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Video available for “South Africa’s ‘Negotiated Revolution’ and Mandela’s Legacy”

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On April 11, 2014, The Program on Negotiation hosted a discussion on “South Africa’s ‘Negotiated Revolution” and Mandela’s Legacy,” moderated by Bruce Patton, co-founder of the Harvard Negotiation Project. The event featured Roelf Meyer, former Minister of Constitutional Affairs and Former Minister of Defense, South Africa, and Tim Phillips, co-founder of Beyond Conflict, formerly known

Women and Negotiation: Habits of Successful Female Leaders

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On April 9, the Paycheck Fairness Act, legislation intended to close the pay gap between men and women, was defeated in the Senate due to a lack of Republican support. The bill would have made it illegal for employers to penalize employees for discussing their salaries and would have required the Equal Employment Opportunity Commission to collect pay information from employers.

Business Negotiations: Why Does Process Matter?

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Negotiating the right process for your negotiation is well worth the time and effort, for two important reasons.

First, process drives substance.

Imagine what might have happened if the pharmaceutical company and the biotech firm had agreed up front to resolve the royalty issue rather than simply exchanging their best arguments before splitting the difference.

How to Create a Successful Event Experience (Part 1 of 3)

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Want to know how to better engage your audience for events? Here’s one clue, Facebook is probably not your best resource for B2B sales. Watch Part 1 of “How to Create a Successful Event Experience” for proper ways to better reach your audience.The post How to Create a Successful Event Experience (Part 1 of 3) appeared first on Channel Maven Consulting.

Deal Making: When You Hold All the Cards

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Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:

- One of your customers has just landed a lucrative new contract, and you’re the only supplier who can add a critical component to that customer’s production process.

- You own a controlling interest in a publicly traded company and are seeking to buy out the minority shareholders and take the company private [LINK to Michael Dell’s Negotiations with Shareholders article].

Have You Negotiated How You’ll Negotiate?

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A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.

When the talks reached a standstill over royalty rates, the two sides began an all-weekend marathon session.

Each side came armed with supporting arguments and data, but, by Sunday afternoon, they had failed to converge toward the center.

Business Negotiations: Imposing Procedural Constraints

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Sometimes the courts will be unwilling to get involved in the substantive terms of the deal but will impose procedural constraints on the more powerful party.

Consider the case of a controlling shareholder in a publicly traded company - someone who holds more than 51% - who wants to “cash out” the minority shareholders.

Under the corporate law of every state, the board of directors and majority shareholders must approve the terms of the offer.

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