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Faculty & Research
Program on Negotiation Harvard Law School
Program on Negotiation at Harvard Law School

PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu


Roger Fisher

For more information on Roger Fisher, please see:

  • In Memoriam: Roger Fisher
  • What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators
  • Peace in the Middle East: Lessons from a Legend
  • Harvard Law Review, Vol 126(4), Feb 2013, “In Memoriam: Roger Fisher.”

Articles & Insights

  • BATNA
    • BATNA in Negotiation: When the “Stronger” Side Isn’t So Strong
    • BATNA and Other Sources of Power at the Negotiation Table
    • Know Your BATNA: The Power of Information in Negotiation
    • Taylor Swift: Negotiation Mastermind?
    • BATNA Examples—and What You Can Learn from Them
  • Business Negotiations
    • Signing Bonus Negotiation 101
    • Notable Business Negotiations of 2024
    • 10 Great Examples of Negotiation in Business
    • Simplify Multiparty Negotiations with Stakeholder Alignment
    • How to Negotiate in Good Faith
  • Conflict Resolution
    • How Conflict Examples Can Teach Us to Listen
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Conflict Resolution in the Family
    • Negotiating Conflict in Teams
    • Learning from Feedback Without Losing Your Mind
  • Crisis Negotiations
    • AI Negotiation in the News
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Negotiating Change During the Covid-19 Pandemic
  • Dealing with Difficult People
    • Bargaining in Bad Faith: Dealing with “False Negotiators”
    • Managing Difficult Employees—or Managing Ourselves?
    • How to Handle Difficult Customers
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
  • Dealmaking
    • How to Counteroffer in Business Negotiation
    • What Is Multiparty Negotiation? Definition, Challenges, and Strategies
    • Dealmaking and the Anchoring Effect in Negotiations
    • The First-Offer Dilemma in Negotiations: Should You Make the First Offer?
    • 5 Dealmaking Tips for Closing the Deal
  • Dispute Resolution
    • What is Dispute System Design?
    • How to Negotiate with Friends and Family
    • In Contract Negotiations, Agree on How You’ll Disagree
    • Three Questions to Ask About the Dispute Resolution Process
    • Top 10 Dispute Resolution Skills
  • International Negotiation
    • Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
    • India’s Direct Approach to Conflict Resolution
    • Prompting Peace Negotiations
    • Negotiation Team Dynamics: The Divide-and-Conquer Strategy
    • In Cross-Cultural Negotiations, Improve Your Awareness
  • Leadership Skills
    • Paternalistic Leadership: Beyond Authoritarianism
    • Participative Leadership: What It Can Do for Organizations
    • Charismatic Leadership: Weighing the Pros and Cons
    • How to Negotiate in Cross-Cultural Situations
    • Nelson Mandela’s Negotiation Skills: Lessons in Patience, Strategy, and Moral Courage
  • Mediation
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
    • Mediation Checklist: 5 Questions to Ask When Hiring Mediators
    • Types of Mediation: Choose the Type Best Suited to Your Conflict
    • Mediation Training: What Can You Expect?
    • Med-Arb vs. Arbitration vs. Mediation: How Hybrid Dispute Resolution Works
  • Negotiation Skills
    • Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
    • Negotiation Strategies: Emotional Expression at the Bargaining Table
    • Ask A Negotiation Expert: The Surprising Benefits of Negotiating with Your Kids
    • International Conflict and Humanitarian Negotiations
    • Value Claiming in Negotiation
  • Negotiation Training
    • 3-D Negotiation Strategy
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • Relationships in Negotiation: The Advantages of Rapport Building
    • Best Negotiation Books: A Negotiation Reading List
    • 10 Negotiation Training Skills Every Organization Needs
  • Salary Negotiations
    • How to Counter a Job Offer: Avoid Common Mistakes
    • Renegotiate Salary to Your Advantage
    • Should You Negotiate a Job Offer?
    • Salary Negotiation Strategies from Everyday Experts
    • How to Ask for a Raise: 3 Research-Backed Strategies That Improve Your Odds
  • Teaching Negotiation
    • Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
    • Expand Your Curriculum with 17 Newly Translated Simulations
    • Teach Your Students to Negotiate the Technology Industry
    • Teach Your Students to Negotiate a Management Crisis
    • Teach Your Students How to Have Difficult Conversations Over Email
  • Win-Win Negotiations
    • 5 Win-Win Negotiation Strategies
    • How to Create Win-Win Situations in Business Negotiation
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
    • Win-Win Negotiation: How to Keep Your Bargaining Partner Satisfied

Select Your Free Special Report

  • AI and Negotiation
  • Managing Complex Negotiations March and June 2026 Program Guide
  • Negotiation Essentials Online (NEO) March and May 2026 Program Guide
  • Negotiation Master Class Spring 2026 Program Guide
  • Effective Negotiation Preparation for an Uncertain World
  • Negotiation and Leadership Spring 2026 Program Guide
  • Negotiation Essentials In-House Program Guide
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • Teaching Materials and Publications

Stay Connected to PON

Preparing For Negotiation

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.

PON Publications

  • Negotiation Journal
  • Negotiation Data Repository (NDR)
  • Harvard Negotiation Law Review

Free Videos

  • PON AI Summit: Welcome and Introduction
  • PON AI Summit: AI Negotiation Competitions
  • PON AI Summit: AI as a Researcher
  • PON AI Summit: AI as a Negotiator and Mediator
  • PON AI Summit: AI as a Coach

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