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

About: Alex Green

Alternative Text

Laurence Alex Green is a program fellow for the Program on Negotiation's Great Negotiator project and senior research associate for the Harvard Kennedy School's American Secretaries of State Project. A journalist and commentary writer, he has published extensively on environmental policy, the history of disability, and contemporary trends in American publishing. He is a graduate of the Harvard Kennedy School.

Most Recent Article By Alex Green

Servant Leadership and Warren Buffett’s Giving Pledge

Other Articles by Alex Green
  • How to Negotiate in Cross-Cultural Situations
  • Leadership Styles in Negotiation: The Case of Ebay and Paypal
  • The Opposite of Autocratic Leadership Styles
  • Leadership Styles in Crisis Negotiations
  • Pope Francis and the Benefits of Servant Leadership in Negotiations
  • A University Negotiates Accusations of Autocratic Leadership
  • Leadership Style Assessment: Road Map for Podemos in Spain
  • “Chasing Heroin” with Situational Leadership and Negotiation
  • A Negotiation Back on the Rails with Transactional Leadership
  • Conflict Negotiators Turn to Miss Universe
  • The Leadership Styles of “Girls” at the Negotiating Table
  • The Leadership Skills of Late Night
  • Negotiation and Leadership Skills: Jerry Brown Re-Frames a Deal at High Speed
  • The Red Sox Throw the Wrong Leadership at a Negotiation
  • Tough Negotiation Tips from Jennifer Aniston?

Spring 2022 Programs

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    May, June & July 2022

  • Learn More about Negotiation and Leadership

Negotiation and Leadership spring 2022 programs cover

Fall 2022 Programs

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    Fall 2022
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    Fall 2022
  • Learn More about Negotiation and Leadership

Negotiation and Leadership fall 2022 programs cover

NOVEMBER 2022 HARVARD NEGOTIATION MASTER CLASS

  • Download November 2022 Brochure
  • Register Online
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November 2022 Master Class

Select Your Free Special Report

  • Negotiation Master Class November 2022 Program Guide
  • Negotiation and Leadership In-Person Fall 2022 Brochure
  • Negotiation and Leadership In-Person Spring/Summer 2022 Brochure
  • Negotiation and Leadership March and April 2022 Brochure
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • 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
  • Business Crisis Management: Crisis Communication Examples and How to Use Police Negotiation Techniques
  • The New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation
  • Dealing with Difficult People
  • Dealmaking: Secrets of Successful Dealmaking in Business Negotiations
  • Negotiate Strong Relationships at Work and at Home
  • Harborco: Role-Play Simulation
  • International Negotiations: Cross-Cultural Communication Skills for International Business Executives
  • Mediation Secrets for Better Business Negotiations: Top Techniques from Mediation Training Experts
  • Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator
  • Negotiation Strategies for Women: Secrets to Success
  • Real Leaders Negotiate: Understanding the Difference Between Leadership and Management
  • Sales Negotiation Training: Essential Negotiation Skills for Sales Professionals
  • Team-Building Strategies: Building a Winning Team for Your Organization
  • Training Women to Be Leaders: Negotiating Skills for Success
  • Win-Win or Hardball: Learn Top Strategies from Sports Contract Negotiations
  • Teaching Negotiation: Understanding The Impact Of Role-Play Simulations

