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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 ...
In negotiation theory, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. The BATNA could include diverse situations, such as suspension of negotiations, transition to another negotiating ...
Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. [ 1] Subsequent editions in 1991 [ 2] and 2011 [ 3] added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project . The book suggests a method of principled negotiation consisting ...
Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions.
Fisher specialized in negotiation and conflict management. He was the co-author (with William Ury) of the book Getting to Yes, about "interest-based" negotiation, as well as numerous other publications. After serving in World War II as a weather reconnaissance pilot, Fisher worked on the Marshall Plan in Paris under W. Averell Harriman.
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. [1]
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. [ 1] The agreement can be beneficial for all or some of the parties involved.
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.
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