Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

getting to yes

Getting to Yes is a universal method for negotiating personal and professional disputes.

Getting to Yes is a concise strategy for arriving at mutually acceptable agreements in every kind of conflict — whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Written by Program on Negotiation co-founders Roger Fisher, Bruce Patton, and William Ury, Getting to Yes tells you how to separate the people from the problem, Focus on interests rather than positions, and work together towards an outcome that will satisfy both parties. See Also: BATNA: Bringing a Deal Out of the Gutter, Hong Kong Lawyer Benny Tai Inspired by Harvard Negotiation Project Authors, Program on Negotiation Faculty Discuss the US Government Shutdown Negotiations.

The following items are tagged getting to yes

Daily

Integrative Bargaining Examples: Expanding the Pie – Integrative versus Distributive Bargaining Negotiation Strategies

Posted by & filed under Negotiation Skills.

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read More 

Courses and Training

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Executive Education Seminars (3 Day Courses), executive training.

Negotiation and Leadership Dealing With Difficult People and Problems Fall: September 19-21, 2016 | October 24-26, 2016 | December 5-7, 2016

Become a More Effective Negotiator Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

Improve … Read More 

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Free Report

Fall 2016 Seminar Program Guide

Posted by & filed under Free Report.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. … Read More 

Daily

Alternative Dispute Resolution (ADR) Training: Mediation Curriculum

Posted by & filed under Mediation.

NP@PON collected many types of curriculum materials from teachers and trainers who attended the 2009 Mediation Pedagogy Conference. We received general materials about classes on Alternative Dispute Resolution (ADR) as well as highly specific and idiosyncratic units like Conflict Resolution through Literature: Romeo and Juliet and a negotiating training package for female managers from … Read More 

Courses and Training

Getting to YES with Yourself

Posted by & filed under 1 Day Courses, executive training.

December 8, 2016 Getting to YES with Yourself

William L. Ury

William L. Ury Co-author of Getting to YES; author of Getting Past No: Negotiating with Difficult People, and The Power of a Positive No

What’s the greatest obstacle to successful agreements and satisfying relationships? The unexpected truth is that often we are. In this new, one-day program led by William L. … Read More 

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Good For You, Great For Me

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Lawrence Susskind Win at win-win negotiating! Find trades that create much more value than either you or your opponent thought possible while satisfying the interests of your back table – the people to whom you report. … Read More 

Daily

Are You Your Own Worst Enemy?

Posted by & filed under Teaching Negotiation.

Q&A with William Ury, author of the new book, Getting To Yes With Yourself 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 … Read More 

Courses and Training

Dealing with Difficult Conversations

Posted by & filed under 1 Day Courses, executive training.

We all have conversations we anticipate with dread, because they may determine our fate and we don’t know how to make them succeed. Whether it’s trying to keep a customer happy without eroding your profit margin, address unacceptable behavior successfully without losing a high performer, close a critical acquisition without overpaying, or gain alignment on … Read More 

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Daily

Courses and Training

Negotiation Workshop: Improving Your Negotiating Effectiveness

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (5 Day Courses).

Too many negotiators leave value on the table. They painfully divide a small pie after a costly battle while failing to capture offsetting opportunities for joint gain, or win the battle, but at the cost to relationships and reputation that limit long-term value. Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, … Read More 

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Daily

Program on Negotiation Faculty Member Daniel Shapiro Releases New Book – Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts

Posted by & filed under Negotiation Skills.

Program on Negotiation faculty member Daniel Shapiro’s latest book, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts, is now available at the Teaching Negotiation Resource Center. Dan Shapiro has written a masterpiece – clear, insightful, and practical – about the most difficult and emotionally-charged of negotiations…Highly recommended! -William Ury, co-author of Getting to Yes … Read More 

Courses and Training

Negotiation and Leadership: Dealing with Difficult People and Problems

Posted by & filed under Executive Education Seminars (3 Day Courses), executive training.

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More 

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Coping with International Conflict A Systematic Approach to Influence in International Negotiation

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This text combines the clear, concise, and proven principles and practice of conflict management from Fisher’s bestselling Getting to Yes with the newest problem-solving approaches to international relations. Many of the concepts grew out of materials Fisher and his colleges use in their international consulting work to teach problem-solving and conflict management skills to diplomats … Read More 

Daily

Product

Daily

The Best Negotiation Exercises, Role-Plays and Videos for the New Semester

Posted by & filed under 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 role-play … Read More 

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In the Shadow of the City

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Michael Wheeler A simulated mediation between an aid worker and a project funder, featuring Getting to YES co-author Bruce Patton as the mediator … Read More 

Daily

Teaching Negotiation Videos – All Downloadable!

Posted by & filed under 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 

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HackerStar Negotiation, The

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Morgan Guaranty Trust Company Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher … Read More 

Daily

Six Guidelines for “Getting to Yes”

Posted by & filed under Negotiation Skills.

