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Athens, Greece & Nicosia, Cyprus

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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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Reconciliation in Divided Times: How to Negotiate the Nonnegotiable: A Book Talk with Daniel Shapiro

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The Program on Negotiation at Harvard Law School
and Religions and the Practice of Peace at Harvard Divinity School are pleased to present:
Reconciliation in Divided Times:
How to Negotiate the Nonnegotiable
A Book talk with
Daniel Shapiro
Founder and Director, Harvard International Negotiation Program
Wednesday, November 2, 2016
7:00 – 8:30 PM
Austin Hall North
Harvard Law School Campus
Free and open to the public.

Dispute Resolution, NHL style

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In the early hours of January 6, the National Hockey League (NHL) and the NHL Players’ Association (NHLPA) concluded a 16-hour mediation session by announcing they had reached agreement to end a 113-day lockout. The deal was finalized a week later, and the players returned to the ice for a shortened 2012-2013 season on January
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Take your BATNA to the Next Level

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If your current negotiation reaches an impasse, what’s your best outside option? Most seasoned negotiators understand the value of evaluating their BATNA, or best alternative to a negotiated agreement, a concept that Roger Fisher, William Ury, and Bruce Patton introduced in their seminal book, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1991, second
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Howard Raiffa Taught Us to Make Better Decisions

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If you’ve ever made a decision tree, engaged in risk analysis, or created a scoring system when preparing for a negotiation, you benefited from the work of economist Howard Raiffa, whether you realized it or not. And the decisions you’ve made in your negotiations likely have been far smarter as a result.
Raiffa, a Harvard Business
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It’s not intuitive: To better read emotions, think more rationally

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Negotiation research you can use
In negotiation, reading others’ emotions is a critical skill. When you can accurately assess whether a job candidate is pleased by a salary offer, if a potential customer is growing impatient with a sales pitch, or if a colleague was hurt by something you said, you will be able to respond
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How Apple botched its TV expansion deals

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Successes & messes
In recent decades, Apple often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, and disrupting their longstanding business models. In the early 2000s, for example, the company’s cofounder, Steve Jobs, pressured music labels into replacing their model of selling $15 CDs with the practice of
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Teaching Children to Self-Advocate

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DEAR NEGOTIATION COACH
QUESTION:
Our two young children are natural-born negotiators when it comes to getting what they want from their dad and me, but they tend to rely on us to advocate for them with those outside the house. How can I help them be effective negotiators with their friends, teachers, and others?
ANSWER:
We’ve all read the
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Make the most of trends in salary negotiation

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Several U.S. states have passed new fair-pay laws in the past year that could have dramatic effects on how salary negotiations are conducted in the workplace. Although the laws focus primarily on closing the salary gap between men and women, they have opened up a discussion about strategies that both employers and job candidates might
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In Purchasing Negotiations, Pairs of Men Lean to the Extreme

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When we make decisions about what to buy, we often do so with another person. Domestic partners make joint purchasing decisions about homes, appliances, cars, and vacations. Pairs of college students often decide together what apartment to rent. Two investment bankers might select stocks together. And when two friends plan a night out, they might
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