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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 and Other Sources of Power at the Negotiation Table
    • Power in Negotiations: How to Maximize a Weak BATNA
    • Managing Difficult Negotiators
    • Michael Scott, Negotiation Genius? Lessons from TV Negotiations
    • Learning from BATNA Examples in Negotiation
  • Business Negotiations
    • Top 10 Notable Negotiations of 2022
    • How to Negotiate a Business Deal
    • How to Deal with Cultural Differences in Negotiation
    • Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
    • Negotiation Preparation Strategies
  • Conflict Resolution
    • Value Conflict: What It Is and How to Resolve It
    • Conflict Resolution Examples in History: Learning from Nuclear Disarmament
    • Interpersonal Conflict Resolution: Beyond Conflict Avoidance
    • How to Manage Conflict at Work
    • Strategies to Resolve Conflict over Deeply Held Values
  • Crisis Negotiations
    • AI Negotiation in the News
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Crisis Communication Examples: What’s So Funny?
  • Dealing with Difficult People
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
    • Dealing with Hardball Tactics in Negotiation
    • Managing Difficult Employees: Listening to Learn
    • Dealing with challenging negotiators
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
  • Dealmaking
    • The Art of Negotiation: Anger Management at the Bargaining Table
    • How to Counter Offer Successfully With a Strong Rationale
    • Should Women “Lean In” to Create More Value in Negotiations?
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
    • MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
  • Dispute Resolution
    • Settling Out of Court: Negotiating in the Shadow of the Law
    • What Is an Umbrella Agreement?
    • What is Alternative Dispute Resolution?
    • What is Dispute System Design?
    • Three Questions to Ask About the Dispute Resolution Process
  • International Negotiation
    • Government Negotiations and Beyond: Using Carrots and Sticks Effectively
    • Cross Cultural Communication: Translation and Negotiation
    • Prompting Peace Negotiations
    • International Arbitration: What it is and How it Works
    • Government Negotiations: The Brittney Griner Case
  • Leadership Skills
    • Moral Leadership: Do Women Negotiate More Ethically than Men?
    • Great Women Leaders Negotiate
    • Directive Leadership: When It Does—and Doesn’t—Work
    • Paternalistic Leadership: Beyond Authoritarianism
    • Nelson Mandela: Negotiation Lessons from a Master
  • Mediation
    • The Mediation Process and Dispute Resolution
    • Mediation Training: What Can You Expect?
    • Mediation Checklist: 5 Questions to Ask When Hiring Mediators
    • How Mediation Can Help Resolve Pro Sports Disputes
    • What is Med-Arb?
  • Negotiation Skills
    • In Negotiation, How Much Do Personality and Other Individual Differences Matter?
    • Distributive Bargaining Strategies
    • Seeking Advice from Others: Framing for Maximum Effect
    • Chatbot Negotiations: What Can AI Do for You?
    • Tired of Liars? Promote More Ethical Negotiation Behavior
  • Negotiation Training
    • Delivering Bad News in Negotiation
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • 10 Negotiation Training Skills Every Organization Needs
    • New Negotiation Books Offer In-Depth Solutions to Practical Challenges
    • Collaborative Negotiation Examples: Tenants and Landlords
  • Salary Negotiations
    • Are Salary Negotiation Skills Different for Men and Women?
    • In Salary Negotiations, Women Do Ask
    • Setting Standards in Negotiations
    • Negotiating Salary: Confronting the Gender Pay Gap
    • Negotiating a Salary When Compensation Is Public
  • Teaching Negotiation
    • Labor Relations: Negotiating Collective Bargaining Agreements
    • New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
    • Expand Your Curriculum with 17 Newly Translated Simulations
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
    • Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
  • Win-Win Negotiations
    • Labor Negotiation Strategies
    • What is a Win-Win Negotiation?
    • Win-Win Negotiation: Managing Your Counterpart’s Satisfaction
    • How to Use Tradeoffs to Create Value in Your Negotiations
    • How to Create Win-Win Situations

Select Your Free Special Report

  • 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
  • How to Negotiate Your Salary and Raises
  • 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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