Technology

The following items are tagged Technology:

Digitally Enhanced Simulation Packages – With Live Data Analytics

Posted by Lara SanPietro & filed under Teaching Negotiation.

In-depth Teaching Materials with Real Time Data Analytics Designed to Enhance Teaching Negotiation  From the Teaching Negotiation Resource Center (TNRC) at PON, and iDecisionGames: digitally enhanced simulation packages designed to take your teaching to the next level. The Enhanced Simulation Package from the TNRC and iDecisionGames brings a new, interactive learning experience to teaching negotiation. This easy … Read More 

Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 16-18, 2021

Posted by PON Staff & 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 March and April 2022 Brochure

Posted by PON Staff & 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 

Negotiation Master Class Fall 2021 Program Guide

Posted by Michael Phillips & 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 

Planning for Cyber Defense of Critical Urban Infrastructure

Posted by Lara SanPietro & filed under Teaching Negotiation.

Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause major physical damage, as well as sow chaos and undermine public faith in government. Cyber criminals constantly develop new types of malware, which may not be detectable by current … Read More 

How to Create Win-Win Situations

Posted by Katie Shonk & filed under Win-Win Negotiations.

In business negotiation, a win-win agreement may be the ultimate goal, but it can sometimes prove elusive. Here, we offer four strategies from experts at the Program on Negotiation at Harvard Law School on how to create win-win situations in even the trickiest negotiations. … Read More 

Taking the Plunge: How a Controversial Business Partnership Agreement was Born

Posted by PON Staff & filed under Business Negotiations.

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of the business partnership agreement between wireless carrier AT&T and media and entertainment firm Time Warner (now known as WarnerMedia). It was the biggest merger of 2016, with $85.4 billion in cash and stock transferring … Read More 

Using Business Negotiation Skills To Move a Deal in your Favor

Posted by PON Staff & filed under Salary Negotiations.

Performers have increasingly learned business negotiation skills and played an outsized role in shaping plays and musicals vying for a Broadway stage. In 2016, the original off-Broadway cast of Hamilton negotiated with the show’s producers to acknowledge their contributions to the hit musical by guaranteeing them a small share of the show’s profits. With other actors … Read More 

Negotiation Skills: Threat Response at the Bargaining Table

Posted by PON Staff & filed under Negotiation Skills.

When someone issues a threat or an ultimatum, take a step back and diagnose the problem. Consider how you would respond to threats and ultimatums such as these during negotiation. In the face of such tough talk, should you strike back with a counterthreat? Probably not. Because counterthreats raise the emotional temperature of a negotiation, … Read More 

Finding Mutual Gains In “Non-Negotiation”

Posted by Katie Shonk & filed under Negotiation Skills.

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 

How to Negotiate Under Pressure

Posted by PON Staff & filed under Negotiation Skills.

At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12 … Read More 

What is a Win-Win Negotiation?

Posted by Katie Shonk & filed under Win-Win Negotiations.

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 

International Negotiations and Cognitive Biases in Negotiation

Posted by PON Staff & filed under International Negotiation.

In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics and … Read More 

Dear Negotiation Coach: How to Negotiate Price and Start Off on the Right Foot

Posted by PON Staff & filed under Dealmaking.

Do you know how to negotiate price? Is there a better way to approach this type of negotiation that differs from other negotiation strategies? In this week’s Dear Negotiation Coach column, we answer the question. QUESTION I’m trying to decide whether to make the first offer in a price negotiation. I’ve heard arguments in favor of both … Read More 

Negotiator Toolbox: Using E-Mediation to Resolve Disputes

Posted by PON Staff & filed under Mediation.

The Problem: You want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but meeting face-to-face would be difficult. Perhaps you and the other party are located in different geographic areas, or social-distancing guidelines are keeping you apart. Maybe your dispute originated in an online transaction … Read More 

Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity

Posted by PON Staff & filed under Negotiation Skills.

