Negotiation is the process of discussion between two or more disputants, who seek to find a solution to a common problem, one that meets their needs and interests acceptably. Learning to be a skilled negotiator can help you make deals, solve problems, manage conflict, and preserve relationships. Negotiation strategies, techniques and tips can be found in our Negotiation Newsletter and skills are taught in our Executive Education programs and graduate programs.
Thanks to leadership from the Middle East Negotiation Initiative (MENI) of the Program on Negotiation at Harvard Law School, a series of negotiation skills trainings was recently provided to eleventh grade students from Jewish and Arab schools in Israel. These two-day workshops, co-sponsored by the Program on Negotiation and the Amal Network and funded by … Read More
By following these tips in your next negotiation, you’ll improve your chances of meeting everyone’s interests.
Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched.
When talks begin, remember that getting down to business too quickly can stand in the way of building trust.
Emphasize to … Read More
Consider the first-ever televised debates between the U.S. presidential candidates in 1960.
Studies of the audience after the first of four debates revealed that in the eyes of television viewers, charismatic and confident John F. Kennedy was clearly victorious over the sullen Richard Nixon, who had a five o’clock shadow and was also underweight and pallid … Read More
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four value-creating moves that all negotiators should add to their toolkit. … Read More
In any negotiation, you’re likely to have information about the other party or about the deal (industry facts, economic health, new products, and so on) that the other party might not know you have. … Read More
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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. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.