Lawrence Susskind

The following items are tagged Lawrence Susskind

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Integrative Negotiations: Examples of Dispute Resolution Through Joint Fact-Finding

Posted by & filed under Conflict Resolution.

integrative negotiations examples dispute resolution through joint fact-finding

Sometimes parties to a dispute disagree on key facts and forecasts but lack the technical or scientific expertise needed to come to a consensus. Suppose, for instance, that a developer is seeking to build a high-rise condominium building in a village that is experiencing a development boom. Longtime residents fight the proposal, arguing that another … Read More 

Courses and Training

New! Advanced Mediation Workshop: Mediating Complex Disputes

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

Course Dates: June 12-16, 2017 You’ve handled numerous mediation sessions with ease. You are confident in your mediation skills, especially between two parties who want a fair resolution. But how do the dynamics change when their lawyers join the session? What happens when the mediation expands to multiple parties who are bringing many issues to the … Read More 

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Good For You, Great For Me

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Lawrence Susskind Win at win-win negotiating! Find trades that create much more value than either you or your opponent thought possible while satisfying the interests of your back table – the people to whom you report. … Read More 

Free Report

Harborco: Role-Play Simulation

Posted by & filed under Free Report.

Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. The Federal Licensing Agency would like to see them work with other stakeholders to develop a project that is acceptable … Read More 

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Papers on International Environmental Negotiation, Volume 18: The Next Generation of Environmental Agreements (2011)

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Papers on International Environmental Negotiation, Volume 18: The Next Generation of Environmental Agreements (2011)

“Introduction,” by Lawrence Susskind “Expanding the Role and Function of Science Advisory Panels: A New Way to Bridge Science and Policy in Environmental Treaty Regimes,” by Mona Funiciello “Toward an International Geoengineering Agreement: The Promises (and Pitfalls) of Negotiating a Convention on Global Climate Interventions,” … Read More 

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A Discussion with Frank Sander about the Multi-Door Courthouse Concept

Posted by & filed under International Negotiation.

A Discussion with Frank Sander about the Multi-Door Courthouse Concept

As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the creator of the multi-door courthouse, Harvard Law Professor Frank E.A. Sander, and the executive director and founder of the University of St. Thomas (UST) International ADR [Alternative Dispute … Read More 

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Papers on International Environmental Negotiation, Volume 17: On the Road to Copenhagen (2009)

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Papers on International Environmental Negotiation, Volume 17: On the Road to Copenhagen (2009)

“Introduction,” by Lawrence Susskind “Looking Beyond Kyoto: A Vision for 2050 – And How to Get There,” by Justin Ginnetti “A Framework Proposal for a post-2012 Copenhagen Protocol – How to Reach 80% Reductions by 2062,” by Ines Kapphan

“Post-Kyoto Climate Change Negotiations: The View from the Coalition … Read More 

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Water Diplomacy

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Shafiqul Islam and Lawrence E. Susskind In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims. … Read More 

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Alternative Dispute Resolution: Corporate Stakeholder Engagement and Mineral Extraction in Colombia

Posted by & filed under Dispute Resolution.

Alternative Dispute Resolution

Corporations around the world are being pressed by their shareholders to do a better job of taking local concerns into account when they initiate mineral extraction projects. Indeed, both stakeholders and risk managers are demanding this. Many companies are now systematically assessing the concerns of a wide range of stakeholders and seeking to demonstrate (in … Read More 

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Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization

Posted by & filed under Business Negotiations.

negotiation skills

Individual negotiators are sometimes overwhelmed by the idea of leading organization-wide changes to negotiation practices. In fact, it doesn’t take much time or effort to set the wheels of reform in motion, write Hallam Movius and Lawrence Susskind in Built to Win. Here are four simple steps to implement in your workplace. … Read More 

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Environmental Justice Package Full Version

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Lawrence Susskind and Various Other Authors Teacher’s package for a comprehensive environmental justice negotiation unit, containing one book, one article, and four role simulations … Read More 

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Top International Multiparty Negotiations: Dissent in the European Union

Posted by & filed under International Negotiation.

