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Win Win Negotiation Example: Different Cultures, Shared Meals

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From movie moguls hammering out film deals in Los Angeles to publishers and agents assessing each other’s tastes in New York, the “power lunch” has become a familiar institution. Across the globe, negotiators often do business over shared meals, whether out of convenience or as part of a concerted effort to get to know one
The post Win Win Negotiation Example: Different Cultures, Shared Meals appeared first on PON - Program on Negotiation at Harvard Law School.

Power in Negotiations: How Effective Negotiators Project Power at the Negotiation Table

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Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee:
1. A strong BATNA. Your best alternative to a negotiated agreement, or BATNA, is often your best source of bargaining power. By cultivating a strong outside alternative, you gain the power

Negotiation and Leadership Skills Go Hand in Hand for Ebay and Paypal

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Burdened by years of nonstop acquisitions, an increasing number of tech companies are finding out that it can be better to do one thing well than to try to offer as many services as possible. Splitting up a company that has taken on too much, however, takes expert leadership skills. Last month, eBay CEO John

Integrative Negotiations Strategies and Negotiation Ethics: Social Proof and Acceptable Behavior

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What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations.
When we look for social proof regarding the “right” way to behave, we tend to make quicker, more efficient decisions, writes psychologist Robert Cialdini of Arizona State University.

Arbitration vs Mediation and the Conflict Resolution Process in Alternative Dispute Resolution (ADR)

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Arbitration, mediation, and the dispute resolution process – how negotiators can effectively use alternative dispute resolution (ADR) conflict management and conflict resolution techniques to resolve disputes, repair relationships, and find opportunities for value creation at the bargaining table.
It’s often the case that when two people or organizations try to resolve a dispute by determining who

Negotiating Skills and Negotiation Techniques: Use Integrative Negotiation Strategies to Create Value at the Bargaining Table

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How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four value-creating moves that all negotiators should add to their toolkit.

In negotiation, sadness can have a silver lining

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The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more missiles to its strategic partner. Over the course

Negotiation logistics: Best practices for better deals

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Before the official start of the Group of 7 (G-7) economic conference in Krün, Germany, this June, U.S. president Barack Obama and German chancellor Angela Merkel took time to tour a historic village and bond over beer and sausages. At the end of their friendly stroll, Obama jokingly asked Merkel whether the G-7 talks might

In negotiations with rookies, the NFL takes control

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At one point or another, most of us have found ourselves in the midst of a chaotic negotiation process—one that takes much longer than hoped for, creates a great deal of stress, and squanders resources.
Now imagine having to face multiple such negotiations annually. For many years, that’s the situation National Football League (NFL) teams were

Finding common ground in international negotiation

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It’s difficult to think of negotiations with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflicts 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 procedures are followed closely demand the highest level

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