Teaching Negotiation

Teaching negotiation includes instructional areas such as deal setup and design, dispute resolution systems, arbitration, mediation, and meeting facilitation as well as the use of interactive role-play exercises, books, videos, training materials and role-play simulations designed around a specific negotiation skill or concept. The Program on Negotiation’s educational resource center, known as the Teaching Negotiation Resource Center (TNRC), develops a wide-range of role-play simulations –including the popular Sally Soprano negotiation case study — interactive teaching exercises, books, videos, and scholarly papers devoted to the application of teaching negotiation and training effective negotiators.

Materials in the TNRC cover negotiation-related issues in areas ranging from climate change to ethics. Many of the themes are substantive (e.g., environmental negotiations or business negotiations), some target specific sectors (e.g., health care industry), or address particular contexts (e.g., cross-cultural negotiation skills) while others are more process oriented (e.g., facilitation).

The most popular simulation topics include:

Real Estate
Public Policy
Teaching in Law
Water Management Simulations

In addition, once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of dispute resolution and negotiation have had compelling and lasting results.

To help students and professionals learn valuable lessons from these highly skilled negotiators, PON’s Great Negotiator Case Study Series features in-depth studies such as Stuart Eizenstat: Negotiating the Final Accounts of World War II and Lakhdar Brahimi: Negotiating a New Government for Afghanistan.

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Gender Discrimination: How to Reach a Negotiated Agreement

Warren Dent   •  01/09/2017   •  Filed in Teaching Negotiation


As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read More 

The Best Negotiation Exercises, Simulations and Videos for the New Semester

Warren Dent   •  12/20/2016   •  Filed in Teaching Negotiation


The air is buzzing with excitement as students, teachers and institutions prepare for the new academic year. Have you planned your curriculum and purchased your teaching material? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes.

The Teaching Negotiation Resource Center is your one-stop shop for negotiation … Read More 

Q&A with William Ury, author of Getting To Yes With Yourself

Warren Dent   •  12/20/2016   •  Filed in Teaching Negotiation


Are You Your Own Worst Enemy?
We recently interviewed William Ury, co-founder of Harvard’s Program on Negotiation, one of the world’s leading experts on negotiation, and bestselling author of Getting to Yes and Getting Past No, about his new book, Getting To Yes With Yourself.

Great negotiators know that the path to resolution is not always linear … Read More 

The Value of Using Scorable Simulations in Negotiation Training

Warren Dent   •  12/02/2016   •  Filed in Teaching Negotiation


In the fall of 2015, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the way we assess instructional outcomes.

PON co-founder … Read More 

What an Operatic Role-Play Simulation Can Teach You About Negotiation

Warren Dent   •  11/28/2016   •  Filed in Teaching Negotiation


A distinguished older soprano, Sally has not had a lead role in two years. However, when another soprano falls ill, the Lyric Opera is eager to hire Sally…but at what price?
Sally Soprano is one of the best-known role-play simulations from the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC). And it’s a classic for … Read More 

Teaching Negotiation Videos – All Downloadable!

Warren Dent   •  11/07/2016   •  Filed in Teaching Negotiation


Have you been energized by the unique “aha” moment students experience when video is used in their class? Us too!

At the Teaching Negotiation Resource Center we’ve seen increasing demand for our videos as they provide educators with a stimulating launching pad for group discussion.

Whether videos are a frequent component in your curriculum, or even if … Read More 

Negotiation Case Studies: Teach By Example

Warren Dent   •  10/28/2016   •  Filed in Teaching Negotiation


There are good negotiators and there are great ones.
Once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of … Read More 

Negotiation Examples to Help You Become a Better Mediator

Warren Dent   •  09/16/2016   •  Filed in Teaching Negotiation


When opposing parties cannot come to a satisfactory resolution, a strong mediator can make all the difference. By effectively examining the issues at hand and helping parties identify creative solutions, a well-trained mediator builds consensus where there once was none.
To help professionals learn the art of mediation, the Program on Negotiation’s Teaching Negotiation Resource Center … Read More 

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