psychology

The following items are tagged psychology:

Negotiation and Leadership: Dealing with Difficult People and Problems BR

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

Negotiation and Leadership Dealing With Difficult People and Problems Spring sessions: April 16–18 | May 14–16 | June 18–20 2018 Fall sessions: September 24–26 | October 15–17 | December 3–5 2018 Focused one-day sessions Spring sessions: April 19, 2018 | May 17, 2018 | June 21, 2018 Fall sessions: September 27, | October 18, | December 6, 2018

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Negotiation Master Class Fall 2020 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? What can you expect from the Harvard Negotiation Master Class negotiation training? If you … Read More 

Negotiation and Leadership: Dealing with Difficult People and Problems AQ

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

Negotiation and Leadership Dealing With Difficult People and Problems Spring sessions: April 16–18 | May 14–16 | June 18–20 2018 Fall sessions: September 24–26 | October 15–17 | December 3–5 2018 Focused one-day sessions Spring sessions: April 19, 2018 | May 17, 2018 | June 21, 2018 Fall sessions: September 27, | October 18, | December 6, 2018

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Negotiation Master Class Spring 2020 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? The Program on Negotiation is pleased to announce the Negotiation Master Class, … Read More 

Sales Negotiation Techniques

Posted by & filed under Business Negotiations.

In sales negotiations, making the first offer is often a smart move. The first offer can anchor the discussion that follows and can have a powerful effect on the final outcome. But if the other party makes the first offer, you’ll need to be prepared to frame your counteroffer carefully. What is framing in negotiation? It … Read More 

Negotiation and Leadership NL P

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

Negotiation and Leadership NL O

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

Negotiation Research You Can Use: Should you tell them a story?

Posted by & filed under Negotiation Skills.

Salespeople and advertisers have come up with a range of persuasion strategies that help close deals, from alluding to a product’s popularity to prompting concessions by offering potential customers “free gifts.” These strategies and others have proven useful for business negotiators who are trying to shine the best light on their offers. Another effective strategy can be … Read More 

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 2-4th, 2020

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 

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under executive training, Negotiation and Leadership (3 and 1 Day Courses).

Negotiation and Leadership Dealing With Difficult People and Problems Fall: December 5-7, 2016 Spring: April 18-20, 2017 | May 15-17, 2017 | June 19-21 2017

Become a More Effective Negotiator Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

Improve working relationships and resolve seemingly … Read More 

Counteracting Racial and Gender Bias in Job Negotiations

Posted by & filed under Leadership Skills.

This past July, the principal flutist of the Boston Symphony Orchestra (BSO), Elizabeth Rowe, became the first Massachusetts resident to sue her employer under a new state law designed to address the persistent pay gap between men and women. Despite being the most frequent soloist among the BSO’s principal musicians, Rowe earns only about 75% of … Read More 

Ask A Negotiation Expert: Building Trust with Reluctant Counterparts

Posted by & filed under Dealing with Difficult People.

Tetsushi Okumura is a professor at the Tokyo University of Science and has been a visiting scholar at Northwestern University’s Kellogg School of Management. His research articles have appeared in leading management and psychology journals, and he has translated into Japanese many popular books on negotiation. Recently, Okumura has been interviewing Japanese government negotiators to … Read More 

Negotiation Training with Heart

Posted by & filed under Negotiation Training.

In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings can cloud our judgment. But consider what Lieutenant Jack Cambria, who retired in August as the longest-running head of the New York Police Department’s (NYPD’s) hostage negotiation team, … Read More 

Negotiation research you can use: In negotiations with friends, it may pay to lower your expectations

Posted by & filed under Negotiation Skills.

When buying a used car, would you rather negotiate with a friend or a stranger? We might expect that we’d get a better deal from the friend, whether because we’d communicate with ease or because our friend would give us a “friend discount.” But in fact, negotiations between friends and others in a close relationship are notoriously inefficient, … Read More 

Teach Your Students Negotiation Psychology

Posted by & filed under Uncategorized.

The negotiation psychology of the parties at the table can contribute significantly to the likelihood of reaching an agreement. In Beyond Reason, world-renowned negotiator Roger Fisher and psychologist Daniel Shapiro advise “ignore emotions at your own peril. Emotions are always present and often affect your experience. You may try to ignore them, but they will not … Read More 

Back up your offer with a strong rationale

Posted by & filed under Dealmaking.

