Harvard Kennedy School

The following items are tagged Harvard Kennedy School:

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – May 8-10, 2023

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 Harvard Kennedy School—all of whom are committed to delivering a transformational learning experience. … Read  

Negotiation Master Class May 2023 Program Guide

Posted by & filed under Free Report.

Over the years thousands of professionals have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next? … Read  

Contingency Contracts in Business Negotiations

Posted by & filed under Business Negotiations.

Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that entail a lot of risk regarding how future events will play out, I am interested to know how contingencies work and how I might use them. … Read  

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Negotiation and Leadership.

IN-PERSON

THREE-DAY COURSE | June 20-22, 2023 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | June 23, 2023 Unlocking Value in Complex Business Deals

Three-Day Program Agenda Negotiation and Leadership: Dealing with Difficult People and Problems DAY 1: Tuesday, June 20, 2023UNDERSTANDING KEY NEGOTIATION CONCEPTS MORNING: Registration, Continental Breakfast and Overview 8:00 a.m. – 9:00 a.m. ET Negotiation Fundamentals—Key Concepts and … Read  

Managing Multiparty Negotiations

Posted by & filed under Free Report.

If you’re in a negotiation with many parties who have varying positions, it may be tempting to join a coalition with parties who share at least some of your goals. But should you join one? … Read  

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Negotiation and Leadership.

IN-PERSON

THREE-DAY COURSE | May 15-17, 2023 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | May 18, 2023 Negotiating the Impossible

Three-Day Program Agenda Negotiation and Leadership: Dealing with Difficult People and Problems DAY 1: Monday, May 15, 2023UNDERSTANDING KEY NEGOTIATION CONCEPTS MORNING: Registration, Continental Breakfast and Overview 8:00 a.m. – 9:00 a.m. ET Negotiation Fundamentals—Key Concepts and Core Vocabulary 9:00 a.m. … Read  

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Negotiation and Leadership.

IN-PERSON

THREE-DAY COURSE | April 3–5, 2023 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | April 6, 2023 3D Negotiation: Powerful New Tools to Turbocharge Your Effectiveness

Three-Day Program Agenda Negotiation and Leadership: Dealing with Difficult People and Problems DAY 1: Monday, April 3, 2023UNDERSTANDING KEY NEGOTIATION CONCEPTS MORNING: Registration, Continental Breakfast and Overview 8:00 a.m. – 9:00 a.m. ET Negotiation … Read  

Negotiators: Resist Vividness Bias in Negotiations

Posted by & filed under Salary Negotiations.

Vividness bias is the tendency to overweight the vivid and prestigious attributes of a decision, such as salary or an employer’s status, and underweight less impressive issues, such as location or rapport with colleagues. Let’s talk about a clear vividness bias example from 2015 in Major League Baseball. For the New York Mets, it was hard … Read  

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Negotiation and Leadership.

IN-PERSON

THREE-DAY COURSE | December 5–7, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | December 8, 2022 Difficult Conversations: How to Discuss What Matters Most

Three-Day Program Agenda Negotiation and Leadership: Dealing with Difficult People and Problems DAY 1: Monday, December 5, 2022 UNDERSTANDING KEY NEGOTIATION CONCEPTS MORNING: Negotiation Fundamentals—Key Concepts and Core Vocabulary 9:00 a.m. – 12:30 p.m. ET Negotiation … Read  

Job Negotiation Advice from Leading Ladies

Posted by & filed under Salary Negotiations.

Thanks to a series of cultural events and news stories, job negotiation advice has become a hot topic among women professionals and businesspeople more generally. First came Facebook CEO Sheryl Sandberg’s book Lean In: Women, Work, and the Will to Lead (Knopf, 2013) and corresponding movement, which encouraged women to take on leadership roles and … Read  

Should Women “Lean In” to Create More Value in Negotiations?

Posted by & filed under Dealmaking.

Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff for the U.S. Department of the Treasury, as the social-media company’s new chief operating officer. The two met several nights a week for almost two months to discuss … Read  

Dear Negotiation Coach: Managing Perceptions

Posted by & filed under BATNA.

Sometimes a negotiation is all about managing perceptions. As this question below shows, focusing a counterpart on his own BATNA can persuade him to reduce the intensity of his hard-bargaining tactics. Q: A customer is pressuring me to make a deal fast. I don’t want to be forced into a one-sided agreement and prefer to reach … Read  

5 Common Negotiation Mistakes and How You Can Avoid Them

Posted by & filed under Negotiation Skills.

Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More often, though, our negotiation mistakes are invisible: We get a perfectly good deal, but are unaware that we could have gotten a better one if we hadn’t succumbed … Read  

Dressing for Success: How Wealth and Status Cues Affect Business Negotiation

Posted by & filed under Negotiation Skills.

In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read  

Should Salary Expectations Be a Laughing Matter?

Posted by & filed under Business Negotiations.

In salary negotiations, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first figure introduced into the discussion tends to strongly influence the salary expectations. Unfortunately for candidates, the first figure mentioned in a negotiation often is not in their favor. For example, when opening salary … Read  

Collective Leadership and the Paris Climate Change Agreement

Posted by & filed under Leadership Skills.

On April 14, the Program on Negotiation presented its 2022 Great Negotiator Award to Costa Rican diplomat Christiana Figueres for her success in spearheading the 2015 Paris Agreement on climate change. In a daylong series of events, including a public interview led by Harvard Kennedy School professor Hannah Riley Bowles and Harvard Business School professor … Read  

Dear Negotiation Coach: How Can You De-bias Job Negotiations?

Posted by & filed under Teaching Negotiation.

In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. Harvard Kennedy School professor Iris Bohnet, the author of What Works: Gender Equality by Design (Belknap Press, 2016), overviews steps professionals can take to promote wiser, more equitable … Read  

Negotiating Salary: Confronting the Gender Pay Gap

Posted by & filed under Salary Negotiations.

In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy Adams came away with significantly less than their male costars in the ensemble cast. Lawrence and Adams were paid 7% of the film’s profits; Christian Bale, Bradley Cooper, … Read  

Emotional Leadership Can Have a Silver Lining in Negotiation

Posted by & filed under Negotiation Skills.

The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history, and provide a high-profile example of emotional leadership. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more … Read  

Ask A Negotiation Expert: Using Law Teaching Materials to Build Bridges

Posted by & filed under Teaching Negotiation.

Amid our polarized political climate, dysfunction and conflict seem to rule the day in the U.S. Congress and state legislatures. To help legislators and their staff learn to build bridges and negotiate through impasse, the Harvard Kennedy School (HKS) Legislative Negotiation Project, with support from the William and Flora Hewlett Foundation Madison Initiative, has developed … Read  

Madeleine Albright’s Ways to Avoid Conflict In Negotiation: First, Put Yourself In Their Shoes

Posted by & filed under Conflict Resolution.

When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. But are there ways to avoid conflict in other types of negotiation? To find ways to avoid conflict, especially deep-seated conflicts, and reach agreement with adversaries, former U.S. secretary of state Madeleine Albright advises close observation … Read  

How to Respond to Questions in Negotiation

Posted by & filed under Business Negotiations.

What’s the toughest question you’ve ever been asked during a negotiation? Do you know how to respond to questions when they’re out of your comfort zone? If you negotiate frequently, it might be hard to narrow it down to just one. Focusing on job interviews, here are a few negotiation questions that candidates often dread:

“How … Read  

Why diversity hiring efforts often fail—and how your organization can do better

Posted by & filed under Leadership Skills.

Immediately before the abbreviated Major League Baseball (MLB) draft, televised live on June 10, 2020, league commissioner Rob Manfred made a statement acknowledging the harm of systemic racism and inequality, and said that he and team owners would be “active participants in social change.” As he spoke, each MLB team’s general manager (GM) or head … Read  

Job Offer Negotiation Tips During the Pandemic

Posted by & filed under Salary Negotiations.

Amid the Covid-19 pandemic, many jobseekers have concluded that if they are lucky enough to be offered a good job in a tight market, they lack the power needed to negotiate better employment terms. In fact, a silver lining of the crisis is that it has created new opportunities to negotiate. With the coronavirus throwing … Read  

Lessons learned from a great negotiation leader

Posted by & filed under Negotiation Skills.

Leadership in negotiation In academia, there are often subtle conflicts between the executive staff who run programs and centers, and the academics connected to them. Only a talented leader can consistently weave together such groups and integrate very different views. Susan has been such a leader for many years. She provides a vision of doing all we … Read  

Dealing with Difficult Employees

Posted by & filed under Dealing with Difficult People.

When dealing with difficult employees, leaders often feel overwhelmed and frustrated by a task that can seem like a distraction from broader organizational goals. But managing personnel issues, including conflict among employees, is a pivotal leadership task—and one that can be improved with knowledge and practice. The following solutions for dealing with difficult employees will … Read  

How Mood Affects Negotiators

Posted by & filed under Conflict Resolution.

What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace … Read