Multiparty negotiations

A European Union summit held in late October 2013 failed to make headway toward more coordination of economic policies. Facing resistance from Germany in particular, European officials grew pessimistic regarding their odds of negotiating a deal over the next year to lay the foundation for a banking union for the 17 nations that use the … Read More 

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Negotiation Pedagogy A Research Survey of Four Disciplines

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Prepared by various Program on Negotiation faculty for the 2000 Hewlett Conference on Negotiation Pedagogy, this volume is an overview of negotiation pedagogy in graduate schools of law, international relations, public policy and planning, and business and management. It includes a summary of the results of a research survey of negotiation professors across four fields … Read More 

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Implement Negotiation Training in Your Organization

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Negotiation Training

Organizations across the globe spend many millions of dollars each year on negotiation training for their employees. This training can be in-house, led by consultants and other experts, or employees can travel to training programs at universities and elsewhere. After engaging in a couple of days of training, employees return to the office and attempt … Read More 

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Rebuilding the World Trade Center Site

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Lawrence Susskind A group of legal, business, and dispute resolution professionals negotiate a six-person, facilitated role simulation regarding the reconstruction of the World Trade Center site in New York City, following the 9/11/2001 terrorist attacks … Read More 

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Negotiation Pedagogy Video Series, Part II

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Lawrence Susskind and Melissa Manwaring An unscripted video showing an experienced negotiation professor teaching an executive education session through the running and debriefing of the Teflex Products role simulation, interspersed with instructor commentary … Read More 

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Dispute Resolution: Uncertainty, Risk, and Opportunity in Water Diplomacy

Posted by & filed under Dispute Resolution.

dispute resolution define negotiation skills what leads to renegotiation

When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, uncertainty of action, and uncertainty of perception. In part 2 of this 5 part series, Program on Negotiation faculty member Lawrence Susskind explains the uncertainties facing negotiators trying … Read More 

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Mediation Lecture Video Series

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Sarah Cobb and Lawrence Susskind Three videos featuring guest lecturers from the “Mediation and Other Facilitative Roles in Dispute Resolution” seminar, offered by the Program on Negotiation: … Read More 

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Good Offices in a War-Weary World

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Michele Ferenze, Executive Producer An exploration of the role of “good offices” providers in long-standing, complex conflicts … Read More 

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5 Win-Win Negotiation Strategies

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Business negotiators understand the importance of reaching a win-win deal: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership are much higher. But concrete strategies for generating a win-win contract often seem elusive. The following five, from experts at the Program on Negotiation at Harvard Law School, … Read More 

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Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract

Posted by & filed under Business Negotiations.

contract negotiations and business communication how to write an iron clad contract

Writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the agreement can be a daunting task for even the most experienced negotiators. Executives often leave the legal issues surrounding their deals to their attorneys. While this division of labor is often … Read More 

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Negotiation Books: A Negotiation Reading List for 2017

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As a new year approaches, many of us are making the usual resolutions aimed at improving our health and well-being. Why not also add the goal of being a more effective negotiator to the list? Whether you are facing negotiations with Congress, colleagues, customers, or family members, the following negotiation books, published in recent years … Read More 

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Negotiations and Change From the Workplace to Society

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Managing change involves negotiation. Recognition of the interdependence between negotiations and change in the workplace and society has led to an explosion of research, writing and teaching on these topics. In 1965, Richard Walton and Robert McKersie laid the analytical foundation for much of this activity and innovation in negotiation practice with their landmark study, … Read More 

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What is a Win-Win Negotiation?

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In an episode of the American television show The Office, bumbling manager Michael Scott consults with a manual on conflict resolution while attempting to mediate a dispute between two of his subordinates, Angela and Oscar. After Scott explains that there are five approaches to resolving conflict, beginning with “win-lose,” an annoyed Angela interrupts: “Can we … Read More 

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Negotiation Strategies for Mutual Gain

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This volume is a collection of essays which present key concepts and strategies intended to promote effective negotiation and mutually beneficial dispute resolution. This book is for people in all fields who need to deal with conflict and resolve issues on a continual basis. The book assumes that conflicts, managed well, can provide the impetus … Read More 

