roger fisher

The following items are tagged roger fisher

Daily

BATNA Examples – Resurrecting a Deal at the Negotiation Table

Posted by & filed under BATNA.

What should a business negotiator do when she feels that her BATNA is weak or that the only issues on the bargaining table involve issues of price, or “haggling” scenarios? In this article, the Program on Negotiation offers business negotiation tips for negotiators grappling with a “weak BATNA.” … Read More 

Courses and Training

Getting to YES with Yourself – NEW!

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

How can you say “No” to customers – external or internal – who are pressing you to do something not in your organization’s interest? How can you say “No” to an overly demanding employee or a demanding boss without hurting a valuable relationship? How can you save the deal and the relationship and … Read More 

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Why Is Sincerity Important? How to Avoid Deception in Negotiation

Posted by & filed under Conflict Resolution.

Why is sincerity important at the bargaining table and how do negotiators avoid deception in negotiations? Your counterpart may not realize that her behavior is unethical, and even when she does, she may justify her behavior as being ethical in this particular case. What unethical behavior? Ethical dilemmas often are more obvious to passive observers than to … Read More 

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

Announcing the 2015 Winners of the PON Paper Prizes

Posted by & filed under Daily, Students.

The Program on Negotiation has awarded Bruno Verdini the 2015 Howard Raiffa Doctoral Student Paper Award for his paper “Charting New Territories Together: Laying the Foundations for Mutual Gains in United States – Mexico Water and Energy Negotiations.” This paper was submitted as his dissertation for the Ph.D. program at the Massachusetts Institute of Technology. Emily Cole Groden … Read More 

Courses and Training

Negotiation Workshop: Strategies, Tools, and Skills for Success

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

Please note: Strategies, Tools, and Skills for Success is currently full and faculty invite you to add your name to a waitlist from which they may draw participants should spaces become available. To be added to the waitlist for this section, please click “Register Now” below and follow the instructions. … Read More 

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Daily

Courses and Training

Advanced Negotiation Workshop: Making Difficult Conversations More Productive

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

When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and behaviors can help create and perpetuate negotiation … Read More 

Product

Getting It DONE How to Lead When You’re Not In Charge

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Co-author Roger Fisher moves from dispute resolution to improving collaboration, presenting proven strategies to help anyone get better results from coworkers. Getting It DONE explains how you can best help a group formulate a clear vision of the results they want, suggest a course of action that you can implement, and learn from past experiences. … 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

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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Good Offices in a War-Weary World

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Michele Ferenze, Executive Producer An exploration of the role of “good offices” providers in long-standing, complex conflicts … 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 

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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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Negotiation Strategies for Mutual Gain

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This volume is a collection of essays which present key concepts and strategies intended to promote effective negotiation and mutually beneficial dispute resolution. This book is for people in all fields who need to deal with conflict and resolve issues on a continual basis. The book assumes that conflicts, managed well, can provide the impetus … Read More 

Daily

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Negotiating on Behalf of Others Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everyone Else

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Most negotiation theory assumes direct interaction between two principals. Negotiating on Behalf of Others challenges this view and suggests that because most people negotiate on behalf of others, a radical shift is required in the way we think about (and conduct) negotiations. It offers a framework for understanding the complexity and effects of negotiating on … Read More 

Daily

The Program on Negotiation’s MIT-Harvard Public Disputes Program Releases “Collaborative Approaches to Environmental Decision-Making” Case Studies

Posted by & filed under Conflict Resolution, MIT-Harvard Public Disputes Program.

The MIT-Harvard Public Disputes Program, one of the Program on Negotiation at Harvard Law School’s many research programs, acts as a center for research committed to thinking about and resolving disputes in the public sector. Led by its Director and Program on Negotiation executive committee member Lawrence Susskind, the MIT-Harvard Public Disputes Program conducts research … Read More 

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Multiparty NegotiationFour-Volume Set

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This comprehensive four-volume collection on multiparty negotiation brings together nearly 100 classic works and cutting-edge papers from law, international politics, organization studies and public administration … 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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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 

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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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

HNLR Symposium Review: “Ideas and Impact: Roger Fisher’s Legacy”

Posted by & filed under Dispute Resolution, Events, Videos.

On March 2, 2013, the Harvard Negotiation Law Review held their 2013 Symposium, entitled “Ideas and Impact: Roger Fisher’s Legacy.” This event celebrated Professor Fisher, co-founder of the Harvard Negotiation Project and the Program on Negotiation. Professor Fisher passed away last summer. During the day-long event, distinguished panelists explored current trends and opportunities for aspiring scholars … Read More 

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Daily

Grant Strother (HLS 2012) Wins Conflict Prevention and Resolution Award for Best Original Student Article

Posted by & filed under Conflict Resolution.

Recent Harvard Law School Graduate Grant Strother ’12 was selected to receive The International Institute for Conflict Prevention & Resolution (CPR) Outstanding Original Student Article Award for his paper, “Resolving Cultural Property Disputes in the Shadow of the Law.” This award recognizes a student article or paper that is focused on events or issues in … Read More 

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Beyond Reason Using Emotions as You Negotiate

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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

Harvard Negotiation Law Review Symposium Will Honor Roger Fisher

Posted by & filed under Dispute Resolution, Negotiation Skills.

