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Four Obstacles to Learning from Negotiation Simulations

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Participants will learn from a simulation only if they buy into the premise of the game. The following are the most common obstacles to a successful interactive negotiation training.
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London, England

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About the On-Site Faculty Member
The on-site instructor for this workshop will be Samuel (Mooly) Dinnar. Dinnar is an instructor with the Harvard Negotiation Institute, a strategic negotiation advisor, and an experienced mediator of high-stakes complex business disputes, with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor.
In
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Negotiation Skills: Ways to Use Power in a Negotiation

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Attempts to exercise power can backfire. As a negotiator, you must balance these three risks against the potential benefits of developing and exercising power.
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Mediation Training: What Can You Expect?

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Organizations have long recognized the value of hiring professional mediators to help resolve disputes. More and more, managers have begun to also see value in securing mediation training for themselves and their employees. Although there are times when the services of an unbiased, professional mediator are needed, there may also be instances in which employees
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Why First Impressions Matter in Negotiation

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Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive.
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Peace and Conflict Resolution with Difficult Partners

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When peace and conflict resolution are your goals, what should you do when your would-be counterpart doesn’t want to come to the negotiating table? U.S. president Donald Trump faces this question as he tries to determine the right path to take with North Korea.
Tensions have ratcheted up lately as concerns mount that North Korea could
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Negotiating with People Pleasers

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All of us behave at least somewhat differently in social situations than we do in private, but psychologists have found that some people try extra hard to convey a positive image of themselves to others.
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When Two Deals are Better than One

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When you have multiple negotiations to conduct with one or more partners, should you combine them into one big deal? In negotiations for the sale of new books by Barack and Michelle Obama, the answer was an emphatic yes.
Cast of characters
When famous political figures have a book to sell, they turn to one person: Robert
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Dear Negotiation Coach: When Time is Not Money

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Q: I have been doing a lot of business deals in the Middle East and elsewhere in Asia. With all due respect, negotiations seem to drag on and on in that part of the world. How can I negotiate effectively in this situation?
A: You’ve picked up on a critical cultural difference that, though often invisible at
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How Leaks Changed the Game in a High-Profile Negotiation

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In the world of mergers and acquisitions, some acquirers try to improve the companies they purchase by expanding them and emphasizing innovation, while others choose to focus on cutting costs. Due in part to millennials’ lack of appetite for prepackaged food, consumer-goods companies lately have been focused more on slashing budgets than on innovating. Many
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