Latest Post

Video-Based Negotiation Scenarios

By on / Teaching Negotiation

Access to multimedia content has rapidly increased throughout the world, with videos and short clips permeating our daily life. We are consuming, producing, and interacting with videos more now than ever before. In light of increasing video fluency and interest in using videos in education, the Program on Negotiation’s Teaching Negotiation Resource Center is creating … Read More 

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

By on / Conflict Resolution

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. How can she improve her cross-cultural negotiation skills?

Research shows that dealmaking across cultures tends to lead to worse outcomes … Read More 

Difficult Situation Examples: The Hostage Negotiator’s Drill

By on / Dispute Resolution

Here are some negotiating skills and negotiation techniques from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker.

Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This type of agreement can … Read More 

“Two Days, One Night” Screening and Discussion

By on / Daily, Events, PON Film Series


The PON Film Series is pleased to present:
Two Days, One Night

Join us for a screening and discussion with
labor-management negotiation scholar Joel Cutcher-Gershenfeld.
Thursday, October 1, 2014
7:00 PM
Langdell Hall South, Harvard Law School
Free admission; public welcome. Pizza, salad, and soda will be served.
About the film:

For the first time, Belgian directors Jean-Pierre and Luc Dardenne team up with a … Read More 

What is the Right of First Refusal?

By on / Business Negotiations

When transferring property, sellers sometimes insist on real estate rights of first refusal – the chance to be first in line to repurchase the property if their buyer later decides to sell.

Rights of first refusal can be obvious advantages if your financial circumstances later change. If you’re keeping adjoining land, you may wish to … Read More 

Define Negotiation Skills: Improve Your Negotiation Skills Training

By Keith Lutz on / Negotiation Skills

How would you characterize your negotiating style: Are you collaborative, competitive, or compromising? If you have trouble answering that question, you’re probably not alone. That’s because skilled negotiators typically take on all these styles during a negotiation: they listen closely and collaborate to create value, they compete for the biggest slice of the pie, and … Read More