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The Best Negotiation Exercises, Simulations and Videos for the New Semester

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The air is buzzing with excitement as students, teachers and institutions prepare for the new academic year. Have you planned your curriculum and purchased your teaching material? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes. The Teaching Negotiation Resource Center is your one-stop shop for negotiation … Read More 

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Case Studies: Ten Great Conflict Resolutions

Posted by & filed under Conflict Resolution.

top ten conflict resolution posts

Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More 

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Handbook of Dispute Resolution (The)

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Winner, National Institute for Advanced Conflict Resolution’s 2005 Book Award – A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes … Read More 

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The Value of Using Scorable Simulations in Negotiation Training

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In the fall of 2015, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the way we assess instructional outcomes. Quantif-why-able? PON co-founder … Read More 

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Grading a Negotiation: Examples of How to Evaluate Student Performance

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Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost Brown Todd LLC, recently shared his thoughts on the value and purpose of grading students participating in negotiation simulations. … Read More 

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Dealing with an Angry Public

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Lawrence Susskind & Patrick Field Winner of the 1996 CPR Award for Excellence in ADR (Outstanding Book Category) … Read More 

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Cure for Our Broken Political Process (The) How We Can Get Our Politicians to Resolve the Issues Tearing Our Country Apart

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ABOUT THE BOOK: Record numbers of Americans fear that our political process is broken — for good reason. Our nation faces unprecedented challenges, yet our politicians spend most of their energy attacking one another. All the while, no one in public life has offered a practical way to neutralize the bitter partisanship that paralyzes Washington. Firmly grounded … Read More 

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Teaching Negotiation Videos – All Downloadable!

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Have you been energized by the unique “aha” moment students experience when video is used in their class? Us too! At the Teaching Negotiation Resource Center we’ve seen increasing demand for our videos as they provide educators with a stimulating launching pad for group discussion. Whether videos are a frequent component in your curriculum, or even if … Read More 

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Breaking the Impasse Consensual Approaches to Resolving Public Disputes

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Drawing on his experience in the MIT-Harvard Public Disputes Program, a leading mediator and his co-author provide the first jargon-free guide to consensual strategies for resolving public disputes-indispensable to citizen activists and to business and government leaders.   “A complement to Getting to Yes . . . shows how parties involved in public disputes over housing projects, … Read More 

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Consensus Building Handbook

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Lawrence Susskind, Sarah McKearnan & Jennifer Thomas-Larmer Winner of the 1999 CPR Award for Excellence in ADR (Outstanding Book Category) … Read More 

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Built to Win Creating a World-Class Negotiating Organization

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Hal Movius and Lawrence Susskind A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage … Read More 

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World Trade Center Redevelopment Negotiation

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Lawrence Susskind, Katherine Harvey, David Kovick, F. Peter Phillips, Marc Wolinsky, Cathy Cronin Harris, and Simeon Baum Six-person facilitated negotiation among representatives of the city, state, developer, insurer, and victims’ families regarding the redevelopment of the World Trade Center site following the Sept. 11, 2001 terrorist attacks … Read More 

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Siting an Asphalt Plant in the City of Madrona

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Jason Corburn and Lawrence Susskind Six-party, multi-issue negotiation among community representatives, elected leaders, environmental and health experts, and asphalt company regarding siting of an asphalt plant in a racially mixed neighborhood … Read More 

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In “Non-negotiation” with Antonio Brown, Steelers Find Mutual Gains

Posted by & filed under Uncategorized.

The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million deal they negotiated back in 2012. Brown had risen to become the best receiver in football and believed he was underpaid. … Read More 

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Neighborhood Care, Inc.