Teaching Negotiation Resource Center

  • Teaching Materials and Publications

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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
    • 6 Bargaining Tips and BATNA Essentials
    • Negotiation in Business Without a BATNA – Is It Possible?
    • BATNA Strategy: Should You Reveal Your BATNA?
    • What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
    • BATNA Analysis Can Help You Avoid the Agreement Trap
    • BATNA and Other Sources of Power at the Negotiation Table
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
    • Take your BATNA to the Next Level
    • Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations
    • Power in Negotiations: How to Maximize a Weak BATNA
    • Managing Difficult Negotiators
    • How Negotiators Can Stay on Target at the Bargaining Table
    • Adapting the BATNA for International Cultural Differences
    • When Hard Bargaining Wastes Valuable Time
    • How to Make a Good Deal When You Lack Power
    • How to Deal with a Hardball Strategy When You Have a Weak BATNA
    • For Greater Value Creation, Look Beyond Your BATNA
    • 10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
    • For Sellers, The Anchoring Effects of a Hidden Price Can Offer Advantages
    • The Deal-Making Process: Playing the Long Game
    • Negotiation Research: When Many BATNAs Are Worse Than One
    • Dear Negotiation Coach: Managing Perceptions
    • Negotiation research you can use: The irrational impact of disappearing BATNAs
    • Business Negotiation Strategies for Managing the Tension Between Claiming and Creating Value
    • For Business Negotiators, Patience Can be a Virtue
    • The Top Three Defensive Negotiation Strategies You Need to Know
    • 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
    • How Hardball Negotiation Tactics Can Backfire
    • Negotiation and Bargaining with Your BATNA in Mind
    • The Hidden Hazards of BATNA Development
    • What is BATNA?
    • Ethics in Negotiation: How to Avoid Deception in Employment Negotiations
    • Know Your BATNA: The Power of Information in Negotiation
    • Negotiating Around a Bad BATNA
    • BATNA Examples—and What You Can Learn from Them
    • BATNA in Negotiation: A Key Source of Power
    • More than just a game: Negotiating with integrity
    • In BATNA Analysis, Knowledge Is Power
    • The Good Cop, Bad Cop Negotiation Strategy
    • Best Alternative to a Negotiated Agreement: Beyond the Basics
    • Dismantling a Family Business: Three Brothers, Game Theory, and a Coin Toss
    • Deal-Making Techniques for When You Feel Powerless
    • Is your BATNA really a sure thing?
    • Negotiation Strategies for Dealing with Spoilers
    • How Negotiators Can Stay on Target at the Bargaining Table
    • A Bad BATNA for Modern Farmer Magazine
  • Business Negotiations
    • Emotion and the Art of Business Negotiations
    • Beware the Winner’s Curse in Auctions
    • How to Mitigate Stress at the Bargaining Table
    • Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
    • Relationship-Building in Negotiation
    • Framing in Negotiation
    • The Process of Business Negotiation
    • 5 Ways to Be a More Strategic Business Partner
    • Negotiation Advice for Buying a Car: Tips for Improving Your Negotiating Position
    • Women and Negotiation: Narrowing the Gender Gap in Negotiation
    • How to Set Negotiation Goals as a Manager
    • The Importance of Negotiation in Business and Your Career
    • Current Negotiations in the News: Lessons for Business Negotiators
    • The Advantages of Bias at the Negotiation Table
    • How Much Should You Share at the Negotiation Table?
    • Business Negotiation Examples: Choose the Best Kind of Auction
    • Negotiation Tactics for Managing Relationships
    • Negotiation Examples in Real Life: Buying a Home
    • Negotiation Preparation Strategies
    • Sales Negotiation Techniques
    • Contingency Contracts in Business Negotiations
    • Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations
    • In Business Negotiations, Eat Before You Negotiate
    • A Business Negotiation Case Study: Ending the NHL Lockout
    • Dear Negotiation Coach: Assessing Good Negotiation Skills
    • Dealing with Cultural Barriers in Business Negotiations
    • Dealing with Difficult People and Unethical Negotiation Tactics
    • Negotiation in Business: Ethics, Bias, and Bargaining in Good Faith
    • How to Balance Your Own Values in Negotiation
    • In Negotiation, How Much Authority Do They Have?
    • How to Find the ZOPA in Business Negotiations
    • Advice for Bargaining Abroad: Tips on How To Overcome Cultural Barriers
    • Bargaining for a New Car: Real World Negotiations Examples
    • Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
    • Business Negotiation Skills to Curb Your Overconfidence
    • Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization
    • Business Negotiations: How to Improve Your Reputation at the Bargaining Table
    • Solutions for Avoiding Intercultural Barriers at the Negotiation Table
    • 4 Sales Negotiation Traps—and How to Overcome Them
    • How Principal Agent Theory Works in Business Negotiations: Dealmaking Strategies for Bargaining with Agents
    • Business Negotiation Skills: How to Deal with a Failing Business Partnership
    • The Star Wars Negotiations and Trust at the Negotiation Table
    • Salary Negotiations in the NBA and Beyond
    • Negotiation Research You Can Use: Are Women More or Less Likely than Men to Use Deceptive Tactics in Negotiation
    • Dear Negotiation Coach: What Happens When a Business Contract Falls Apart?
    • Employment Contract Negotiation: Morals Clauses
    • Negotiation Mistakes: Apple TV’s Botched Expansion Deals