In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read More 

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When Talk Works Profiles of Mediators

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When mediator Jimmy Carter talks, world leaders listen. When violence erupts in a public housing project, Linda Colburn mediates for peace. And when attorney William Hobgood intervenes to resolve a labor dispute, he saves workers and management the economic and emotional costs of litigation. When Talk Works goes behind the scenes with accomplished mediators to show … Read More 

Daily

“Negotiating at Work: Turn Small Wins into Big Gains”: A Book Talk with Deborah Kolb

Posted by & filed under Daily, Events.

neg at work

The Program on Negotiation at Harvard Law School is pleased to present: Negotiating at Work: Turn Small Wins into Big Gains

with Deborah Kolb Professor Emerita, Simmons College School of Management Tuesday, November 17 4:00-5:15 PM Pound Hall 102 Harvard Law School Campus Free and open to the public; refreshments will be served.   About the book: Negotiation is undoubtedly essential to navigating the working world. Dr. … Read More 

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Daily

Negotiating the Path of Abraham: The Flip Side of the Middle East

Posted by & filed under Daily, Events.

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The Abraham Path Initiative and the Program on Negotiation at Harvard Law School are pleased to present:

Negotiating the Path of Abraham: The Flip Side of the Middle East

with William Ury Co-author of “Getting to Yes” and co-founder of Harvard’s Program on Negotiation  and Dave Cornthwaite, Leon McCarron, Hannah Messerli, James Sebenius, and José Filipe Torres Saturday October 10 1:30-5 PM Milstein East B, Wasserstein Hall Harvard Law School Campus Free … Read More 

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Daily

PON Faculty Members Jeswald Salacuse, Deborah Kolb, and William Ury Honored on Time’s List of the Five Best Negotiation Books of 2015

Posted by & filed under Negotiation Skills.

Program on Negotiation faculty members Jeswald Salacuse, Deborah Kolb, and William Ury were named by Time magazine as the authors of three of the five best negotiation books of 2015. Jeswald Salacuse’s latest work, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, describes the negotiation skills people need to succeed … Read More 

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Negotiation Genius

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Deepak Malhotra & Max Bazerman Clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients – Co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category) … Read More 

Daily

VIDEO: William Ury on “Getting to Yes with Yourself”

Posted by & filed under Negotiation Skills, Videos.

On January 22nd, 2015, the Program on Negotiation was pleased to welcome back William Ury to Harvard Law School. Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, … Read More 

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Handbook of Dispute Resolution (The)

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Winner, National Institute for Advanced Conflict Resolution’s 2005 Book Award – A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes … Read More 

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Getting Together Building Relationships as We Negotiate

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Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships-in business, in government, between friends, and in the … Read More 

Daily

Conflict Resolution and Opportunities for Mutual Gains in Negotiation: Key Concepts from Getting to Yes

Posted by & filed under Conflict Resolution.

Poor communication explains many of our negotiation mistakes, write Roger Fisher, William Ury, and Bruce Patton in Getting to Yes, their landmark book. Here are four negotiation skills tips adapted from Susan Hackley’s May 2005 article “Can You Break the Cycle of Bad Communication?,” first published in Negotiation. … Read More 

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Getting Ready to Negotiate The Getting to YES Workbook

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The companion volume to Getting to Yes — an essential, easy-to-use workbook on effective negotiating. Getting Ready to Negotiate

The first workbook to illustrate the process described in the extraordinary bestseller, Getting to Yes.

Designed to help the beginner as well as the seasoned pro prepare for every type of negotiation.

Use the book as a refresher course on … Read More 

Daily

Program on Negotiation Faculty On How To End the US Government Shutdown

Posted by & filed under Conflict Resolution.

The Washington Post’s “On Leadership” column by Jenna McGregor asked renowned negotiation experts on how the government shutdown in Washington, DC could be ended at the bargaining table. Among the experts interviewed were Robert Mnookin, Chair of the Program on Negotiation at Harvard Law School (PON) and author of Bargaining With The Devil: When To Negotiate, … Read More 

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Daily

Win-Win Negotiations in the Middle East: How the Principles Behind the Harvard Negotiation Project Apply to Israel and Palestine

Posted by & filed under Middle East Negotiation Initiative, Win-Win Negotiations.

