Understanding how to arrange the meeting space is a key aspect of preparing for productive negotiations. In this video, Guhan Subramanian, professor at Harvard Law School and Harvard Business School, discusses a real world example of how seating arrangements can influence a negotiator’s success. The discussion was held in his negotiation training workshop “Setting the … Read More
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.
program on negotiation for senior executives
The following items are tagged program on negotiation for senior executives:
Whether dealing with a challenging customer, a difficult supplier, an unhappy employee, an unreasonable official, or a demanding boss, we all have conversations we anticipate with dread. Gain the strategies, tools, and frameworks you need to manage difficult conversations effectively in this one-day program led by negotiation experts Bruce Patton and Douglas Stone. … Read More
In this video, Eileen Babbitt, Director of the International Negotiation and Conflict Resolution Program at Fletcher School of Law and Diplomacy, outlines three types of obstacles that generate barriers in negotiations, and how to move beyond them. This video includes excerpts from a session taught by Dr. Babbitt at the Program on Negotiation for Senior … Read More
Max H. Bazerman (Program on Negotiation Executive Committee member and professor at the Harvard Business School) recently was quoted in an op-ed in The New York Times entitled, “Let’s All Feel Superior.” In this piece, columnist David Brooks explains how some people have difficulty processing horrific events. Our natural tendencies to self-deceive come into play and … Read More
Daniel L. Shapiro, an assistant professor of psychology, invited a special guest lecturer, actor Richard Olivier (Sir Laurence Olivier’s son), to give a talk to his Harvard negotiation and conflict management class about William Shakespeare’s play, “Henry V.” Olivier and Shapiro showed how the play offers powerful examples on why being an inspired leader helps … Read More
Many of us operate under the assumption that any given pie is fixed. More for me means less for you, right? Not necessarily. While you still want to claim your fair share, in many negotiation situations, there exist value-creating opportunities that can be exploited to provide “more pie” to both parties. This counterintuitive approach is just … Read More
Adapted from “Should You Do Business with the Enemy?” first published in the Negotiation newsletter, March 2010. At one time or another, most of us have faced the prospect of negotiating with a sworn enemy—whether a “greedy” sibling, an “evil” ex-spouse, or an “immoral” company. There is no right or wrong answer to the question … Read More
Great negotiators utilize multiple strategies for dealing with obstacles and overcoming complications in negotiations. Key tactics include preparing systematically in advance, and focusing relentlessly on the interests of the other party, as well as one’s own. In this video, Professor Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, shares his thoughts on … Read More
Faculty discuss the principles of negotiation they teach in the Program on Negotiation for Senior Executives.
To learn more about PON’s Executive Education courses, click here. To see more PON negotiation videos, click here. … Read More