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PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu

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Spring 2020 HARVARD NEGOTIATION MASTER CLASS

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2020 Programs

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Contact us: Call 1-800-391-8629 (outside the US: +1-301-528-2676) between 9 a.m. and 5 p.m. ET any business day or email hni@law.harvard.edu

Select Your Free Special Report

  • Harvard Negotiation Institute 2020 Summer Programs Guide
  • Negotiation and Leadership Spring 2020 Brochure
  • Negotiation Master Class Spring 2020 Program Guide
  • Negotiation Master Class Fall 2019 Program Guide
  • Negotiation Advice from Negotiation Briefings: The Best of “Dear Negotiation Coach”
  • NEW FREE REPORT! Salary Negotiations
  • Overcoming Cultural Barriers in Negotiation
  • Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator
  • BATNA Basics: Boost Your Power at the Bargaining Table
  • Business Negotiation Strategies: How to Negotiate Better Business Deals

Teaching Negotiation Resource Center

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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.

Articles & Insights

  • BATNA
    • BATNA and Risky Negotiation Tactics
    • Star Wars Stories: George Lucas and a Strong BATNA, Passed Over
    • Understanding Your Counterpart’s BATNA
    • Overcoming Barriers to Agreement: How Dell Computer’s BATNA Informed Its Privatization Negotiations
    • What to Do When Your BATNA is Not Good Enough
  • Business Negotiations
    • In Contract Negotiation, Wise Business Negotiators Sweat the Small Stuff
    • Integrative Negotiations, Value Creation, and Creativity at the Bargaining Table
    • The Winner’s Curse in Negotiations: How to Avoid It
    • Negotiation in Business: Apple and Samsung’s Dispute Resolution Case Study
    • Navigating Business Relationships Using Negotiation
  • Conflict Resolution
    • How to Maintain Your Power While Engaging in Conflict Resolution
    • Conflict Resolution in the Family
    • Conflict Management and Negotiation: Personality and Individual Differences That Matter
    • In Conflict Resolution, President Carter Turned Flaws Into Virtues
    • Conflict Management: The Challenges of Negotiating Online
  • Crisis Negotiations
    • Harvard Law Professor Guhan Subramanian Moderates Panel on Difficult Negotiation Scenarios
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Hostage Negotiation Techniques for Business Negotiators
    • What is Crisis Management in Negotiation?
  • Dealing with Difficult People
    • How to Renegotiate a Bad Deal
    • Managing Difficult Employees: Listening to Learn
    • Negotiation Strategies: Bernie Sanders’ Pragmatic Approach to Negotiating in the Senate
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
    • Managing Difficult Employees, and Those Who Just Seem Difficult
  • Dealmaking
    • 7 Tips for Closing the Deal in Negotiations
    • Managing a Multiparty Negotiation
    • MESO Negotiation Strategies and Negotiation Techniques
    • In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
    • For Price Negotiators, Preparation is the Key to Success
  • Dispute Resolution
    • Diagnose Your Negotiation Techniques and Negotiation Style
    • What is Alternative Dispute Resolution?
    • Alternative Dispute Resolution (ADR) Techniques: Negotiating Conditions
    • The Importance of Power in Negotiations: Taylor Swift Shakes it Off
    • Employee Grievances: Are Most Legal Disputes Resolved in Litigation or Arbitration?
  • International Negotiation
    • Crisis Negotiation: The European Financial Crisis
    • Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations
    • How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate
    • Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
    • International Negotiations: North and South Korea Talks Collapse
  • Leadership Skills
    • Leadership Styles in Crisis Negotiations
    • Servant Leadership and Warren Buffett’s Giving Pledge
    • Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
    • How to Negotiate in Cross-Cultural Situations
    • Pope Francis and the Benefits of Servant Leadership in Negotiations
  • Mediation
    • The Mediation Process and Dispute Resolution
    • Techniques for Leading Multiparty Negotiations: Structuring the Bargaining Process
    • Types of Mediation: Choose the Type Best Suited to Your Conflict
    • Communicate Your Interests Behind the Deal
    • Dispute Resolution: The Advantages of a Neutral Third-Party Mediator
  • Negotiation Skills
    • Notable Negotiation Books for 2020
    • A Negotiation Preparation Checklist
    • Value Creation in Negotiation
    • The Power of a Simple Thank You in Negotiation
    • What Is Distributive Negotiation?
  • Negotiation Training
    • The Importance of a Relationship in Negotiation
    • Implement Negotiation Training in Your Organization
    • Make the Most of Negotiation Skills Training
    • 3-D Negotiation Strategy
    • Must-Read Negotiation Books for 2019
  • Salary Negotiations
    • Asking for More in Salary Negotiation: Jennifer Lawrence and Jennifer Aniston Speak Out
    • Setting Standards in Negotiations
    • Salary Negotiations and How to Negotiate Performance-Based Pay
    • How to Negotiate Salary: 3 Winning Strategies
    • Renegotiate Salary to Your Advantage
  • Teaching Negotiation
    • New Advanced Search! Find New Teaching Materials in Seconds
    • Power Asymmetry and the Principal Agent Problem
    • Negotiate the Healthcare Industry
    • Digitally Enhanced Simulation Packages – NEW Simulations Added
    • 2019 Negotiation Pedagogy Conference
  • Win-Win Negotiations
    • Negotiating for a Win Win Coalition at the Bargaining Table
    • The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”
    • Labor Negotiation Strategies
    • Win-Win Negotiations: Should You Consider a Deal Sweetener?
    • Google’s Negotiations with Groupon: How Business Negotiators Can Maximize Value Claiming When Engaging in Integrative Negotiations

Executive Seminars

  • Negotiation and Leadership: Dealing with Difficult People and Problems BR
  • Negotiation and Leadership: Dealing with Difficult People and Problems AQ
  • Negotiation and Leadership NL P
  • Negotiation and Leadership NL O
  • Negotiation and Leadership: Dealing with Difficult People and Problems
  • Negotiation and Leadership: Dealing with Difficult People and Problems

Harvard Negotiation Institute Seminars

  • Mediating Disputes
  • Negotiation Workshop: Improving Your Negotiating Effectiveness
  • Negotiation Workshop: Strategies, Tools, and Skills for Success
  • Secrets of Successful Dealmaking
  • Negotiating Difficult Conversations: Dealing with Tough Topics Productively
  • Advanced Mediation Workshop: Mediating Complex Disputes

PON Publications

  • Negotiation Briefings, the monthly newsletter
  • Negotiation Journal
  • Harvard Negotiation Law Review

Resources

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