Negotiation Courses

The following items are tagged Negotiation Courses.

Book Review: Assessing Our Students, Assessing Ourselves

Posted by & filed under Pedagogy at the Program on Negotiation (Pedagogy @ PON).

Noam Ebner, James Coben, and Christopher Honeyman, Editors. DRI Press, 2012. 306 pages.

By Todd Schenk


Many of us teaching negotiation pride ourselves on the innovative pedagogical tools we employ. Role-play simulation exercises, case studies, videos, and small-group vignettes are just some of the ways in which we actively and effectively engage students in the learning process. Yet we

Teaching Negotiation Online: Lessons from Teaching in the Simmons College School of Management MBA and MHA Degree Programs

Posted by & filed under Pedagogy at the Program on Negotiation (Pedagogy @ PON).

Simmons College believes that it is important for people in a leadership position, in almost any profession, to have a basic understanding of, and competency in, the negotiation process. Therefore, negotiation is a required course for the Simmons School of Management Master in Business Administration (MBA) and Master in Health Administration (MHA) degrees. The author designed and teaches the negotiation course for the Simmons online MHA program. In this program, the negotiation course is the lead course in the curriculum, and serves as a foundation course. The students are mid-career, health-systems professionals, many of whom have terminal degrees in their clinical areas of expertise. The author also teaches negotiation in the MBA program, where she designed the course as a “blended” experience, with some lessons taught online between face-to-face class sessions.

Great Negotiators

Posted by & filed under DRD Tag Pages.

Great Negotiators


WINTER 2014, 1.5 credit course

James K. Sebenius
(617) 495-9334

Course Objectives:
What can be learned from closely studying great negotiators at work? Since 2001, the Program on Negotiation-an active inter-university consortium comprised faculty from across Harvard, MIT, and Fletcher School of Law and Diplomacy at Tufts–has annually bestowed the “Great Negotiator Award.” Over their

Set your sales force up for success

Posted by & filed under Business Negotiations, Daily.

Adapted from “Managing for Better Results,” by Max H. Bazerman, first published in the Negotiation newsletter, October 2008.

If you’ve ever been disappointed by the negotiation results of your sales force, you’re not alone. There could be many reasons for your employees’ unimpressive results, but there are two most likely culprits: a failure to understand what

Why Classic Cases?

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse

Clearinghouse Customers Speak!

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

In an effort to understand more about how the PON Clearinghouse does and doesn’t meet its customers’ needs, we interviewed a number of long-time Clearinghouse clients. We asked what teaching materials they found most valuable and for what reasons. We also asked how they found out about the Clearinghouse and what additional teaching and training

Harvard Negotiation and Mediation Clinical Program receives Conflict Prevention and Resolution Institute’s 2010 Award

Posted by & filed under Conflict Resolution, Daily, Harvard Negotiation and Mediation Clinical Program, News, Students.

The Conflict Prevention and Resolution Institute (CPR) selected the Harvard Negotiation and Mediation Clinical Program (HNMCP) to be the recipient of its 2010 Problem Solving in the Law School Curriculum Award at its annual awards banquet on January 11, 2011 at the New York offices of Fulbright & Jaworski LLP.  The clinic’s director and founder,

Shakespeare and Negotiation

Posted by & filed under Daily, Events, Negotiation Skills.

“Shakespeare and Negotiation”

Leo Smyth

A not-too-serious concoction of Readings and Reflections on some Shakespearean ideas about the handling of disputes.

Date: September 21, 2010

Time: 12:00PM to 1:00PM
Where: Pound Hall, Room 512, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.
Click here for a campus map.

Speaker Bio
Leo Smyth obtained his Master’s degree in psychology

Find Strength in Numbers

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Make Your Weak Position Strong,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.

A common complaint among managers and executives who attend negotiation courses and seminars is that they don’t learn enough about negotiating from a position of weakness. What can you do when you have a weak BATNA,

Jeswald Salacuse Article Published in International Negotiation Journal

Posted by & filed under Daily, International Negotiation.

Jeswald Salacuse’s article Teaching International Business Negotiation: Reflections on Three Decades of Experience was published in International Negotiation, Volume 15, Number 2. The full article can be purchased here.


The author has taught international business negotiation in a wide variety of university courses and executive training programs throughout the world during the last three decades. He