    • When Negotiation Mistakes Compound over Time
    • Union Negotiations Show How to Bring Reluctant Parties to the Table
    • Signing Bonus Negotiation 101
  • Conflict Resolution
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
    • Negotiation in the News: The Art of Communication and Conflict Resolution
    • Learning from Feedback without Losing Your Mind
    • Tough Topics in Negotiation: Negotiating a Non-Compete Agreement with Employers
    • How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table
    • Do Attitudes in Negotiation Influence Results?
    • The Pitfalls of Negotiations Over Email
    • In Real-Life Conflict Scenarios, Promote Constructive Dissent
    • Elements of Conflict: Diagnose What’s Gone Wrong
    • Mediation and the Conflict Resolution Process
    • The Two Koreas Practice Conflict Management
    • Moving Toward Group Conflict Resolution
    • Business Conflict Management
    • Types of Conflict in Business Negotiation—and How to Avoid Them
    • Managing Expectations in Negotiations
    • For Hollywood Writers, a Heavily Negotiated Business Contract
    • A Case Study of Conflict Management and Negotiation
    • Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators
    • How to Manage Conflict at Work
    • Conflict Management Skills When Dealing with an Angry Public
    • Away from the Podium and Off to the Balcony: William Ury Discusses the Debt Ceiling Negotiations Facing Obama and US Congressional Republicans
    • Cognitive Biases in Negotiation and Conflict Resolution – Common Negotiation Mistakes
    • MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
    • How to Control Your Emotions in Conflict Resolution
    • Negotiating the Good Friday Agreement
    • What is an Arbitration Agreement?
    • What is Conflict Resolution, and How Does It Work?
    • Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict
    • Conflict-Management Styles: Pitfalls and Best Practices
    • How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table
    • Top Ten Posts About Conflict Resolution
    • 5 Conflict Resolution Strategies
    • 3 Types of Conflict and How to Address Them
    • Madeleine Albright’s Ways to Avoid Conflict In Negotiation: First, Put Yourself In Their Shoes
    • Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role
    • Ask A Negotiation Expert: Negotiation Means Sometimes Having To Say You’re Sorry
    • Conflict Management: Intervening in Workplace Conflict
    • Conflict Off the Rink: The NHL Negotiations
    • Managing Conflicts of Interest
    • 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
    • Fostering Constructive Conflict in Team Negotiation
    • In Conflict Resolution, President Carter Turned Flaws Into Virtues
    • Strategies to Resolve Conflict over Deeply Held Values
    • How to Keep Lines of Communication Open at the Thanksgiving Dinner Table
    • Conflict Management: The Challenges of Negotiating Online
    • Teach Your Children How to Resolve Conflicts With This Book
    • Why Is Sincerity Important? How to Avoid Deception in Negotiation
  • Crisis Negotiations
    • In Crisis Negotiations, Stay Rational Under Pressure
    • What is Crisis Management in Negotiation?
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Negotiating Controversial Issues in Difficult Negotiations
    • Learning from crisis negotiations
    • Negotiation in the News: Last Negotiating Moves From A Never-Boring President
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Negotiating Change During the Covid-19 Pandemic
    • Combatting COVID-19 with Common Interests
    • Harvard Law Professor Guhan Subramanian Moderates Panel on Difficult Negotiation Scenarios
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Hostage Negotiation Techniques for Business Negotiators
    • In This Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal
    • Crisis Negotiations: After the West Coast Ports Conflict, Damage Remained
    • Negotiation in the News: Order in the Senate, with the help of a simple tool
    • Negotiating group agreements that last
    • Beyond slingshots: Better tools for negotiating with Goliaths
    • “No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies
  • Dealing with Difficult People
    • Negotiating with the Enemy
    • How to Handle Difficult Customers
    • Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
    • Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
    • Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
    • When Dealing with Difficult People, Try a Complementary Approach
    • Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
    • Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
    • Negotiation Tips: Listening Skills for Dealing with Difficult People
    • How To Counteract Deceptive Tactics in Negotiation
    • Dear Negotiation Coach: The Case for Lowering Your Salary Expectations
    • How to Have Difficult Conversations During the Holidays and Beyond
    • Beyond Walking Away: Facing a Hardball Strategy Head-on
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • Dear Negotiation Coach: Building Trust with Reluctant Counterparts
    • Bargaining in Bad Faith: Dealing with “False Negotiators”
    • How to Deal with Difficult Customers
    • Dealing with Difficult Employees
    • When Our “Principles” Crash up Against our Negotiation Goals
    • Negotiating with Difficult Personalities and “Dark” Personality Traits
    • 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
    • Dealing with Difficult People: Lies, Lies, and More Lies
    • Dealing with challenging negotiators
    • Coping with Difficult Coworkers
    • Dealing with Difficult Clients: Price Negotiations
    • Macron tries to strong-arm a peace deal
