ability

Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually subsumed under categories such as “emotional intelligence,” or “persuasiveness” and negotiation techniques and their improvement through negotiation training are not a regular part of employee training programs. … Read More 

Courses and Training

Negotiation Workshop: Strategies, Tools, and Skills for Success

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Course Dates: June 12-16, 2017 Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation. … Read More 

Product

West Wind in Pine Hills

Posted by & filed under .

A 2-participant, 2-issue, scorable negotiation between a wind company rep and a rural community rep about a proposed wind turbine project … Read More 

Free Report

Daily

Product

What To Do With Hexiglass?

Posted by & filed under .

Beth Doherty and Hal Movius 3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation. … Read More 

Free Report

The New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation

Posted by & filed under Free Report.

This report reveals how wise negotiators extract unexpected value using an indirect approach to conflict management. An aggressive management style can set you up for repeated failure. Direct conflict management approaches can be overly combative and counter-productive. Experienced negotiators know that compromise seldom succeeds. Win/lose is really lose/lose. The best negotiation strategy results in … Read More 

Daily

Product

Telecom Services

Posted by & filed under .

Beth Doherty under the supervision of Lawrence Susskind Two-party, two-issue, integrative, scoreable negotiation over the terms of a telecommunications services contract … Read More 

Free Report

Daily

Ten Popular Business Negotiation Articles

Posted by & filed under Business Negotiations.

Ten Popular Business Negotiation Articles

Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles present negotiation examples in real life and offer strategies for engaging in integrative negotiations strategies aimed at creating win-win scenarios for each party at the negotiation … Read More 

Product

Offshore Wind Farm Negotiation

Posted by & filed under .

MIT Students in the Department of Urban Studies and Planning, under the supervision of Prof. Lawrence Susskind and Dr. Herman Karl 8-party nonscorable negotiation among commercial, environmental, and governmental stakeholders over a controversial proposal to develop offshore wind farms … Read More 

Daily

Product

Fresh Air

Posted by & filed under .

Candace Modlin and Robert C. Bordone Two-party or two-team, multi-issue, integrative/distributive negotiation between representatives of a new low-cost airline and a potential headquarters city over an incentives package and airport facilities … Read More 

Daily

Daily

Daily

Daily

Daily

3 Team-Building Techniques for Successful Negotiations

Posted by & filed under Business Negotiations.

team-building techniques

Newly formed teams are often encouraged or even required to engage in team-building techniques and exercises, which might range from volunteering at a nonprofit together to sharing little-known secrets about each other to building a tower out of marshmallows and spaghetti. Although such activities can be effective at building bonds and trust, they don’t do … Read More 

Daily

Negotiation Examples in Business: Ethics, Bias, and Bargaining in Good Faith

Posted by & filed under Business Negotiations.

negotiation examples in business negotiation ethics and bias in negotiation

As we’ve discussed in previous articles about negotiation examples in business, a negotiator’s beliefs concerning negotiation ethics are affected by cognitive biases. You probably can recall times when a negotiating opponent made what appeared to be a blatant misstatement. If you’re like most people, you assumed the person was lying to gain an advantage. … Read More 

Daily

MESO Negotiation: Learn from a Seller’s Market

Posted by & filed under Dealmaking.

MESO Negotiation: Learn from a Seller's Market

What negotiating skills can negotiators take away from hyper competitive bargaining situations? With home sales heating up (again) in some parts of the United States, homebuyers are facing competition they haven’t seen since before the real-estate bubble burst back in 2008, and it’s showing up in the form of packed open houses, multiple bids above … Read More 

Daily

Daily

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

Posted by & filed under Negotiation Skills.

power in negotiation the impact on negotiators and the negotiation process

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

Daily

Daily

Daily

Daily

Daily

Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions

Posted by & filed under Negotiation Skills.

reservation point negotiation reach negotiated agreements by asking the right questions

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More 

Daily

Daily

The Negotiation Process in China

Posted by & filed under International Negotiation.

negotiation process

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China. … Read More 

Daily

MESO Negotiation Strategies and Negotiation Techniques

Posted by & filed under Dealmaking.

negotiation strategies and negotiation techniques meso negotiation

MESO negotiation techniques for negotiators include creating value at the bargaining table by identifying multiple proposals of equal value and presenting them to your counterpart simultaneously. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them. But how can you be sure you’re making the right … Read More 

Daily

Integrative Negotiation Examples: MESOs and Expanding the Pie

Posted by & filed under Dealmaking.

Integrative Negotiation Examples: MESOs and Expanding the Pie

In our society, we’re bombarded with a multitude of decisions each day, beginning with the increasingly complex question of how to order our morning coffee. In his book The Paradox of Choice: Why More Is Less (Ecco, 2004), Swarthmore College psychology professor Barry Schwartz describes the contemporary phenomenon of becoming exhausted by “the tyranny of … Read More 

Daily

Daily

Daily

Managing Difficult Negotiators

Posted by & filed under BATNA.

Managing Difficult Negotiators

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground. If you’re skilled in BATNA negotiations, you’ll have an easier time dealing with such people. … Read More 

Daily

Daily

Daily

Top International Negotiation Case Studies in Business: The Microsoft-Nokia Deal

Posted by & filed under International Negotiation.

nokia international negotiation microsoft

International negotiation brings on more challenges than most. On September 3, 2013, Microsoft announced a deal to acquire Finnish mobile phone company Nokia’s handset and services business for $7.2 billion, the New York Times reported. The agreement marked a belated but bold move by Microsoft to upgrade its presence in handheld devices and signals an … Read More 

Daily

Daily

Daily

Daily

Daily

Daily

Value Claiming in Negotiation

Posted by & filed under Negotiation Skills.