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Lawrence Susskind and Bruce Patton Two-party negotiation or mediation between church and neighborhood representatives over the possible use of church facilities for services for the mentally challenged … Read More 

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Negotiation Examples to Help You Become a Better Mediator

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When opposing parties cannot come to a satisfactory resolution, a strong mediator can make all the difference. By effectively examining the issues at hand and helping parties identify creative solutions, a well-trained mediator builds consensus where there once was none. To help professionals learn the art of mediation, the Program on Negotiation’s Teaching Negotiation Resource Center … Read More 

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First City Bank and the Press

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Jeffrey Litwak and Lawrence Susskind Six-party negotiation among lending institution representatives, community leaders, a contractors’ association, and the mayor’s office to develop a public relations strategy and solutions to a foreclosure crisis caused by a widespread mortgage scam … Read More 

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Chiptech

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Deborah Kolb Two-party negotiation between a company’s chief financial officer and the head of the human resources department regarding the budget for the department’s reorganization … Read More 

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Negotiation Scenario: Hammering out Local Strategies for Managing Climate-related Public Health Risks

Posted by & filed under Uncategorized.

Climate change is already causing increased temperatures, more intense storms, and rising sea levels in many parts of the world. The threats, particularly the impacts on human health, are daunting. Despite uncertainties about the timing and severity of the impacts of climate change in each location, this simulation asserts that cities and towns must take … Read More 

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Beaumont Incinerator Exercise

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Mona Haywood and Lawrence Susskind Six-party task force negotiation regarding the application of environmental policy to the operation of an incinerator in a racially diverse community … Read More 

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Teaching with Video-Based Negotiation Scenarios

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Access to multimedia content has rapidly increased throughout the world, with videos and short clips permeating our daily life. We are consuming, producing, and interacting with videos more now than ever before. In light of increasing video fluency and interest in using videos in education, the Program on Negotiation’s Teaching Negotiation Resource Center is creating … Read More 

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Negotiation Journal

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The Negotiation Journal is a multidisciplinary international journal devoted to the publication of works that advance the theory, analysis, practice, and instruction of negotiation and dispute resolution. … Read More 

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5 Tips for Improving Your Negotiation Skills

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The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking time to prepare thoroughly. The following five guidelines will help you break this daunting task into a series of manageable—and often essential—strategies. … Read More 

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Values-Based Mediation Simulations

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Three new role-play simulations focus on the mediation of values-based disputes. They are now available with Teaching Notes and an Annotated Bibliography from the Program on Negotiation Clearinghouse. … Read More 

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Integrative Negotiation Examples: Making Wise Bets on the Future in Bargaining Scenarios

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integrative negotiation examples making wise bets on the future in bargaining scenarios

A town government and a private fuel-oil company have a standing contract that they have renewed for several years in a row. The contract is again up for renewal, and the town manager is under pressure from his constituents to reduce the city’s heating costs and avoid tax increases. The city’s fuel-oil consumption has remained … Read More 

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50th Anniversary of A Behavioral Theory of Labor Negotiations

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School invites you to join us for A 50th Anniversary Celebration of A Behavioral Theory of Labor Negotiations with Robert B. McKersie and Richard E. Walton  A live webcast of this event will be available for viewing at  http://media.fas.harvard.edu/core/live/hls-live.html

Thursday, March 5, 2015 12:00 p.m. Registration opens 1:00  – 5:30 p.m. Program 5:30-6:30 p.m. Reception Wasserstein … Read More 

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Teaching Negotiation: A Symposium On Excellence & Innovation For Teachers & Trainers

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This program is designed for anyone who teaches negotiation, dispute resolution, or conflict analysis across any field (e.g., law, business, international relations, social work, peace studies, public policy, urban planning, environmental studies, and engineering). Negotiation trainers who provide on-site or online training to business or community clients should also attend so they can evaluate potential new … Read More 

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Negotiation Skills: Overcoming the Not-In-My-Backyard (NIMBY) Syndrome

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Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) NIMBY opposition is counterproductive, costly and unnecessary. In this posting, the author explains a proven process for getting around it and settling disputes before they have a chance … Read More 

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Negotiation Skills: Could I Really Make a Difference?

Posted by & filed under Uncategorized.

