trust building

The following items are tagged trust building:

Negotiation Skills: Building Trust in Negotiations

Posted by & filed under Negotiation Skills.

Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. But avoiding risk can mean missing out on significant opportunities. For this reason, … Read More 

Emotional Intelligence as a Negotiating Skill

Posted by & filed under Negotiation Skills.

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

New Conflict Management Skills: Understand How to Resolve “Hot Conflicts”

Posted by & filed under Business Negotiations.

Negotiating effectively with colleagues can be more challenging than dealing with outsiders. Conventional wisdom advises addressing team conflict by staying focused on tasks and avoiding relationship issues. Yet a case study of conflict management by Harvard Business School professor Amy Edmondson and Diana McLain Smith of The Monitory Group concludes that this approach to dispute … Read More 

Negotiation in the news: In U.S.-China trade dispute, mixed signals abound

Posted by & filed under International Negotiation.

During the 2016 presidential campaign, Donald Trump repeatedly asserted that if he were elected, eliminating the U.S. trade deficit with China would be a top priority. “We can’t continue to allow China to rape our country, and that’s what they’re doing,” he said at a campaign rally in 2015. “It’s the greatest theft in the history of … Read More 

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

Posted by & filed under 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 

In Mediation, Set Conditions with Care

Posted by & filed under Mediation.

On April 9, Israel said it was “deeply disappointed” by remarks by Secretary of State John Kerry that seemed to primarily blame Israel for the current breakdown in U.S.-mediated Middle East peace talks, as reported in the New York Times. Last July, the United States brought Israel and the Palestinians back together for a series of … Read More 

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 

Getting Off on the Wrong Foot

Posted by & filed under Conflict Resolution.

Sometimes negotiators get off on the wrong foot. Maybe you and your partner had a different understanding of your meeting time, or one of you makes a statement that the other misinterprets. Such awkward moves at the beginning of an interaction can lead one party to question the other side’s motives. In a recent article, Robert … Read More 

Leading Horses to Water

Posted by & filed under Negotiation Skills.

The hardest step in negotiation is often the first. Costly lawsuits can drag on it everyone is afraid to be the first to blink. Prospective buyers and sellers can waste endless hours dancing around a possible deal. And in collective bargaining, labor and management teams sometimes paint themselves into corners by refusing to negotiate “matters … Read More 

How to Get to the Table

Posted by & filed under Business Negotiations.

Adapted from “Leading Horses to Water,” first published in the Negotiation newsletter. The hardest step in negotiation is often the first. Costly lawsuits can drag on if everyone is afraid to be the first to blink. Prospective buyers and sellers can waste endless hours dancing around a possible deal. And in collective bargaining, labor and management … Read More 

The Right Time to Negotiate

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Telling Time in Different Cultures,” first published in the Negotiation newsletter. Despite the bloody conflicts in the Middle East, people of goodwill from both Arab and Western nations earnestly seek to collaborate in diplomatic and business transactions. An article by Ilai Alon of Tel Aviv University and Jeanne Brett of Northwestern, however, cautions that … Read More 

Trusting from Square One

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How Much Should You Trust?” by Iris Bohnet (professor, Harvard Kennedy School) and Stephan Meier (professor, Columbia Business School), first published in the Negotiation newsletter. What’s the best way to cope with a fellow negotiator who has betrayed your trust? Ignoring the problem is rarely the best solution. When you distrust someone, you’re forced to … Read More 

The Role of Track I actors in Reconciliation: The UN in Iraq

Posted by & filed under Conflict Resolution, Daily, Events, International Negotiation, The Kelman Seminar.

“The Role of Track I actors in Reconciliation: The UN in Iraq”

with Eileen Babbitt

Date: December 8, 2009 Time: 4-6 PM Where: CGIS Building, Weatherhead Center for International Affairs, 1737 Cambridge Street, Second Floor, N-262 (Bowie Vernon Room), Cambridge MA Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu). Speaker Bio Eileen F. Babbitt is Professor of International Conflict Management Practice and Director of the International Negotiation … Read More