Imagine that you are a café owner who is soliciting quotes for a redesign of your space. One of the interior designers you’ve been talking to is known for being affordable, if not innovative. But the designer’s initial estimate, $20,000, is well over your $16,000 budget for the project and, you believe, excessive. As you … Read More 

Bullard Houses Role-Play Simulation Helps Researchers Explore Gender Inequality

Posted by & filed under Uncategorized.

In a recent Slate.com article, writer and PhD in Psychology Jane Hu described the findings of a research study by Professor Laura J. Kray, University of California, Berkeley. Kray, along with co-authors Jessica Kennedy, PhD, and Alex Van Zant, PhD, investigated the role gender played in negotiation and focused specifically on whether the stereotype of women … Read More 

Integrative Negotiation Examples: MESOs and Expanding the Pie

Posted by & filed under Dealmaking.

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 

PON Faculty Daniel Shapiro Named One of the 15 Best Professors at Harvard College by the Harvard Crimson’s Fifteen Minutes Magazine

Posted by & filed under Negotiation Skills.

The Harvard Crimson’s Fifteen Minutes magazine recently honored Program on Negotiation at Harvard Law School faculty member Daniel Shapiro as one of the 15 best professors at Harvard College. Director of the Harvard International Negotiation Program and Associate Professor in Psychology at Harvard Medical School, Professor Shapiro is the author of Negotiating the Nonnegotiable: How … Read More 

Negotiation Research Demonstrates the Impact of Memory on Decision Making Processes in Bargaining Scenarios

Posted by & filed under Dispute Resolution.

Recent negotiation research published by Psychological Science from Program on Negotiation faculty member and assistant professor at Harvard University’s Department of Psychology Joshua Greene and his colleague Elinor Amit explores the impact vivid mental imagery has on decision-making processes for negotiators. The negotiation skills insights that can be obtained from such negotiation research are many … Read More 

On Its Head: Teaching Negotiation in a Flipped Classroom

Posted by & filed under Uncategorized.

After my experience flipping this class, I came away with the following lessons: 1. Negotiation is a very suitable topic for this type of methodology. 2. This approach helps students who are audio and visual learners. 3. The in-class one-on-one time allows instructors to really work with students on specific problems and challenges. 4. Class size may present a … Read More 

Dear Negotiation Coach: When Silence is Golden

Posted by & filed under Negotiation Skills.

Question: I have the sense that silence can sometimes be useful, but it usually just makes me feel uncomfortable. Does silence have benefits in negotiation? A: In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence that occurs often feels … Read More 

Bridging the Religious Divide: Transforming Conflict when Emotions and Religion are at Play

Posted by & filed under Daily, Events, Middle East Negotiation Initiative (MENI).

The Program on Negotiation at Harvard Law School, the Harvard International Negotiation Program, and the Religions and the Practice of Peace Colloquium are pleased to host: Bridging the Religious Divide: Transforming Conflict when Emotions and Religion are at Play

with

Daniel L. Shapiro Director, Harvard International Negotiation Program Associate Professor of Psychology, Harvard Medical School/McLean Hospital and

Rev. Septemmy E. Lakawa Research Associate … Read More 

Identity, Culture and Conflict Resolution

Posted by & filed under Daily, Events.

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 

Announcing the 2015 PON Summer Fellows

Posted by & filed under Daily, Students, Summer Fellowship Grants.

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 scholarship … Read More 

Announcing the 2015-2016 PON Graduate Research Fellows

Posted by & filed under Daily, Graduate Research Fellowships, PON Graduate Research Fellowships, Students.

The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research in negotiation and dispute resolution. Consistent with the PON goal of fostering the development of the next generation of scholars, this program provides support for one year of … Read More 

New Findings in the Field of Negotiation: Session One

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School is pleased to present: New Findings in the Field of Negotiation: Research from the PON Graduate Research Fellows with

Vera Mironova PhD candidate in political science at the University of Maryland and

Abbie Wazlawek PhD candidate in management at Columbia Business School and

Boshko Stankovski PhD candidate in politics and international studies at University of Cambridge   Tuesday, April 21 12:00 – 1:30 … Read More 

“Making Conflict Work”: A Book Talk with Dr. Peter Coleman

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School is pleased to present: Making Conflict Work: Harnessing the Power of Disagreement with Dr. Peter Coleman  