Individual negotiators are sometimes overwhelmed by the idea of leading organization-wide changes to negotiation practices. In fact, it doesn’t take much time or effort to set the wheels of reform in motion, write Hallam Movius and Lawrence Susskind in Built to Win. … Read More 

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The Consensus Building Institute Honors Program on Negotiation Faculty Member Lawrence Susskind with New Fellowship

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The Consensus Building Institute (CBI) based in Boston, Massachusetts and in Washington, DC has honored Program on Negotiation faculty member Lawrence Susskind with its creation of a one-year graduate student fellowship that offers the successful candidate the opportunity to work with CBI in Boston or DC on an area of focus for bot CBI and … Read More 

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Disappointed by Results? Improve Accountability in Business Negotiations

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When it comes to planning and carrying out talks, negotiators are too often left to their own devices. Here’s how to guide your employees toward better results. How satisfied are you with the outcomes that negotiators in your organization achieve? Most likely, you can think of a few successes worth crowing about, a few you’d like to sweep … Read More 

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The Program on Negotiation’s MIT-Harvard Public Disputes Program Releases “Collaborative Approaches to Environmental Decision-Making” Case Studies

Posted by & filed under Conflict Resolution.

The MIT-Harvard Public Disputes Program, one of the Program on Negotiation at Harvard Law School’s many research programs, acts as a center for research committed to thinking about and resolving disputes in the public sector. Led by its Director and Program on Negotiation executive committee member Lawrence Susskind, the MIT-Harvard Public Disputes Program conducts research … Read More 

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When You Shouldn’t Go It Alone

Posted by & filed under Dealmaking.

A five-year old American manufacturer of medical equipment has just secured a patent on its primary product, a new kind of heart monitor. The potential market is even stronger than the company imagined, yet its second round of venture capital funding is coming to an end. A few other manufacturers are about to go public … Read More 

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Putting Negotiation Training to Work: The Limits of Lectures

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Lectures, like publications such as this one, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience. I have attended many amazing lectures on a multitude of topics and have learned fascinating information about the ecosystem, politics in different nations, animal species, and so on. I even have enjoyed hearing negotiation … Read More 

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The Program on Negotiation at Harvard Law School: Three Decades of Scholarship and Practice

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Founded in 1983, the Program on Negotiation at Harvard Law School is a pioneer in the fields of negotiation, mediation, and alternative dispute resolution. In commemoration of the program’s 30th anniversary this year, the Program on Negotiation is proud to present a video describing many of PON’s various educational and research activities. According to Chair Robert Mnookin, … Read More 

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Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective

Posted by & filed under International Negotiation.

Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective On April 3, 2013, the Program on Negotiation hosted Jason Matusow, General Manager of International Standards at Microsoft, for a lunch seminar. His talk, titled “Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective,” covered the myriad of challenges that can arise when managing both … Read More 

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Anticipating Coalitional Behavior

Posted by & filed under Conflict Resolution.

In the early days of his tenure, a chairman spends too much time reviewing the details of his proposed policy with his staff and not enough time sounding out council members to drum up support for his reforms. The chairman’s missteps lead us to the first rule of coalition building: think carefully about how and when … Read More 

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Water Diplomacy: Value Creating Approachs to Water Negotiation

Posted by & filed under Conflict Resolution.

Zero-sum thinking emerges when people conceive of water as a fixed resource – one provided by nature in a given quantity that is either static or diminishing. Based on these assumptions, diplomats often focus on what share of the existing water will be given to each entity. Negotiations of this type typically involve decision makers … Read More 

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Water Diplomacy: The Role of Science in Water Diplomacy

Posted by & filed under Conflict Resolution.

Scientific and technical knowledge is important in water negotiations, but not in the ways it has often been used. It is counterproductive to use scientific information to justify arbitrary (political) decisions. For example, scientific information about water has increased dramatically over the last several decades, but our ability to manage water resources has not improved … Read More 

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Water Diplomacy: Creating Value and Building Trust in Transboundary Water Negotiations – Israel and Jordan, From War to Water Sharing

Posted by & filed under Conflict Resolution.

Most difficulties in water negotiations are due to rigid assumptions about how water must be allocated. When countries (or states) share boundary waters, the presumption is that there is a fixed amount of water to divide among them, often in the face of ever-increasing demand and uncertain variability. Such assumptions lead to a zero-sum mindset, … Read More 

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The Pulitzer Board Stands in Judgment

Posted by & filed under International Negotiation.