The Harvard Negotiation Law Review’s 2013 Symposium, entitled, “Ideas and Impact: Roger Fisher’s Legacy,” will be held on Saturday, March 2, 2013 at the Harvard Law School in Austin North from 9:00 a.m. to 5:00 p.m.   The full-day event will explore the contributions of the late Roger Fisher, co-founder of the Harvard Negotiation Project and … Read More 

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Harvard Negotiation Law Review

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Negotiation, not adjudication, resolves most legal conflicts. However, despite the fact that dispute resolution is central to the practice of law and has become a “hot” topic in legal circles, a gap in the literature persists. “Legal negotiation” — negotiation with lawyers in the middle and legal institutions in the background — has escaped systematic … Read More 

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Roger D. Fisher, 1922-2012

Choosing to Help

Posted by & filed under Negotiation Skills.

It is the spring of 1997 and I am sitting in Pound 107 while Roger Fisher ’48, Williston Professor of Law, Emeritus, is telling a story about his serving as a weather reconnaissance pilot in World War II. As a teaching assistant for the Negotiation Workshop, I have heard the story at least a dozen … Read More 

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

A Common Ground Approach to Societal Conflict Resolution

Posted by & filed under Events, International Negotiation, Student Events.

The Program on Negotiation is pleased to present:

A Common Ground Approach to Societal Conflict Resolution with

John Marks President and Founder of Search for Common Ground and

Susan Collin Marks Senior Vice President of Search for Common Ground Monday, October 15th, 2012 12 p.m. – 1 p.m. Wasserstein 2004 Harvard Law School Campus Please bring your own lunch; soft drinks and cookies will be served About … Read More 

Daily

Roger Fisher Papers Open at Harvard Law School Library

Posted by & filed under Negotiation Skills.

Roger Fisher, one of the cofounders of the Program on Negotiation at Harvard Law School and Samuel Williston Professor of Law, Emeritus, was honored on the 8th of April with a celebration of his career, research, and contributions to both the HLS community and the field of negotiation. … 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

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

How much authority do they have?

Posted by & filed under Business Negotiations.

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 … Read More 

Daily

The Art of Negotiation

Posted by & filed under Conflict Resolution, Daily, Events, Student Events, Students.

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 … Read More 

Daily

Negotiators: Keep yourself honest

Posted by & filed under Business Negotiations, Daily.

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 … Read More 

Daily

2011 Winner of the Roger Fisher/Frank E. A. Sander Student Paper Prize Announced

Posted by & filed under Daily, News, Students.

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 … 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

Shapiro named 2011 Burke Global Health Fellow

Posted by & filed under Conflict Resolution, Daily, News.

Professor Daniel Shapiro, Associate Director of the Harvard Mediation Project, has been selected as one of four 2011 Burke Global Health Fellows by the Harvard Global Health Institute. During his fellowship, Professor Shapiro will develop materials for a new Harvard course designed to train leaders on how to mediate conflicts with a strong emotional or … 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

Dealing With a Stubborn Counterpart

Posted by & filed under Daily, Negotiation Skills.

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 … Read More 

Daily

Everyday Ingenuity

Posted by & filed under Daily, Negotiation Skills.

Adapted from the Negotiation newsletter. Negotiation expert Roger Fisher sagely counsels, “Solutions are not the answer.” Instead of tossing demands back and forth on their way to an outcome, negotiators should focus on the process of exploring their underlying needs and interests. Get the process right, and practical solutions often follow. But process still depends on the … Read More 

Daily

Daniel Shapiro featured in article about negotiation in Oprah Magazine

Posted by & filed under Daily, Negotiation Skills.

In her article Mastering the Art of Making a Deal, Valerie Monroe consults Professor Daniel Shapiro for advice on negotiation. The article chronicles Monroe’s attempt to negotiate all of her transactions over the course of a day. Monroe references Beyond Reason, by Professor Shapiro and Professor Roger Fisher as well as William Ury’s book Getting … 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

2010 Winner of the Roger Fisher/Frank E. A. Sander Student Paper Prize Announced

Posted by & filed under Daily, News, Students.

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 … Read More 

Daily

Mediation Curriculum: Trends and Variations

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

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 … Read More 

Daily

Boston Globe highlights mediation trainings for Iraqis

Posted by & filed under Daily, International Negotiation, News.

“The Program on Negotiation at Harvard Law School is a renowned source of expertise in the field,” reported the Boston Globe today in its story, “Iraq latest crucible for Harvard mediation.” Reporting on the work done by conflict resolution professionals at Conflict Management Group in Cambridge, Massachusetts, the report notes that “The blood not spilled … Read More 

Daily

2009 Winner of the Roger Fisher/Frank E. A. Sander Student Paper Prize Announced

Posted by & filed under Daily, News, Students.

Congratulations to Sean McDonnell (HLS ’09), the 2009 Fisher/Sander Prize Winner, for his paper “Fighting With Faith: The Role of Religion in Dealing With Modern Conflict.” 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