In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect. To help professionals prepare for times like this, the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a variety of negotiation exercises designed to teach participants how to handle disputes that … 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.
A model of negotiation that emphasizes that the essential challenges of negotiation are rooted in three tensions: between creating and distributing value, between empathy and assertiveness, and between the interests of principals and agents. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 285). See Also: The Moral Quandry: Negotiation Exercises Featuring Ethical Dilemmas, Professor Robert Mnookin: Negotiation Strategy and Bargaining with the Devil.
The following items are tagged three tensions
Success in negotiation, according to Professor Robert H. Mnookin, Chair of the Program on Negotiation, depends largely on being capable of managing each of the three tensions that he defines as being inevitable within almost any negotiation process. These include the tension between how to expand value and how to divide … Read More