Thursday, April 9 12:00 – 1:15 PM Hauser 102 Harvard Law School Campus Free and open to the public.   About the book: Work conflict is risky. It can go bad and poison employee health, work relationships and organizational climates, or … Read More 

Reflections of a Mediator: Preventive Diplomacy in an Age of Conflict

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School is pleased to present: Reflections of a Mediator: Preventive Diplomacy in an Age of Conflict with

Dr. Johnston Barkat Assistant Secretary-General United Nations Ombudsman and Mediation Services  

Tuesday, April 7, 2015 12:15 – 1:30PM Pound Hall 100 Harvard Law School campus Free and open to the public.  A non-pizza lunch will be provided.   About the Speaker: Dr. Johnston Barkat is the Assistant Secretary-General heading … Read More 

In negotiation, it’s all in the timing

Posted by & filed under Dealmaking.

On July 11, 2000, U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak and Palestinian Authority Chairman Yasser Arafat to a summit at Camp David aimed at resolving the Israeli-Palestinian conflict once and for all. The summit covered various contentious issues, including territory, settlements, security, and the status of refugees. After about two weeks, on … Read More 

“Confronting Evil” Panel Videos Now Available Online

Posted by & filed under Conflict Resolution, Events, Videos.

On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University and the Volkswagen Foundation. Originally scheduled to commence on Friday, April 19th, the conference had to be condensed to a single day due to the lock-down of the Boston … Read More 

PON co-sponsored conference addresses the challenges of “Confronting Evil”

Posted by & filed under Conflict Resolution.

On Saturday, April 20th more than a hundred people came out to Harvard to attend the PON co-sponsored conference “Confronting Evil: Interdisciplinary Perspectives.”  Held just six days after the bombings at the Boston Marathon, and one day after many area residents were asked to “shelter in place” by the police during their search for the … Read More 

Coping with negotiator emotion, both fake and fleeting

Posted by & filed under Negotiation Skills.

Following the British Petroleum oil spill in the Gulf of Mexico in the spring of 2010, some media observers criticized President Barack Obama for seeming to be emotionally detached. Obama ultimately did display anger about the oil spill in a televised interview, only to be further critiqued on the grounds that his anger did not … Read More 

To better understand other negotiators, consider the context

Posted by & filed under Dealmaking.

Imagine yourself in the following scenarios:

You are given the opportunity to choose between two colleagues to be your teammate on a lengthy negotiation. As part of your decision-making process, you contemplate which individual you will be likely to get along with best. One of your children accuses you of siding with her brother in an argument. … Read More 

The Five Percent: Finding Solutions to Seemingly Impossible Conflicts

Posted by & filed under Conflict Resolution, Events, Student Events, Students.

“The Five Percent: Finding Solutions to Seemingly Impossible Conflicts” with Dr. Peter T. Coleman Director of the International Center for Cooperation and Conflict Resolution and Professor of Psychology and Education at Columbia University   When: Wednesday, April 11, 2012

Time: 12 – 1 p.m.

Where: Wasserstein Hall, Room B10, Harvard Law School Campus Please bring your lunch. Drinks and desserts provided. One … Read More 

Militias in Northern Ireland: Guiding Combatants from Violence to Politics

Posted by & filed under International Negotiation, Negotiation and Nonviolent Action, Student Events.

PON Brown Bag Lunch Series Presents: Militias in Northern Ireland:

Guiding Combatants from Violence to Politics with Rev. Dr. Gary Mason

When: Friday, November 4 Time: 12:00 — 1:30 p.m. Where: Pound Hall, Room 108 (Baker), Harvard Law School Campus Please bring your lunch. Drinks and desserts provided.

ABOUT THE SPEAKER Rev. Dr. Gary Mason has spent 24 years as a Methodist pastor in … Read More 

Announcing the 2011-2012 PON Graduate Research Fellows

Posted by & filed under Daily, Graduate Research Fellowships, PON Graduate Research Fellowships, Students.

The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research in negotiation and dispute resolution. Consistent with the PON goal of fostering the development of the next generation of scholars, this program provides support for one year of … Read More 

Shapiro named 2011 Burke Global Health Fellow

Posted by & filed under Conflict Resolution, Daily, News.