    • Successes & Messes: Negotiating in reverse
    • Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
    • Handling Difficult People: The Antisocial Negotiator
    • Negotiation research you can use: When all we can see is red
    • Thoughts from Harvard Business School Faculty Member James Sebenius: A Negotiated Solution to the Government Shutdown
    • How to Handle Difficult People—Including Your Rivals
    • Negotiation in the news: How Jeff Flake went from “Yes” to “Maybe not” (and back to “Yes”)
    • How to Deal with Difficult People
    • Managing Difficult Employees — Like Alex Rodriguez?
    • How to Break Through Barriers in Negotiation When Dealing with Difficult People
    • How to Avoid Preparing Unethical Negotiation Plans
    • Dealing with Difficult People? First Look in the Mirror
    • How Snap Judgments Can Lead Bargainers Astray In Negotiations
    • Dealing with Difficult People – In and Outside of Congress
    • Building Momentum Through Goodwill Gestures
    • Dealing with difficult people— even when you don’t want to
    • The battle for the LA Clippers
  • Dealmaking
    • When First Offers Fail In a Negotiation
    • Writing the Negotiated Agreement
    • Using Integrative Negotiation Techniques to Close the Deal
    • 7 Tips for Closing the Deal in Negotiations
    • Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
    • Dear Negotiation Coach: Is Age a Factor to Bargaining in Good Faith?
    • Dear Negotiation Coach: Creating a Win Win Relationship in Business
    • Business Negotiation Skills: How to Enhance Your Negotiated Agreement
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
    • Dear Negotiation Coach: What Are the Benefits of a Handshake Agreement
    • Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
    • Power in Negotiation: Examples of Being Overly Committed to the Deal
    • MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
    • What Leads to Renegotiation?
    • Trump’s Negotiating Style as President-Elect
    • Try a Contingent Contract if You Can’t Agree on What Will Happen
    • The Winner’s Curse: Avoid This Common Trap in Auctions
    • Should Women “Lean In” to Create More Value in Negotiations?
    • Negotiated Agreements: Why You Should Limit Your Options
    • Dealmaking and the Anchoring Effect in Negotiations
    • Six Strategies for Creating Value at the Negotiation Table
    • The Art of Negotiation: Anger Management at the Bargaining Table
    • Negotiation Techniques: The First Offer Dilemma in Negotiations
    • Understanding Exclusive Negotiation Periods in Business Negotiations
    • Dealmaking: Relationship Rules for Dealmakers
    • Collaborative Negotiation with Competitors
    • New Negotiation Tactics for Your Multiparty Negotiation Toolkit
    • Closing the Deal in Negotiations: Should “Deal” Be a Dirty Word?
    • Dear Negotiation Coach: How Should I Handle an Early Offer Negotiation?
    • Consensus Building on the Court?
    • What is Distributive Negotiation and Five Proven Strategies
    • Dear Negotiation Coach: How Can I Use Deal Structuring and Negotiating to Resolve an Impasse?
    • How to Counter Offer Successfully With a Strong Rationale
    • Dear Negotiation Coach: Am I Using Deceptive Tactics in Negotiation?
    • In Negotiation, it’s All in the Timing
    • Renegotiation Lessons from the NAFTA Talks
    • When Good Negotiations Go Sour: When Mark Wahlberg Asked for More
    • Bipartisan Agreement Proved Elusive in 2017 Immigration Negotiations
    • Dear Negotiation Coach: How to Negotiate Price and Start Off on the Right Foot
    • Dealmaking Secrets from Henry Kissinger
    • Contract Negotiation Skills: Setting Yourself Up for Success
    • How to Get a Great Deal When Trust is Low
    • When Negotiations is a Love Song
    • Negotiation Logistics: Best Practices for Better Deals
    • Why It Pays for Powerful Parties to Negotiate
    • Making the best of pandemic-era deal disruptions
    • Negotiation in the News: The NBA tries to make the best of another (projected) bad season
    • Managing a Multiparty Negotiation
    • MESO Negotiation Strategies and Negotiation Techniques
    • In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
  • Dispute Resolution
    • Dispute Resolution, NHL style
    • What is Dispute System Design?
    • The Door in the Face Technique: Will It Backfire?
    • How to Negotiate with Friends and Family
    • What Is an Umbrella Agreement?
    • How Serious is Your Agent’s Conflict of Interest?
    • Union Strikes and Dispute Resolution Strategies
    • Using Principled Negotiation to Resolve Disagreements
    • Repairing Relationships Using Negotiation Skills
    • Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table
    • Choose the Right Dispute Resolution Process
    • Negotiation Case Studies: Google’s Approach to Dispute Resolution
    • Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China
    • Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People
    • Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
    • Alternative Dispute Resolution In-House: Mediation, Arbitration, or Med-Arb?
    • Dear Negotiation Coach: Determining the Right Compensation Offer After a Disaster
    • What are the Three Basic Types of Dispute Resolution? What to Know About Mediation, Arbitration, and Litigation
    • 3 Negotiation Strategies for Conflict Resolution
    • How to Write a Contract That Doesn’t Leave Room for Interpretation
    • Dear Negotiation Coach: How Can You Create a Fair Dispute Process?
    • When Hard-Bargaining Isn’t Enough
    • Settling Out of Court: Negotiating in the Shadow of the Law
    • Methods of Dispute Resolution: Building Trust in Online Mediation
    • Alternative Dispute Resolution Examples: Restorative Justice
    • Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
    • Dispute Resolution Strategies for Managing Internal Conflicts in Organizations
    • 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?
    • Negotiation Ethics: How to Navigate Ethical Dilemmas at the Bargaining Table
    • The Right Way to Regulate Emotion in Negotiation
    • Win Win Negotiation Example – Change the Name of the Game
    • How Fast-Food Workers Used Alternative Dispute Resolution (ADR) to Demand Higher Wages
    • 15 Things You Need to Know About Environmental Dispute Resolution
    • In Contract Negotiations, Agree on How You’ll Disagree
    • Four Conflict Negotiation Strategies for Resolving Value-Based Disputes
    • When deals fall apart
    • Why Nonaggression Pacts Often Fail
    • Top 10 Dispute Resolution Skills
    • Three Questions to Ask About the Dispute Resolution Process
    • Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
    • Contract Dispute Resolution: Surviving Costly Conflict
    • Negotiation in the News: How a toxic culture led to a costly legal battle for CBS
    • Negotiation in the news: In a skirmish over scallops, it’s the French versus the British
    • Negotiation Update: At Last, Illinois Lawmakers Agree on a Budget
    • Successes & Messes: Broadening their views, rival telescope projects team up
    • What is Dispute Resolution in Law: The Ins and Outs of Arbitration
  • International Negotiation
    • International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
    • Famous Negotiators: Angela Merkel and Vladimir Putin
    • Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
    • Cross-Cultural Communication in Business Negotiations
    • How to Overcome Cultural Barriers in Negotiation
    • Dear Negotiation Coach: Negotiation Interpreters Leave Space for Interpretation
    • Best Negotiators in History: Nelson Mandela and His Negotiation Style
    • How to Overcome Cultural Barriers in Communication – Cultural Approximations of Time and the Impact on Negotiations
    • The Negotiation Process in China
    • The Importance of Relationship Building in China
    • Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
    • Managing Cultural Differences in Negotiation
    • Tough Negotiator: Insights on Vladimir Putin from Former U.S. Secretaries of State
    • Cross Cultural Communication: Translation and Negotiation
    • International Negotiations and Cognitive Biases in Negotiation
    • Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
    • Government Negotiations and Beyond: Using Carrots and Sticks Effectively
    • Dispute Resolution for India and Bangladesh
    • Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
    • Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
    • Elements of Negotiation Style: Angela Merkel
    • Building a Winning Team: Learn from the Disharmony of Trump’s Trade Negotiations with China
    • Effective Leadership: Learning from David Cameron’s Failed Brexit Negotiations
    • Dear Negotiation Coach: When Time is Not Money at the Negotiation Table
    • India’s Direct Approach to Conflict Resolution
    • Negotiation Team Dynamics: The Divide-and-Conquer Strategy
    • Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?
    • Diplomacy Examples in the Covid-19 Era
    • Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality
    • Crisis Negotiation: The European Financial Crisis
    • Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations
    • The Pros and Cons of Back-Channel Negotiations
    • How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate
    • International Negotiations: North and South Korea Talks Collapse
    • How to Solve Intercultural Conflict
    • “Vaccine nationalism”: A lose-lose negotiation strategy
    • How to Overcome Cross Cultural Barriers in Negotiation
    • Negotiation Case Studies: The Bangladesh Factory-Safety Agreements
    • A Crisis Negotiations Case Study: Chen Guangcheng, the United States, China, and Diplomatic Negotiations
    • Culture in Negotiation: Preparing for International Negotiation
    • Political Negotiation: Negotiating with Bureaucrats
    • Reaching agreement when trust is low
    • Ask A Negotiation Expert: Network Building in the Middle East
    • Political Negotiation and Beyond: How (and How Not) to Make Threats
    • Successes & Messes: Sending a strong message on trade
    • Diplomacy and Negotiation Skills Fall Short In U.S.-China Trade Talks
    • Hello from the other side
    • A Lesson from Turkey: Raise Your Profile in International Negotiations
    • International Negotiation Strategies
    • Top 10 International Business Negotiation Case Studies
  • Leadership Skills
    • Servant Leadership and Warren Buffett’s Giving Pledge
    • Leadership and Decision-Making: Empowering Better Decisions
    • Collective Leadership and the Paris Climate Change Agreement
    • Negotiations, Gender, and Status at the Bargaining Table
    • How to Negotiate in Cross-Cultural Situations
    • Leadership Styles in Negotiation: The Case of Ebay and Paypal
    • Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management
    • Negotiation Skills and Bargaining Techniques from Female Executives
    • Great Women Leaders Negotiate
    • Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual Gains
    • The Opposite of Autocratic Leadership Styles
    • Challenges Facing Women Negotiators
    • Managing Negotiators? Avoid 3 Common Negotiation Mistakes
    • Dear Negotiation Coach: Will a Flexible Schedule Change Salary Expectations?
    • Leadership Principles: The Importance of Follow-Through
    • Dear Negotiation Coach: Confronting Unconscious Bias Constructively
    • How an Authoritarian Leadership Style Blocks Effective Negotiation
