Negotiating for Mutual Gain
Whenever two or more parties compete for valuable resources, conflict is present. The resulting conflict can become intense when each party fails to gain needed cooperation from the other to achieve their individual purposes. Conflicts are rooted in legitimate interests that often go unexplored, minimizing the value that they might otherwise create. Negotiation is a process for creating value – one that is both rational and emotional. This course introduces participants to the mutual gains approach to negotiation developed by the Program on Negotiation at Harvard Law School.