September 2012

Sep 25, 2012

When attempting to create added value at the negotiation table, one of the most important things to consider is how many opportunities you have to capitalize. In other words, you should appraise the many variables that frequently present themselves at the negotiation table. A variable is a subject for negotiation, such as price, terms of payment, storage, or extra equipment... Download PDF

Sep 25, 2012

Graduate school students from different countries speak about their views on Negotiations...

Welcome to this series of podcasts on Global Negotiations. In this first podcast of the series, an international panel of students from Thunderbird School of Global Management speak about their experiences in conducting cross border negotiations. If you would like to see the video for this podcast, please visit http://www.youtube.com/watch?v=k1w5AOdDG4U

Discussion question: How important is cross cultural communication while doing an international negotiation?

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Sep 25, 2012

UNPhoto

Thunderbird Professor Dr. Eileen Borris was one of the guest speakers in the UN General Assembly's 128th Plenary Meeting on 13th Sep'12 to speak on the prevention of armed conflict and strengthening the role of mediation in the peaceful settlement of disputes, conflict prevention and resolution.

Please follow the link below to view her presentation

http://webtv.un.org/meetings-events/watch/128th-plenary-meeting-general-assembly/1838815861001

Sep 24, 2012

By Karen S. Walch, Ph.D.

Sep 18, 2012

Global Negotiation and the Power of Understanding

Today I’m preparing for an around the world trip.  My travels begin in the US and stop first in Shanghai to work with executives from New Zealand.  Then it’s next to Munich for a few days on my way to Saudi Arabia to collaborate with officials at a development bank before coming back home to the US.

In preparation for my adventure, I am reminded how similar and different we are as citizens of the globe.  While my colleagues abroad and I do not often consider our interactions and discussions as “formal negotiations”, the truth is that much of the communication we have or projects we design must satisfy not only our joint goals, but also our diverse cultural values.

Sep 17, 2012

Thunderbird Professors Paul Kinsinger and Karen Walch

By Paul Kinsinger and Karen Walch

Sep 17, 2012

By Karen S. Walch, Ph.D.

Sep 17, 2012

By Karen S. Walch, Ph.D.

As an educator and student of negotiation, I have observed that if you want to increase your power, increase your insight about yourself. One assumption from the classics that prevails yet today is that everyone wants more power. We all want to increase our power because it is human nature to do so.

Power and negotiation are what validate our identity in the world. Power is a means to get what we want directly and specifically by working through others, both personally and professionally. Power is a positive, invigorating and necessary negotiation resource utilized across social, political and cultural boundaries.

Sep 16, 2012

Success is easy to deal with, but how well do you handle your mistakes? Do you embrace them as opportunities to showcase your leadership skills, or do you shy away and look to cover up your flaws?... CONTINUE READING ARTICLE