    • Women in Leadership: Toward More Equitable Negotiations
    • Dear Negotiation Coach: Do Leading Negotiation Experts Practice What they Preach?
    • Dear Negotiation Coach: Eliminating Unconscious Biases at Work By Naming Them
    • Visionary Leadership through Coalition Building
    • Organizational Leadership: Negotiating Buy-In to Your Cause
    • Why diversity hiring efforts often fail—and how your organization can do better
    • Nelson Mandela: Negotiation Lessons from a Master
    • Implicit and Explicit Bias: When Negotiators Discriminate Based on Race
    • Ask A Negotiation Expert: Spreading Negotiation Knowledge for a Better World
    • Ethics in Business Negotiations and in Leadership: How Collusion Limits Value Creating Opportunities
    • Effective Leadership Techniques: Negotiating as an Agent
    • Counteracting Negotiation Biases Like Race and Gender in the Workplace
    • Leadership Styles in Crisis Negotiations
    • Ethical Leadership: Create More Value in Negotiation
    • Ask A Negotiation Expert: Creating More Value—For All
    • Creative Use of Power in Negotiations: Avoid “Last Call”
    • Strategic Leadership: Move Beyond the Status Quo
    • Negotiation In The News: Gambling On A Better Outcome
    • Moral Leadership: Do Women Negotiate More Ethically than Men?
    • Organizational Leadership and Troubled Deals
    • Moral Leadership and the Role of Unconscious Bias
    • Ask A Negotiation Expert: Steering Your Organization Through Crisis
    • Get the best job possible in a tough market
    • Collaborative Leadership at the Louvre
    • Leadership Skills: Negotiating for Diversity, Equity, and Inclusion
    • A Global Leadership Vacuum During the Covid-19 Crisis
    • The Value of Collaborative Leadership During Crises
    • Responsible Leadership in Times of Crisis
    • Successes & Messes: In France, dirty tricks in a highbrow market
    • Negotiation research you can use: Reducing gender bias in hiring negotiations
    • Organizational Leadership in High-Stakes Business Negotiations
    • Negotiation research you can use: When men are—and aren’t—more likely to negotiate than women
    • Collaborative Leadership: Managing Constructive Conflict
  • Mediation
    • What Makes a Good Mediator?
    • Mediation Training: What Can You Expect?
    • Dear Negotiation Coach: Can External Advisers Hinder a Problem Solving Approach?
    • Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
    • Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
    • The Mediation Process and Dispute Resolution
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
    • Types of Mediation: Choose the Type Best Suited to Your Conflict
    • Why is Negotiation Important: Mediation in Transactional Negotiations
    • Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
    • Mediation: Sitting Down at the Table
    • What is Med-Arb?
    • Arbitration vs Mediation: What’s Wrong with Traditional Arbitration?
    • How Mediation Can Help Resolve Pro Sports Disputes
    • Negotiation Research on Mediation Techniques: Focus on Interests
    • Mediation vs Arbitration – The Alternative Dispute Resolution Process
    • Interest-Based Negotiation: In Mediation, Focus on Your Goals
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
    • Alternative Dispute Resolution (ADR): Negotiating for the Right Mediator
    • When Lose-Lose is the Best Alternative to a Negotiated Agreement (BATNA)
    • Negotiation Research You Can Use: Moving from In-Person to Online Mediation
    • Dear Negotiation Coach: To Get Unstuck, Hire a Mediator
    • Mediated Communication Pitfalls
    • Negotiator Toolbox: Using E-Mediation to Resolve Disputes
    • Definition of Mediation and the Mediation Process: The Impact of Lawyers on Alternative Dispute Resolution (ADR)
    • Mediation Checklist: 5 Questions to Ask When Hiring Mediators
    • Techniques for Leading Multiparty Negotiations: Structuring the Bargaining Process
    • Communicate Your Interests Behind the Deal
    • Dispute Resolution: The Advantages of a Neutral Third-Party Mediator
    • Mediation: Negotiating a More Satisfactory Divorce
    • When Michael Bloomberg and NYC Teachers Both Lost
    • Undecided on Your Dispute Resolution Process? Combine Mediation and Arbitration, Known as Med-Arb
    • A Mediation Intervention in Chicago
    • Ask A Negotiation Expert: Federal Mediation Comes Out of the Shadows
    • Using Online Dispute Resolution to Resolve Workplace Conflict
    • What is Divorce Mediation?
    • Mandated Mediation: What to Expect
    • Alternative Dispute Resolution: Values-Based Role Play Simulations for Improving Mediation Skills
    • Managing Faultlines in Group Negotiations
    • Arbitration vs Mediation: Using Teambuilding and ADR in Negotiation
    • Mediation Used in Dispute Resolution Over Art Museums
    • How Does Mediation Work in a Lawsuit: Choosing the Right Mediator
    • Mediating Better Community Relations in New Orleans
    • Mediation Techniques for Conflict Resolution: Negotiation Strategies to Consider Before You Outsource
    • Capture the Best of Mediation and Arbitration
    • A Closer Look at Court-Sponsored Mediation
    • How to Deal with a Difficult Mediator
    • Using Mediators to Resolve Disputes
  • Negotiation Skills
    • Why Negotiations Fail
    • Collective Bargaining Negotiations and the Risk of Strikes
    • Developing Negotiation Skills for Integrative Negotiations – Does Personality Matter?
    • Negotiation Skills from the World of Improv for Conflict Management
    • Will You Avoid a Negotiation Impasse?
    • Pick the Right Negotiation Pace
    • Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?
    • Fairness in Negotiation
    • Self-Fulfilling Prophecies and Power in Negotiation
