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Written by Gary F. Smith
Publish Date: 2024-10-04

Harvard Case - Creating the French Behavioral Insights Team

"Creating the French Behavioral Insights Team" Harvard business case study is written by Michael Luca, Ariella Kristal, Emilie Billaud. It deals with the challenges in the field of Negotiation. The case study is 15 page(s) long and it was first published on : Dec 18, 2018

Cultural Differences: French negotiators prioritize relationship-building and consensus, while their international counterparts may focus on individualistic goals.

  • Anchoring Effect: Negotiators tend to fixate on initial offers, limiting their ability to explore alternative solutions.

  • Confirmation Bias: Negotiators seek information that confirms their existing beliefs, leading to biased decision-making.

    • 4. Recommendaations

    To address these challenges, we recommend the following negotiation strategies:

    • Principled Negotiation: Focus on underlying interests rather than positions, seeking mutually beneficial outcomes.

    • Active Listening: Pay attention to verbal and non-verbal cues to understand the other party's perspective.

    • Cognitive Scaffolding: Provide structured frameworks to guide negotiators' thinking and reduce cognitive biases.

    • Multiparty Negotiations: Facilitate negotiations involving multiple stakeholders with diverse interests.

    • Cross-Cultural Training: Educate negotiators on cultural differences and negotiation norms to enhance understanding and empathy.

    5. Basis of Recommendaations

    Our recommendations align with the F-BIT's mission to improve public policy through behavioral insights. They consider:

    • Core Competencies: The team's expertise in behavioral science can be leveraged to understand and influence negotiation behaviors.

    • External Customers: Cross-cultural negotiations are essential for the F-BIT to collaborate with international partners.

    • Competitors: Other behavioral insights teams may offer similar services, so effective negotiation is crucial for competitive advantage.

    • Attractiveness: The potential benefits of enhanced negotiation effectiveness, such as improved policy outcomes and stronger relationships, outweigh the costs of implementing these strategies.

    6. Conclusion

    By adopting these negotiation strategies, the F-BIT can overcome cross-cultural challenges, build stronger relationships, and achieve more effective outcomes in their international collaborations.

    7. Discussion

    **Alternatives Considered:**

    • Positional Bargaining: This approach focuses on defending fixed positions, which could limit flexibility and hinder consensus.

    • Distributive Bargaining: This zero-sum approach aims to maximize one party's gains at the expense of the other, which may damage long-term relationships.

    Risks and Assumptions:

    • Limited Cultural Exposure: The F-BIT's negotiators may not have sufficient experience negotiating with diverse cultures.

    • Resistance to Change: Negotiators may be reluctant to adopt new negotiation strategies that deviate from their established practices.

    8. Next Steps

    - Implement a training program to educate negotiators on the recommended strategies.- Engage in role-playing exercises to simulate cross-cultural negotiations and practice new techniques.- Establish a system for feedback and evaluation to monitor the effectiveness of the new strategies and make necessary adjustments.

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    Case Description

    This case explores how neuroscientist Mariam Chammat helped set up the first behavioral insights team at the center of the French government, and encouraged French administrations to innovate and create policy initiatives based on psychological theories of influence and persuasion. Students are asked to assess 35 projects ripe for behavioral intervention and pick the winning proposals.

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