Adapted from “Contracts 101: What Every Negotiator Should Know about Contract and Agency Law” by Guhan Subramanian (professor, Harvard Business School and Harvard Law School), first published in the Negotiation newsletter, February 2006.

While hammering out an agreement, a mid-level manager offered a customer a significant price discount. When the discount failed to materialize, the customer sued. In response, company representatives … read more »

The Art of Negotiation

Moved to Pound Hall 101 on the HLS Campus
October 18, 2011
7:30 pm

Free and open to the public

Please join world-renowned artist Romero Britto as he unveils a series of paintings produced in collaboration with Professor Daniel Shapiro and Harvard College students.   Each painting illustrates a key aspect to address the emotional dimension of negotiation, as described in Beyond … read more »

Adapted from “When You’re Tempted to Deceive,” by Ann E. Tenbrunsel (professor, the University of Notre Dame) and Kristina A. Diekmann (professor, University of Utah), first published in the Negotiation newsletter, July 2007.

To ensure that you negotiate ethically, you’ll need to identify ethical dilemmas and view unethical behavior clearly. Four guidelines will help you meet these goals:

Set a personal standard. … read more »

Congratulations to Jessica Beess und Chrostin (HLS ’13), the 2011 Fisher/Sander Prize Winner, for her paper “Cross-Border Class Actions and Aggregate Dispute Resolution: Where We Are and How to Move Forward.”

This prize was established in 2007 by the Program on Negotiation in honor of Professors Roger Fisher, the Williston Professor of Law, Emeritus, and Frank E. A. Sander, the Bussey … read more »

Adapted from “Stubborn or Irrational? How to Cope with a Difficult Negotiating Partner,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.

Suppose you’re an experienced salesperson entering into negotiations for a contract renewal with a company you’ve successfully done business with for years. Recently, your counterpart at the other company was replaced by a new … read more »

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 social contexts.

Working It Out explains … read more »

Congratulations to Jamison Davies (HLS ’11), the 2010 Fisher/Sander Prize Winner, for his paper “Formalizing Legal Reputation Markets.”

This prize was established in 2007 by the Program on Negotiation in honor of Professors Roger Fisher, the Williston Professor of Law, Emeritus, and Frank E. A. Sander, the Bussey Professor of Law, Emeritus, two founders of the Program on Negotiation and leaders … read more »

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 the Middle East.

We have … read more »

Adapted from “First, Empathize with Your Adversary,” by Susan Hackley (managing director, Program on Negotiation), first published in the Negotiation newsletter.

Jamil Mahuad, a former mayor of Ecuador’s capital, Quito, was elected president of Ecuador in 1998. For many years, his country had battled with Peru over a disputed border. With his own skills and the aid of negotiation expert … read more »

The Program on Negotiation (PON) is the world’s first teaching and research center dedicated to negotiation, and its founders are among the true pioneers in the field. On April 8, 2003, seven of these founders gathered to reflect on PON’s beginnings in the early 1980s, and on their own journeys as leaders in the field that they helped to create. … read more »