    • Why First Impressions Matter in Negotiation
    • Power in Negotiation: The Impact on Negotiators and the Negotiation Process
    • Negotiation Skills: Threat Response at the Bargaining Table
    • Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
    • Techniques for Improving Your Negotiating Ability
    • Negotiating Skills: How to Bargain “Behind the Table”
    • Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
    • Finding Mutual Gains In “Non-Negotiation”
    • Negotiation Team Strategy
    • 3 Types of Power in Negotiation
    • What Is Distributive Negotiation?
    • What is Anchoring in Negotiation?
    • Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
    • Power in Negotiation: How Effective Negotiators Project Power at the Negotiation Table
    • How to Negotiate Under Pressure
    • Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
    • Understanding Different Negotiation Styles
    • Emotional Triggers: How Emotions Affect Your Negotiating Ability
    • Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
    • Negotiation Research: Using Hypothetical Questions in Aggressive Negotiations
    • Aggressive Negotiation Tactics: Threats at the Bargaining Table
    • Team Building Using Negotiation Skills
    • VIDEO: William Ury on “Getting to Yes with Yourself”
    • Negotiation Advice: When to Make the First Offer in Negotiation
    • Stonewalling in Negotiations: Risks and Pitfalls
    • Dear Negotiation Coach: Plan Ahead for Negotiation Mistakes
    • The Importance of Communication in Negotiations: Preparing Your Negotiating Team
    • How to Remain Detached Yet Fully Engaged in Negotiations: Tips for Business Negotiators
    • Negotiation Skills: Ways to Use Power Plays in a Negotiation
    • How to Overcome Barriers and Save Your Negotiated Agreement at the Bargaining Table
    • In Business Disputes, Conflict Resolution Styles Can Make All the Difference
    • In Negotiation, How Much Do Personality and Other Individual Differences Matter?
    • Negotiation Ethics: Dealing with Deception at the Bargaining Table
    • Identify Your Negotiation Style: Advanced Negotiation Strategies and Concepts
    • Value Claiming in Negotiation
    • Negotiation Strategies: Emotional Expression at the Bargaining Table
    • Communication in Negotiation: How Hard Should You Push?
    • Facing an Email Negotiation? Take a Proactive Approach
    • Distributive Bargaining Strategies
    • Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
    • Negotiation Skills Training: Define Your Negotiation Style
  • Negotiation Training
    • Best Negotiation Books: A Negotiation Reading List
    • Use a Negotiation Preparation Worksheet for Continuous Improvement
    • The Importance of a Relationship in Negotiation
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • 10 Negotiation Training Skills Every Organization Needs
    • Negotiation Training: What’s Special About Technology Negotiations?
    • 3-D Negotiation Strategy
    • Dear Negotiation Coach: Coordinating Teams to Get Everyone in the Same Frames
    • Dear Negotiation Coach: Breaking Bad News in Negotiation
    • Collaborative Negotiation Examples: Tenants and Landlords
    • Implement Negotiation Training in Your Organization
    • Make the Most of Negotiation Skills Training
    • The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life
    • Advanced Negotiation Techniques: Get the Most out of Negotiation Training
    • Negotiation research you can use: Too guilty to compete?
    • Must-Read Negotiation Books for 2019
    • Negotiation Training with Heart
    • Putting Negotiation Training to Work: The Limits of Lectures
    • Negotiate Your Organizational Vision
    • For Better Negotiation Training, Study the U.S. Government’s Mistakes
    • Negotiation Training: Turning the Lows of Colorado’s Marijuana Laws into Highs
    • Dear Negotiation Coach: Taking the Shame Out of Networking
    • PON Faculty Member Jeswald Salacuse Cited in Majority and Minority Opinions in the US Supreme Court’s BG Group v. Republic of Argentina
    • Negotiation Research You Can Use: Men, Women, and Violations of Trust
    • Happy Holidays from the Program on Negotiation at Harvard Law School!
    • Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
  • Salary Negotiations
    • Renegotiate Salary to Your Advantage
    • When a Little Power is a Dangerous Thing
    • Salary Negotiation: How to Ask for a Higher Salary
    • Are Salary Negotiation Skills Different for Men and Women?
    • How to Negotiate a Higher Salary
    • Why Great Negotiators Earn More Money
    • Ask A Negotiation Expert: There’s More to the Wage Gap Than Women Negotiating Salary
    • Dispute Resolution Example: The Chicago Symphony’s Contract Dispute
    • Make the Most of Your Salary Negotiations
    • Expert Job Negotiation Advice for Long-Term Success
    • Negotiating Salary: Confronting the Gender Pay Gap
    • Dear Negotiation Coach: Negotiating Equity Compensation with Senior Managers
    • How to Negotiate Salary: 3 Winning Strategies
    • Salary Expectations: Calibrating Pay During a Labor Shortage
    • Using Business Negotiation Skills To Move a Deal in your Favor
    • Compensation Negotiation Tips: Lessons from Broadway
    • Negotiators: Resist Vividness Bias in Negotiations
    • Job Offer Negotiation Tips During the Pandemic
    • Asking for More in Salary Negotiation: When Jennifer Lawrence and Jennifer Aniston Spoke Out
    • Setting Standards in Negotiations
    • Salary Negotiations and How to Negotiate Performance-Based Pay
    • Ask A Negotiation Expert: Job Negotiations In the COVID-19 Era
    • How to Bargain Salary: Laughing Matters?
    • Compensation Negotiation Tips for Salary Bargaining
    • Switching Channels: How Fox Star Megyn Kelly Ended up at NBC
