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

Conduct

The Circle of Value: a framework for

Preparation

Success

conducting collaborative negotiations

Build relationships. Relationship Communication

Be “soft” on the
people.

Negotiation
Focus on Interests Interests Table

Explore options for Options

creating and
distributing value.

Legitimacy
Use Objective
If “No” If “Yes”
Criteria
Make choices
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: 3
NEGOTIATING

1
 Negotiation Case
Junior Lawyer Candidate vs. Wall Street Prestigious Law Firm

¾ Senior Law Firm Partner - Confidential Information

¾ Limited Budget: 24.000 US$ for a Junior Lawyer, event a brilliant

young lawyer, with good projection .

¾ Bad experiences with juniors that leave the firm after two years of
work.

¾ Future expansion in the California of the Law Firm, to give service

to new Asian-pacific clients based in the Area.

¾ Urgent Need of hiring new young lawyers for taking care of urgent
cases.

¾ Budget for continuous education for members of the Firm, after two
years of work consolidation.

LEARNING TO NEGOTIATE: 4
NEGOTIATING

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

¾ Junior Lawyer Candidate - Confidential Information

¾ 36.000 US$ would be an acceptable salary, although the most

important is the prestige and training inside the Wall Street Firm.

¾ 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

¾ Reasonable disposability to work in other areas of the States

¾ 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: 5
NEGOTIATING

Junior Lawyer Case

THE PARTIES POSITIONS vs. INTERESTS
‰ A ‰ A
‰ B ‰ B
‰ C ‰ C
‰ D ‰ D
‰ E ‰ E
‰ F ‰ F
‰ G ‰ G
‰ H ‰ H
‰ I ‰ I

OPTIONS ALTERNATIVES
‰ A ‰ A
‰ B ‰ B
‰ C ‰ C
‰ D ‰ D
‰ E ‰ E
‰ F ‰ F
‰ G ‰ G
‰ H ‰ H
‰ I ‰ I

LEARNING TO NEGOTIATE: 6
NEGOTIATING

2
 Junior Lawyer Case
LEGITIMATE CRITERIA COMMITMENT
‰ A ‰ A
‰ B ‰ B
‰ C ‰ C
‰ D ‰ D
‰ E ‰ E
‰ F ‰ F
‰ G ‰ G
‰ H ‰ H
‰ I ‰ I

COMMUNICATION RELATIONSHIP
‰ A ‰ A
‰ B ‰ B
‰ C ‰ C
‰ D ‰ D
‰ E ‰ E
‰ F ‰ F
‰ G ‰ G
‰ H ‰ H
‰ I ‰ I

LEARNING TO NEGOTIATE: 7
NEGOTIATING