Setting the Stage
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Uploaded by ponhls on Jul 7, 2011
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator's success. The discussion was held in his negotiation training workshop "Setting the Stage for Productive Negotiations" in the Program on Negotiation for Senior Executives.
Professor Subramanian is Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School. For more information on the Program on Negotiation for Senior Executives, visit www.executive.pon.harvard.edu.
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Wow, I learned the value of seating in deal-making 101 when I was 26. It's interesting that he just realized it now. It does not go to build his credibility very much. One reason this happens is that frequently the sides like to "caucus" and discuss issues amongst themselves and prepare a response.
One thing I always do is to sit with my back to the window. This way I am not fighting glare all day. It gets tiring.
RVHatcher 6 months ago
I'm sorry, but you'd think a prestigious professor of negotiation would have thought of this problem ahead of time....seating is one of those key basic essential of negotiation.
tophatandtails 7 months ago