    • Negotiation in the News: In a new role, Hollywood actresses fight for equitable pay
    • Star power: Negotiate to take your career to the next level
    • Negotiation Interrupted
    • Negotiate for what you need to succeed
    • A winning pitch?
    • “So, How much do you make?”
  • Teaching Negotiation
    • Planning Your Syllabus for Next Semester? Check Out the Brief Course Outlines from the TNRC
    • Teaching Critical Leadership Skills
    • Sally Soprano All-In-One Curriculum Package is Now Available!
    • Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
    • Teach by Example with These Negotiation Case Studies
    • Three-Party Coalition All-In-One Curriculum Package Now Available!
    • Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
    • Check Out the International Investor-State Arbitration Video Course
    • Harborco All-In-One Curriculum Package Now Available!
    • Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
    • Bidding in an International Business Negotiation: Euro-Idol
    • Teaching Contract Negotiation: Using the Mutual Gains Approach
    • Learn from the Best with the Great Negotiator Case Studies
    • Teach Your Students to Negotiate Climate Change
    • Howard Raiffa Taught Us About Decision-Making and Negotiation
    • Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in Africa
    • Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
    • Ask A Negotiation Expert: Trends in Merger and Acquisition Strategies
    • The Best New Simulations
    • Download Your Next Mediation Video
    • Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
    • Bakra Beverage All-In-One Curriculum Package is Now Available!
    • Dear Negotiation Coach: How Can You De-bias Job Negotiations?
    • Dear Negotiation Coach: Does Communication Style Matter in Negotiation?
    • Parker-Gibson All-In-One Curriculum Package is Now Available!
    • Ask A Negotiation Expert: Making Our Good Negotiation Skills Even Better
    • The Value of Using Scorable Simulations in Negotiation Training
    • Advice for Peace: Ending Civil War in Colombia
    • New Simulation: Having Difficult Conversations Over Email
    • Ask A Negotiation Expert: Using Law Teaching Materials to Build Bridges
    • Digitally Enhanced Simulation Packages – With Live Data Analytics
    • What Are Our Students Actually Learning? Gauging Effectiveness in Teaching Negotiation
    • New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
    • Negotiating Organizational Development
    • Ask A Negotiation Expert: Rebel Negotiation with Professor Francesca Gino
    • New Simulation on Negotiating the Future of Dams
    • Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
    • Power Asymmetry and the Principal Agent Problem
    • Pedagogy in a Pandemic: Teaching Negotiation to a Masked Room
    • Negotiating with Governments: How to Deal with Government Officials
    • New Simulation: Ethical Dilemmas Surrounding Water Shutoffs in Older American Cities
    • The Best Negotiation Exercises, Simulations and Videos
    • Plan Your Curriculum for Next Semester
    • Ask A Negotiation Expert: How Can Women in the Workplace Gain Ground?
    • Negotiating Public Disputes
    • Q&A with William Ury, author of Getting To Yes With Yourself
    • Labor Relations: Negotiating Collective Bargaining Agreements
    • Teach Your Students to Negotiate the Technology Industry
    • Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?
  • Win-Win Negotiations
    • How to Use Tradeoffs to Create Value in Your Negotiations
    • Labor Negotiation Strategies
    • The Difficulty of Achieving a Win-Win Negotiation Outcome
    • What is a Win-Win Negotiation?
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?
    • Win Win Negotiation: Managing Your Counterpart’s Satisfaction
    • Win-Win Negotiation Strategies for Rebuilding a Relationship
    • How to Create Win-Win Situations
    • Win Win Negotiations: Can’t Beat Them? Join a Coalition.
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
    • Win-Lose Negotiation Examples
    • Negotiating for a Win Win Coalition at the Bargaining Table
    • The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”
    • 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
    • Break a Competitive Cycle with Win-Win Negotiation Strategies
    • Why Win-Win Negotiation Has Been Elusive in Covid-19 Vaccine Talks
    • How to Defend Against “Scope Creep” at the Negotiation Table
    • 5 Win-Win Negotiation Strategies
    • Win Win Negotiation: Different Cultures, Shared Meals
    • Negotiation in the News: Scrutinizing a Win-Win Deal
    • When Your Words Push Their Buttons
    • Win-Win Negotiation Techniques: Create Value with Rivals
    • Win-Win Negotiation Skills: Motivate Good Behavior in the #MeToo Era
    • 4 Negotiation Tactics Robert Kraft Used to End the NFL Lockout
    • Videoconferencing: A Win-Win Negotiation Strategy?
    • Be a Better Mind Reader and Create Value Using Integrative Negotiation Strategies
    • When a Win-Win Negotiation Creates Controversy
    • Business Negotiations: Win-Win Strategy for Hospices de Beaune Vineyards
    • A Chance at a Win-Win Negotiation in Hollywood?
    • Win-Win Business Negotiations: The Wachovia Buyout
    • Examples of Negotiation in Business: When “Shrink to Grow” Pays Off
    • Is Your Negotiation Style Holding You Back?
    • How to Bargain for a Mutually Beneficial Agreement
    • Seeking a Win-Win Negotiation? Pass the Chips and Salsa
    • Getting past “You go first”
    • How to win at win-win negotiation
    • Win-Win Negotiations in the Middle East: How the Principles Behind the Harvard Negotiation Project Apply to Israel and Palestine

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