Peace talks in the Middle East between Israel and Palestine have stalled for years and, with no ‘new beginnings’ on the horizon, many have come to expect stagnation and lack of progress in talks between the neighbors. That was until this week when Secretary of State John Kerry was successful in getting Palestinian and Israeli … Read More 

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Designing Conflict Management Systems A Guide to Creating Productive and Healthy Organizations

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As organizations restructure and social stresses escalate, conflict in the workplace is on the rise. Whether in response to organizational goals such as resolving disputes with customers and clients, systemic problems in hiring and promotion practices, or interpersonal issues between managers, employees, and co-workers, business and government agencies are finding it increasingly more productive — … Read More 

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Breaking the Impasse Consensual Approaches to Resolving Public Disputes

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Drawing on his experience in the MIT-Harvard Public Disputes Program, a leading mediator and his co-author provide the first jargon-free guide to consensual strategies for resolving public disputes-indispensable to citizen activists and to business and government leaders.   “A complement to Getting to Yes . . . shows how parties involved in public disputes over housing projects, … Read More 

Daily

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Beyond Reason

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Roger Fisher and Daniel Shapiro Winner of the 2005 CPR Award for Excellence in ADR (Outstanding Book Category). Practical and straightforward advice to use emotions to turn a professional or personal disagreement – big or small – into an opportunity for mutual gain. … Read More 

Daily

Daily

The Program on Negotiation Mourns the Loss of Co-Founder Roger Fisher

Posted by & filed under Negotiation Skills.

Roger Fisher, co-founder of the Program on Negotiation and the Harvard Negotiation Project, died on August 25 at age 90. A true pioneer and leader, he helped launch a new way of thinking about negotiation, and he worked tirelessly to help people deal productively with conflict. “Through his writing and teaching, Roger Fisher’s seminal contributions literally … Read More 

Daily

Leading Horses to Water

Posted by & filed under Negotiation Skills.

The hardest step in negotiation is often the first. Costly lawsuits can drag on it everyone is afraid to be the first to blink. Prospective buyers and sellers can waste endless hours dancing around a possible deal. And in collective bargaining, labor and management teams sometimes paint themselves into corners by refusing to negotiate “matters … Read More 

Daily

William Ury interviewed on the NBA lockout

Posted by & filed under Conflict Resolution.

The good news is the lockout is over and the NBA will be back in business on Christmas Day. The bad news is that as a result of the contract dispute, fans across America have been disappointed and millions of dollars have been lost.  Ticket takers, security guards, bars, restaurants and parking lots near the arenas … Read More 

Daily

PON Film Series presents “The Interrupters”

Posted by & filed under Conflict Resolution, Negotiation and Nonviolent Action, PON Film Series, Student Events.

The PON Film Series presents     “The Interrupters” followed by a post-screening discussion with William Ury, co-author of Getting to YES & Gary Slutkin, Executive Director of Chicago’s Ceasefire Date: Tuesday, November 15, 2011 Time: 6:30 PM Location: Ames Courtroom, Austin Hall, Harvard Law School Campus The Interrupters tells the moving and surprising stories of three Violence Interrupters who try to protect their Chicago … Read More 

Daily

Dr. Ury featured in Washington Post article on debt ceiling negotiations

Posted by & filed under Conflict Resolution.

In a recent article published in the Washington Post, Dr. William Ury, co-founder of the Program on Negotiation, suggests that Republicans and Democrats hammering out a deal on the national debt ceiling could benefit from the experience of negotiators. Professional negotiators know that certain tactics can backfire in tense situations.  Issuing ultimatums, publicly criticizing your counterpart, … Read More 

Daily

How to Get to the Table

Posted by & filed under Business Negotiations.

Adapted from “Leading Horses to Water,” first published in the Negotiation newsletter. The hardest step in negotiation is often the first. Costly lawsuits can drag on if everyone is afraid to be the first to blink. Prospective buyers and sellers can waste endless hours dancing around a possible deal. And in collective bargaining, labor and management … Read More 

Daily

Opening students up to negotiation

Posted by & filed under Negotiation Skills.

Working It Out is a 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation. Written by Getting to YES co-author Roger Fisher and Difficult Conversations co-author Douglas Stone, Working It Out presents core concepts from both books in a clear, simple format with plenty of age-appropriate examples from family, school, workplace and … Read More 

Daily

First, know thyself

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Self-Analysis and Negotiation,” first published in the Negotiation newsletter. “Separate the people from the problem,” advises the bestselling negotiation text “Getting to Yes”. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may … Read More 

Daily

Seeing the Middle East in a New Way: Films from the Abraham Path with William Ury

Posted by & filed under Conflict Resolution, Daily, Dispute Resolution, Events, International Negotiation, PON Film Series.

presents: Seeing the Middle East in a New Way: Films from the Abraham Path

with William Ury

Tuesday, December 8, 2009 7:00PM Ames Courtroom, Austin Hall Harvard Law School Campus Join the Program on Negotiation for a film screening and discussion about The Abraham Path (Masar Ibrahim al Khalil), a route of cultural tourism which follows the footsteps of Abraham/Ibrahim through the … Read More 

Daily

Boost your negotiations skills and confidence

Posted by & filed under Daily, Negotiation Skills, Resources, Reviews of Books.

The following book, Negotiation Genius, was co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category).  It provides clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients. Whether you’ve “seen it all” or are just … Read More