There are a number of infamous negotiation examples in the workplace, but one most notable instance occurred in March 2018, when more than 700 Canadian doctors, residents, and medical students signed an online petition protesting their pay. The public health-care system in Quebec had been the victim of budget cuts, and the medical professionals weren’t … Read More 

Teach Your Students Value Distribution with a Simulation on Solar Power

Posted by Lara SanPietro & filed under Teaching Negotiation.

Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read More 

Negotiation in International Relations: Finding Common Ground

Posted by PON Staff & filed under Negotiation Skills.

When thinking of negotiation in international relations, it’s difficult to think of any negotiation with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflict and public scrutiny, complicated by language and cultural barriers, and carried out under tight deadlines, talks aimed at ensuring that nuclear technology is used peacefully and that disarmament … Read More 

The Hidden Pitfalls of Video Negotiation

Posted by PON Staff & filed under Negotiation Skills.

It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane if the parties wanted to do business face-to-face. These days, you only need to set up a videoconference on an app such as Zoom or Google Hangouts to … Read More 

Making the best of pandemic-era deal disruptions

Posted by PON Staff & filed under Dealmaking.

This past fall, three grown children set about helping their mother, Mina, find a memory care facility for John, their 85-year-old father. John’s previously mild dementia had progressed rapidly during the Covid-19 pandemic, to the point that he could no longer live safely at home. John’s children gathered a short list of affordable long-term care facilities … Read More 

Diplomacy Examples in the Covid-19 Era

Posted by Katie Shonk & filed under International Negotiation.

In 2020, grounded by the Covid-19 pandemic, international diplomats accustomed to traveling from capital to capital found themselves stuck in a never-ending stream of videoconferences. To take a number of diplomacy examples, the G7, the G20, the International Monetary Fund, and the World Bank all met online, reduced to tiny faces on a screen. The … Read More 

Negotiating fruitful partnerships at warp speed

Posted by PON Staff & filed under Business Negotiations.

In the global pharmaceutical industry, companies often work in utter secrecy to be the first to bring moneymaking, lifesaving drugs to market. But when the novel coronavirus emerged in China in early 2020, many leading drugmakers quickly recognized that they would not be able to swiftly develop and mass- produce effective Covid-19 vaccines and treatments on … Read More 

Are Introverts at a Disadvantage in Negotiation?

Posted by PON Staff & filed under Negotiation Skills.

Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we all have clear opportunities to build on our own strengths and learn from those of others. Quiet, loud, and somewhere in between Introversion is a personality trait marked by a … Read More 

Does Using Technology in Negotiation Change Our Behavior?

Posted by PON Staff & filed under Negotiation Skills.

Imagine that two people are introduced to each other via email by a mutual friend. They begin discussions on the phone regarding a potential business partnership, which lead to several in-person meetings during which their laptops are open and their smartphones are on the table, available for checking facts and tracking down data. In between … Read More 

For Business Negotiators, Patience Can be a Virtue

Posted by PON Staff & filed under BATNA.

Business negotiators know that persistence and tenacity can make all the difference between impasse and a game-changing breakthrough. Take the saga behind Microsoft’s 2013 announcement of its pending $7.2 billion acquisition of Finnish mobile phone company Nokia’s handset and services business. The two parties engaged in many months of fruitless talks before either side believed … Read More 

How to Renegotiate a Bad Deal

Posted by PON Staff & filed under Dealing with Difficult People.

Think you have some stories from trying to renegotiate? Try this one on for size. Many viewed the deal to be a terrible one from the start.  Back in December 2008, Richard M. Daley, then Chicago’s mayor, announced that his administration had agreed to lease the city’s parking meters for 75 years to a private company … Read More 

Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations

Posted by PON Staff & filed under International Negotiation.

Cross cultural negotiation examples provide insights into how negotiation techniques change depending on the context in which negotiators find themselves. As Professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, points out in a recent negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. … Read More 

Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict

Posted by PON Staff & filed under Conflict Resolution.

When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can make use of in-house procedures and systems set up for managing disputes, if they exist; or they can refer the case to a professional mediator. Increasingly, employers are … Read More