In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on. … Read More 

Daily

Daily

Negotiating with Your Agent

Posted by & filed under Business Negotiations.

Toby knew that Dara was the perfect New York literary agent for him as soon as he heard her friendly, professional voice on the phone. Never mind that 17 other agents had already rejected his book proposal. Dara’s enthusiasm and recent sales convinced him to sign the three-year exclusive contract she mailed to him in … Read More 

Daily

Learning from the Debates About the Debates

Posted by & filed under Dealmaking.

There is “nothing worse than a debate about debates,” John Podesta, the chairman of Hillary Clinton’s presidential campaign, recently said in the midst of his candidate’s heated negotiations with Democratic rival Bernie Sanders about the terms of their debates. Many who participated in these negotiations would likely agree. But the debates about debates—both on the … Read More 

Daily

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

Posted by & filed under Conflict Resolution.

meso negotiation and dealing with difficult people make multiple equivalent simultaneous offers to create value in dealmaking

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More 

Daily

Daily

PON Faculty Members Jeswald Salacuse, Deborah Kolb, and William Ury Honored on Time’s List of the Five Best Negotiation Books of 2015

Posted by & filed under Negotiation Skills.

pon faculty members jeswald salacuse deborah kolb and william ury honored on time List of the five best negotiation books of 2015

Program on Negotiation faculty members Jeswald Salacuse, Deborah Kolb, and William Ury were named by Time magazine as the authors of three of the five best negotiation books of 2015. Jeswald Salacuse’s latest work, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, describes the negotiation skills people need to succeed … Read More 

Daily

Daily

Deal Negotiation and Dealmaking: What to Do On Your Own

Posted by & filed under Dealmaking.

Six negotiation skills tips for negotiators seeking to creative value during their next round at the bargaining table. Business negotiators are often faced with the complex task of coordinating multiple parties – here are some tips for the individual business negotiator on how to achieve success in her next deal negotiation. … Read More 

Daily

Negotiation Skills: Which Negotiating Style Is Best?

Posted by & filed under Negotiation Skills.

Is one negotiating style “better” than another? Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes. Negotiators who lean toward cooperation also tend to be more satisfied with the process and their results, according to Weingart. At the same time, … Read More 

Daily

Daily

Dealmaking: Haggling and Exploring Interests in Negotiation

Posted by & filed under Business Negotiations.

One common misconception of haggling is that it must focus only on a single issue: price. Although price might be the most important issue at stake, you could sweeten the deal for both sides by discussing other issues, such as delivery, financing, and the possibility of repeat business. You can open up such opportunities through direct questioning … Read More 

Daily

Daily

Daily

Daily

Win-Win Negotiations in the Middle East: How the Principles Behind the Harvard Negotiation Project Apply to Israel and Palestine

Posted by & filed under Middle East Negotiation Initiative.

Peace talks in the Middle East between Israel and Palestine have stalled for years and, with no ‘new beginnings’ on the horizon, many have come to expect stagnation and lack of progress in talks between the neighbors. That was until this week when Secretary of State John Kerry was successful in getting Palestinian and Israeli … Read More 

Daily

When advice to negotiators is wasted

Posted by & filed under Negotiation Skills.

Adapted from “Is Giving Advice a Waste of Time?” first published in the Negotiation newsletter, July 2007. It’s the end of the week, and you’re trying to crank out an important report. A colleague slips into your office. “Do you have a couple of minutes?” he asks. “I need your advice on a negotiation that’s falling … Read More 

Daily

Too Tough Talk?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Break Through the Tough Talk,” by Kristina A. Diekmann (University of Utah) and Ann E. Tenbrunsel (Notre Dame University), first published in the Negotiation newsletter. You might think that cultivating a reputation as a tough bargainer might be the best way to cope with a competitive opponent. But this isn’t necessarily the best strategy. … Read More 

Daily

Help Your Organization Do More with Less

Posted by & filed under Business Negotiations, Daily.

Adapted from “How to Do More with Less,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter. Times are tough, and managers need to find a way to squeeze more out of every contract negotiation. How can you improve how your organization negotiates? Though we tend to think of negotiation as an … Read More 

Daily

Negotiations in the telecommunication industry

Posted by & filed under Business Negotiations, Daily.

The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.  Telecom Services is a two-party, two-issue, integrative, scorable negotiation over the terms of a telecommunications services contract. Scenario: Data Voice markets telecommunications (“telecom”) services to residential and business customers. This year, a small firm … Read More 

Daily

Negotiate how you’ll negotiate

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Have You Negotiated How You’ll Negotiate?” by Robert C. Bordone, Professor, and Gillien S. Todd, Lecturer, Harvard Law School. Breakdowns in negotiation are common. In the face of impasse at the bargaining table, managers are quick to blame either the challenges of the issues being negotiated or the hard-line tactics of the opposing parties. … Read More 

Daily

Robert Bordone Appointed Clinical Professor of Law at Harvard Law School

Posted by & filed under Daily, Events.

Robert Bordone, founding Director of the HLS Negotiation and Mediation Clinical Program and the Thaddeus R. Beal Assistant Clinical Professor of Law, was promoted Thursday to full Clinical Professor of Law by unanimous vote of the HLS faculty, Acting Dean Howell Jackson has announced. Bordone will be teaching two workshops at the Harvard Negotiation Institute this … Read More 

Daily

Does Negotiation Have a Place in Crisis Management?

Posted by & filed under Conflict Resolution.

Does negotiation have a place in crisis management? Many public relations experts would argue no. When a company is confronted with negative publicity, they are advised to reveal as little as possible and denounce their attackers claim. This advice ignores the fact that what an angry public wants is to be heard. After stranding thousands of … Read More 

Daily