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Negotiation is a dialogue between two or more parties to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. The parties aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains. Distributive negotiations, or compromises, are conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining the success of a negotiation.
The Program on Negotiation (PON) is a university consortium dedicated to developing the theory and practice of negotiation and dispute resolution. As a community of scholars and practitioners, PON serves a unique role in the world negotiation community. Founded in 1983 as a special research project at Harvard Law School, PON includes faculty, students, and staff from Harvard University, Massachusetts Institute of Technology, Tufts University, and Brandeis University.
Gu Su is a Chinese liberal political philosopher and was professor of Philosophy and Law at Darcy University, China. After graduating from Nanjing University, he studied at Duke University between 1983 and 1986. After then he taught at Nanjing university as a faculty member. His main work is Essential Ideas of Liberalism, published in China and Taiwan several times, introducing main ideas of liberalism and their implications to Chinese political and social practice. He has edited a series of books and written many articles in the national press, newspapers, magazines and journals on political and legal issues. He was a Liberal Arts Fellow at Harvard Law School, and a visiting scholar at both the London School of Economics and the University of Melbourne. He is member of editorial board of the journal NanoEthics.
Vikramaditya Khanna is a professor of law at the University of Michigan Law School, and the founding and current editor of the India Law Abstracts and the White Collar Crime Abstracts on the Social Science Research Network.
Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling (McGraw-Hill). Rackham has been a visiting professor at the University of Portsmouth, Cranfield School of Management, and the University of Sheffield, all in his native England, as well as at the University of Cincinnati, and is a frequent lecturer at conferences, business schools, and corporations around the world.
A massive open online course or an open online course is an online course aimed at unlimited participation and open access via the Web. In addition to traditional course materials, such as filmed lectures, readings, and problem sets, many MOOCs provide interactive courses with user forums or social media discussions to support community interactions among students, professors, and teaching assistants (TAs), as well as immediate feedback to quick quizzes and assignments. MOOCs are a widely researched development in distance education, first introduced in 2008, that emerged as a popular mode of learning in 2012, a year called the "Year of the MOOC".
Jasper Kim is an attorney, author, media contributor, professor, and expert in international business law, negotiation strategy, and contemporary East–West issues and trends from a socio-economic and legal (interdisciplinary) perspective.
Jason F. Brennan is an American philosopher and business professor. He is the Robert J. and Elizabeth Flanagan Family Professor of Strategy, Economics, Ethics, and Public Policy at the McDonough School of Business at Georgetown University.
Raphael Lapin is a negotiation specialist and author currently residing in California. He is the founder of Lapin Negotiation Strategies and serves as a consultant to Fortune 500 companies and governments internationally. He is a negotiation expert and was a syndicated columnist for American City Business Journals and a regular contributor to Research Magazine. He was also an adjunct professor at Whittier Law School and faculty at Southwestern Law School.
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Michael J. Lenox is an American strategist and professor of business administration at the Darden School of the University of Virginia, particularly known for his work on business strategy, technology strategy, corporate sustainability and industry self-regulation. Lenox was also a visiting professor at Oxford University, Harvard University and Stanford University. He is a contributor at Forbes magazine.
Steven G. Blum is an American attorney and educator who has been teaching in the Department Legal Studies and Business Ethics at the Wharton School of the University of Pennsylvania since 1994. He is a visiting professor at the ALBA Graduate Business School in Athens, Greece. Blum's research interests include ethics in the professions, how interests and incentives influence professional conduct, the training and socialization of professionals, and the effects of conflict-of-interest and asymmetric information on the financial services industry. Blum has six times won the William G. Whitney Award for outstanding teaching.
Linda E. Ginzel is a Clinical Professor of Managerial Psychology at the University of Chicago Booth School of Business and the founder of the Customized Executive Education program. She researches, develops curricula, and teaches courses on negotiation, effective leadership, and organizational behavior. Ginzel is a two-time recipient of the James S. Kemper Jr. Grant in Business Ethics.
Professor Mushtak Al-Atabi is a professor of mechanical engineering and currently the provost and CEO of Heriot-Watt University, Malaysia. His research focuses on thermofluids, renewable energy, biomechanical engineering, and engineering education. He is an Honorary Chair at the School of Mechanical Engineering of the University of Birmingham (UK) and the Editor-in-Chief of the Journal of Engineering Science & Technology. He has published three books, Think Like an Engineer, Shoot the Boss, and Driving Performance. He has numerous research publications, and has received various awards and honours. He is a Fellow of the Institution of Mechanical Engineers (FIMechE) and a member of the executive committee of the Global Engineering Deans Council.
Michael A. Wheeler has taught negotiation at Harvard Business School in its MBA program, executive courses, and, more recently, its digital learning platform HBX. His work focuses on negotiation pedagogy, improvisation in complex dynamic processes, ethics and moral decisionmaking, and a range of alternative dispute resolution (ADR) processes. For twenty years he was the Editor in Chief of Negotiation Journal, published by the Program on Negotiation at Harvard Law School.
Rachel Toni Algaze Croson is an economist currently serving as Executive Vice President and Provost of the University of Minnesota, and McKnight Endowed Professor of Economics. Until March 2020, she served as Dean of the College of Social Science and MSU Foundation Professor of Economics at Michigan State University. She earned her bachelor's degree in economics and the philosophy of science from the University of Pennsylvania and her master's and Ph.D. in economics from Harvard University.
David Lax is an American negotiation expert, author, speaker, statistician and academic. He is currently a Distinguished Fellow at the Harvard Negotiation Project, Managing Principal of Lax Sebenius LLC, a firm that advises companies and governments in challenging and complex negotiations, and a former professor at Harvard Business School.
Leigh Thompson is the J. Jay Gerber Professor of Dispute Resolution & Organizations in the Kellogg School of Management at Northwestern University. She is the director of High Performance Negotiation Skills Executive program, the Kellogg Leading High Impact Teams Executive program and the Kellogg Team and Group Research Center. She also serves as the co-director of the Navigating Work Place Conflict Executive program and the Constructive Collaboration Executive program.
Trust building is the most influential factor in negotiating between two sides. The stronger this factor appears, the greater the chance will be for negotiators to cooperate. Studies have suggested that religious backgrounds can have a direct impact on the confidence and process of negotiation. Such tendencies generally do not prevent a contract or an agreement from being concluded; however, there are reasons to believe that religious affiliations reduce the negotiation process and give more confidence to decision makers.
References
- ↑ "University of Michigan faculty biography".
- ↑ "Stratego, Luxembourg, Croatia".
- ↑ "Wisesociety, Italy".
- ↑ "Successful Negotiation: Essential Strategies and Skills".
- ↑ "Best Free MOOCs in Business In March 2017".
- ↑ "Start and grow your nonprofit consultancy" . Retrieved 10 June 2017.
- ↑ "The Three Pillar Model for Business Decisions: Strategy, Law & Ethics".
- ↑ "Amazon author page".
- ↑ "Leadership & Strategy: Negotiating a Union".
- ↑ "The 4 Most Common Negotiation Mistakes — And How To Avoid Them".
- ↑ Proactive Law for Managers (with Helena Haapio, 2011). Routledge; New edition ISBN 978-1409401001
- ↑ A Short Guide to Contract Risk (with Helena Haapio, 2013). Routledge; New edition ISBN 978-1409448860
- ↑ "SMALL BUSINESS: Four Steps to Better Business Decisions, Sep 12, 2016".