International Human Resources Management

Negotiation Skills

The Harvard Negotiation Project
Negotiation Case
Prof. Asociado: José Javier Rivera - j.javier.rivera@uv.es Departamento de Comercialización e Investigación de Mercados Facultad de Economía - Universitat de València

The Circle of Value: a framework for conducting collaborative negotiations
Build relationships. Be “soft” on the people.

Preparation

Relationship

Communication

Focus on Interests

Interests

Negotiation Table

Explore options for creating and distributing value.

Options

Legitimacy
Make choices
Use Objective Criteria

If “No”

If “Yes”

Alternatives

Commitment

Negotiation Case
Junior Lawyer Candidate vs. Wall Street Prestigious Law Firm

We have to build up a Harvard Negotiation Table, based on a Recruitment process of a prestigious law firm of Wall Street in New York. We have two parties: A Junior lawyer candidate A senior partner of the law firm You will play one of the roles of the two parties, so that you will be preparing your role, using the Harvard Negotiation Project Tools and then you will start the negotiation.

LEARNING TO NEGOTIATE: NEGOTIATING

3

Success

Conduct

1

Negotiation Case
Junior Lawyer Candidate vs. Wall Street Prestigious Law Firm

Senior Law Firm Partner - Confidential Information
Limited Budget: 24.000 US$ for a Junior Lawyer, event a brilliant young lawyer, with good projection . Bad experiences with juniors that leave the firm after two years of work. Future expansion in the California of the Law Firm, to give service to new Asian-pacific clients based in the Area. Urgent Need of hiring new young lawyers for taking care of urgent cases. Budget for continuous education for members of the Firm, after two years of work consolidation.

LEARNING TO NEGOTIATE: NEGOTIATING

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Negotiation Case
Junior Lawyer Candidate vs. Wall Street Prestigious Law Firm

Junior Lawyer Candidate - Confidential Information
36.000 US$ would be an acceptable salary, although the most important is the prestige and training inside the Wall Street Firm. Plans to do a part time Master in International Law at the New York University, during the next three years, that would need intensive time table, and two afternoons free per week Reasonable disposability to work in other areas of the States Urgent Need of having a job, in order to be able to finance the MBA and if possible to marry in 6 months

LEARNING TO NEGOTIATE: NEGOTIATING

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Junior Lawyer Case
THE PARTIES
A B C D E F G H I POSITIONS vs. INTERESTS A B C D E F G H I

OPTIONS A B C D E F G H I

ALTERNATIVES A B C D E F G H I

LEARNING TO NEGOTIATE: NEGOTIATING

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2

Junior Lawyer Case
LEGITIMATE CRITERIA
A B C D E F G H I COMMITMENT A B C D E F G H I

COMMUNICATION A B C D E F G H I

RELATIONSHIP A B C D E F G H I

LEARNING TO NEGOTIATE: NEGOTIATING

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