Programs & Events
Event Details
Event Details
- Webinars: Trending@HBS
- Virtual
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. To top it off, you have little power or other resources with which to work. Professor Deepak Malhotra will use behind-the-scenes stories of fascinating real-life negotiations (from business, history, and sports) to draw out lessons for defusing even the most potentially explosive situations and finding success when things seem impossible. He will also discuss how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, or tackling obstacles in personal relationships. This webinar is inspired by Prof. Malhotra's new book, Negotiating the Impossible, which is now on bookshelves. See Negotiating the Impossible for more information.
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Related Resources from Baker Library
Listen to this Wavemaker Conversations podcast with William Ury, cofounder of Harvard's Program on Negotiation, senior fellow of the Harvard Negotiation Project, and author of Getting Past No and Getting to Yes, as he describes how the technique of framing can lead to successful outcomes in the most high-stake situations. Here he discusses how, as a member of the Colombian president's "kitchen cabinet" of peace advisers, he assisted the peace effort by, in effect, writing the adversary's victory speech as well as his own party's.
In this HBR article, Professor Malhotra describes how framing can help achieve better outcomes in a variety of health care situations, whether in the doctor's office between the doctor and patient or in the policy domain between/among legislators, insurance companies, hospital systems, and doctors. To find more examples of framing in action, search for articles in ABI/ProQuest on eBaker.