On April 16, the Pulitzer Prize board announced its annual writing prizes, with two notable omissions: the board chose not to award Pulitzers in the categories of fiction and editorial writing. The reaction from the publishing industry to the Pulitzer’s fiction snub, in particular, was swift and hostile. “If I feel disappointment as a writer … Read More 

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When Others are Counting on You

Posted by & filed under Conflict Resolution.

Unless your official title is “lawyer” or “agent” you probably don’t think of yourself as an agent. But if you’ve ever represented a family member, your boss, your department, or your organization in a negotiation, you’ve served as that party’s agent. Representing others at the bargaining table creates both opportunities and hazards. In their book, Negotiating … Read More 

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PON faculty member leads Water Diplomacy Workshop

Posted by & filed under International Negotiation.

This summer, senior Arab and Israeli water negotiators and policymakers will convene in Cambridge, Massachusetts, along with individuals from more than 15 other countries to participate in the Water Diplomacy Workshop (www.waterdiplomacy.org) — a highly interactive, train-the-trainer program designed to help senior water managers improve their capacity to resolve complex water disputes.  The initiative is … Read More 

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Does the majority really rule?

Posted by & filed under Uncategorized.

When a group of people are negotiating, what’s the best way to arrive at a decision? Ever since U.S. general Henry M. Robert published Robert’s Rules of Order in 1876, groups have relied on the principle of majority rule, measured with a simple yea or nay vote at the end of the negotiation process. Majority rule … Read More 

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Winning at “Win-Win”

Posted by & filed under Daily.

Lawrence Susskind (Ford Professor of Urban and Environmental Planning, Massachusetts Institute of Technology) “Win-win” has become a popular term in the field of negotiation, but many people have mis-perceptions about what it actually means. In this blog post, Professor Lawrence Susskind, a member of PON’s Executive Committee, clarifies that a “win-win” negotiated outcome is … Read More 

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Negotiation training leads to more effective water diplomacy

Posted by & filed under Conflict Resolution.

Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as a fixed or scarce resource, and allocated in a way that assumes some parties will gain while others lose. In a recent blog post, Professor Lawrence Susskind examines … Read More 

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Learning multi-party negotiation from Vice-President Biden

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Vice President Joe Biden is the President’s “secret weapon” in the coming budget negotiations, suggests Victoria Pynchon, in a recent post to the blog She Negotiates…and Changes Everything on Forbes.com.  Pynchon argues that despite the fact that Biden is known for his public gaffes, it is his behind-the-scenes negotiation skills that make him a valuable … Read More 

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Why Classic Cases?

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Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse … Read More 

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Getting Agreement on Energy Policies and Plans

Posted by & filed under Business Negotiations, Daily.

Lawrence Susskind (Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) Making public policy about energy has been a scattered, uncoordinated disaster. In this posting, the author argues for a negotiated, consensus building approach to energy planning. Read More … Read More 

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Helping Decentralized Organizations Negotiate More Effectively

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Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) How can organizations with offices spread over a large geographical region negotiate competently? In this posting, the author gives suggestions for putting a realistic system in place. Read More … Read More 

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Lawrence Susskind awarded first Mediators Beyond Borders ‘Peacemaker’ Award

Posted by & filed under Daily, International Negotiation.

PON Executive Committee member Professor Lawrence Susskind was awarded the first Kenneth Cloke Peacemaker Award for outstanding and lasting contributions in International Peacebuilding at the Mediators Beyond Borders annual conference. To learn more about the award, click here. To learn more about Mediators Beyond Borders, click here. … Read More 

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Collaborative Rationality

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Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) A new theory for generating and justifying decisions builds on a solid foundation of negotiation principles. In this posting, the author describes the reasoning behind collaborative rationality and … Read More 

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Dealing With a Stubborn Counterpart

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Adapted from “Stubborn or Irrational? How to Cope with a Difficult Negotiating Partner,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter. Suppose you’re an experienced salesperson entering into negotiations for a contract renewal with a company you’ve successfully done business with for years. Recently, your counterpart at the other company … Read More 

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Negotiation Video of Professor Lawrence Susskind Teaching Executive Education

Posted by & filed under Business Negotiations, Daily.