Professor Daniel Shapiro, Associate Director of the Harvard Mediation Project, has been selected as one of four 2011 Burke Global Health Fellows by the Harvard Global Health Institute. During his fellowship, Professor Shapiro will develop materials for a new Harvard course designed to train leaders on how to mediate conflicts with a strong emotional or … Read More 

Stumbling Into Bad Behavior

Posted by & filed under Business Negotiations, Daily, News.

In an op-ed article in today’s edition of The New York Times, Max H. Bazerman, Straus Professor of Business Administration at the Harvard Business School, and Ann E. Tenbrunsel, Martin Professor of Business Ethics at the University of Notre Dame, discuss the reasons why ethical lapses occur so often in business settings. According to … Read More 

Max Bazerman Discusses “Blind Spots” at the Harvard Book Store

Posted by & filed under Daily, Events.

The Harvard Book Store presents

“Blind Spots” with Max Bazerman Date: Monday, April 18, 2011 Time: 7:00 PM Location: 1256 Massachusetts Avenue, Cambridge See Event Details Online: http://www.harvard.com/event/max_h._bazerman/ About the Book: When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In “Blind … Read More 

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 

Shakespeare and Negotiation

Posted by & filed under Daily, Events, Negotiation Skills.

“Shakespeare and Negotiation”

with Leo Smyth A not-too-serious concoction of Readings and Reflections on some Shakespearean ideas about the handling of disputes.

Date: September 21, 2010

Time: 12:00PM to 1:00PM Where: Pound Hall, Room 512, Harvard Law School Campus Bring your lunch. Drinks and dessert will be served. Click here for a campus map. Speaker Bio Leo Smyth obtained his Master’s degree in psychology … Read More 

When Emotions Converge

Posted by & filed under Negotiation Skills.

Adapted from “I Know Exactly How You Feel,” first published in the Negotiation newsletter. Theorists have long distinguished one-shot deals from repeated negotiations. People who know they’ll never see one another again may be tempted to take advantage of one another, for example. By contrast, parties in ongoing relationships, even ones that have a competitive edge, … Read More 

2010 Winner of the Raiffa Doctoral Student Paper Award

Posted by & filed under Daily, News.

The Program on Negotiation would like to congratulate Nour Kteily for his paper entitled “Getting to the Table: Factors Affecting the Willingness of Israelis and Palestinians to Negotiate.” Nour is a Ph.D. Psychology candidate in the Department of Psychology at Harvard. About the Award: The annual prize of $1000 is awarded to a doctoral student author of … Read More 

Is that really what you want?

Posted by & filed under Daily.

Adapted from “You Need to Know What You Want,” first published in the Negotiation newsletter. Do you really know what you want out of life? Most of us don’t, according to Timothy D. Wilson and Daniel T. Gilbert, psychology professors at the University of Virginia and Harvard University, respectively. The impact bias describes the common, systematic … Read More 

Allies and Enemies

Posted by & filed under Business Negotiations.

Imagine that you and a colleague get into an argument about the layout of a final report in front of a coworker you both like. Now suppose the same argument occurs in front of someone your colleague likes but you do not or vice versa—in front of an ally who is your colleague’s foe. As … Read More 

Summary of Mediation Pedagogy Conference Participant Survey Results

Posted by & filed under Daily, Mediation.

To better understand the teaching needs of the mediation community, Negotiation Pedagogy at the Program on Negotiation (NP@PON) organized a Mediation Pedagogy Conference in May of 2009. In advance of the conference, an 18-question online survey was sent to the 175 conference presenters and registered participants. The 75% response rate allowed us to illuminate important … Read More 

Gender in Negotiation and Decision Making Research Seminar

Posted by & filed under Daily, Events, Negotiation Skills, Webcasts.

The research seminar on Gender in Negotiation and Decision Making is jointly sponsored by the Program on Negotiation at Harvard Law School and the Women and Public Policy Program at Harvard Kennedy School. Michael Morris is the Chavkin-Chang Professor of Leadership in the Columbia Business School as well as a Professor in the Psychology Department … Read More 

Conflict Management in South Asia: A Discussion of Mercy Corps CMG’s Programs in the Region

Posted by & filed under Daily, Events.

Dr. Rebecca Wolfe is a Senior Program Officer with Mercy Corps Conflict Management Group. She is responsible for developing and implementing conflict management programs, including writing proposals, designing assessments, conducting evaluations and designing and delivering trainings. Since joining Mercy Corps, she has spent the majority of her time working in Asia, including Sri Lanka, Nepal, … Read More