This negotiation video is a segment taken from PON’s “Negotiation Pedagogy Series, Part 2.” MIT Professor Lawrence Susskind uses the case “Teflex Products” to teach an Executive Education Seminar on how to deal with an angry public.

To watch more PON Videos, click here. To watch PON videos on YouTube, click here. … Read More 

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Dispute Prevention: It’s a Good Idea, Right?

Posted by & filed under Business Negotiations, Daily.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; co-author of Built to Win, Breaking Robert’s Rules and Breaking the Impasse) Putting a dispute handling system in place has been shown to eliminate many disagreements or misunderstandings. So why are some industries reluctant to do so? In this posting, the author … Read More 

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Dealing With the Government

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Adapted from “Negotiating with Regulators,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter. When preparing to launch new products, plans, and innovations, an organization often must apply for licenses, permits, and other types of regulatory approvals from government agencies. Thankfully, even the most elaborate application processes allow individual regulators a … Read More 

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Negotiating the Gulf Disaster Video

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In this video, PON Professor Lawrence Susskind discusses compensatory payments made after the Gulf Oil Spill at an event held at the MIT Museum. Click read more to watch the full video on the PON site.

To watch this video on the MIT World website, click here. … Read More 

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Help Your Organization Do More with Less

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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 

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Who Will Guarantee the Safety of Off-shore Oil and Gas Facilities?

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Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse Building consensus among regulators and the oil and gas industry about how to avoid future oil spills may be easier than previously thought. In this posting, Lawrence Susskind … Read More 

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Make Compensatory Payments in the Gulf Coast NOW!

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Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse The BP oil spill in the Gulf region inadvertently created a nightmare for mediators. In this posting, Lawrence Susskind lays out a reasonable plan that addresses prompt dispersal … Read More 

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The 900-pound Counterpart

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Adapted from “Negotiating with a 900-pound Gorilla,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter. Does your company ever have to negotiate with a behemoth that dominates your market–the so-called 900-pound gorilla? Whether they’re big-box retailers with aggressive pricing strategies or well-established computer software providers, one or two companies seem … Read More 

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Multiparty Negotiation wins IACM Outstanding Book Award

Posted by & filed under Conflict Resolution, Daily.

Multiparty Negotiation by Lawrence Susskind and Larry Crump (2008) won the International Association for Conflict Management’s 2008-2009 Outstanding Book Award at the 23rd annual IACM Conference last week. The IACM committee stated that: – This book is one of the most ambitious set of readings in recent memory, along side the Druckman and Diehl volumes on Conflict … Read More 

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Staying in touch with strategic partners

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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 

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Pick the Right Agent

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So, you’ve decided to use an agent in your next negotiation. Now what? It’s important not to rush headlong into the process of choosing an agent—picking the first one you speak to, for example, and sending him off to talks the next day. You need to choose your agent carefully, then establish a clear, detailed understanding … Read More 

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The Consensus Building Approach to Dealing With Town Hall Disruptions

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The debate over how to reform health care has quickly become volatile and often unproductive, with the media focusing on who brings the largest group of shouting protesters. Professor Lawrence Susskind of the Program on Negotiation and the Consensus Building Institute outlines in his blog how to use a consensus building approach to improve the level … Read More 

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Mediation Pedagogy Conference

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Registration is now closed for the NP@PON Mediation Pedagogy Conference. Professors Lawrence Susskind (MIT) and Michael Wheeler (Harvard Business School) are pleased to announce a Mediation Pedagogy Conference to be held by Negotiation Pedagogy at the Program on Negotiation at Harvard Law School (NP@PON). This two-day Conference will be held Friday, May 15 and Saturday, May … Read More 

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Conflict Within the Ranks: Diagnosing Sources of Conflict

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Conflict within an organization can not only damage morale but also cut into productivity and ultimately profits. Once you recognize that there is ongoing conflict in your organization, how do you go about diagnosing the source? In his June 2004 article, “Divided, You’ll Fall: Managing Conflict Within the Ranks,” Lawrence Susskind describes the work done by … Read More 

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

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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 

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