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About: Michael Phillips

Most Recent Article By Michael Phillips

The 4P Framework for Strategic Negotiation and Leadership
Other Articles by Michael Phillips
  • PON Global — Online July 2021 Brochure
  • Negotiation and Leadership Spring 2021 Brochure
  • Change Management: Negotiating Organizational Change in the 21st Century
  • 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
  • Hong Kong
  • Santiago, Chile
  • Negotiation and Leadership: Dealing with Difficult People and Problems
  • Teaching Negotiation: Understanding The Impact Of Role-Play Simulations
  • Dubai, United Arab Emirates
  • Mexico City, Mexico

Spring 2021 HARVARD NEGOTIATION MASTER CLASS

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Select Your Free Special Report

  • PON Global — Online September and November 2021 Brochure
  • Negotiation and Leadership Fall 2021 Brochure
  • PON Global — Online July 2021 Brochure
  • Negotiation and Leadership Summer 2021 Brochure
  • Negotiation Master Class Spring 2021 Program Guide
  • Negotiation and Leadership Spring 2021 Brochure
  • PON Global — Online February and March 2021 Brochure
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • 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
  • 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
    • Negotiation Research: When Many BATNAs Are Worse Than One
    • Dear Negotiation Coach: Managing Perceptions
    • 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
    • 6 Bargaining Tips and BATNA Essentials
    • Negotiation in Business Without a BATNA – Is It Possible?
    • What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
    • Negotiation research you can use: The irrational impact of disappearing BATNAs
    • BATNA and Other Sources of Power at the Negotiation Table
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
    • Business Negotiation Strategies for Managing the Tension Between Claiming and Creating Value
    • BATNA Strategy: Should You Reveal Your BATNA?
    • 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
    • 10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
    • 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
    • For a Better Deal, Look Beyond Your BATNA
    • 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
    • Negotiation Power Plays
    • For Sellers, Staying Mum on Price Can Offer Hidden Advantages
    • Negotiation Research in the News: Adapting the BATNA strategy across cultures
    • Exercising Your BATNA: When American Apparel Ousted Dov Charney
    • Negotiation Research: When Powerful Negotiators Cut Corners
    • Using Your BATNA: Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’
    • In Platform Negotiations with Clinton, Sanders Was Victorious
  • Business Negotiations
    • 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
    • Dealing with Cultural Barriers in Business Negotiations
    • Negotiation in Business: Ethics, Bias, and Bargaining in Good Faith
    • Dear Negotiation Coach: When Selling a Business, Use Data
    • 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
    • On Social Media, Business Negotiators Should Post with Caution
    • Bargaining for a New Car: Real World Negotiations Examples
    • Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
    • Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
    • Business Negotiation Skills to Curb Your Overconfidence
    • Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization
    • M&A Negotiation Tactics: In Discovery-WarnerMedia Deal, AT&T Tries, Tries Again
    • 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
    • Win-Win Bargaining: Private Negotiation, Public Auction, or Both?
    • 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
    • Emotion and the Art of Business Negotiations
    • How to Mitigate Stress at the Bargaining Table
    • Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
    • Dear Negotiation Coach: What Hostage Negotiations Can Teach Any Negotiator
    • Framing in Negotiation
    • The Process of Business Negotiation
    • How to Respond to Questions in Negotiation
    • 5 Ways to Be a More Strategic Business Partner
    • 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
    • Amazon–Whole Foods Negotiation: Did the Exclusive Courtship Move Too Fast?
    • Dear Negotiation Coach: How Can You Simplify Complex Negotiations with Stakeholder Alignment?
    • Government Negotiations: Pfizer’s Rocky Road to U.S. Covid-19 Vaccine Deals
    • Negotiating fruitful partnerships at warp speed
    • Test Your Negotiation Decision-Making Ability
    • Four Ways to Manage Conflict in the Workplace
  • Conflict Resolution
    • Business Conflict Management
    • Types of Conflict in Business Negotiation—and How to Avoid Them
    • 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
    • What is Conflict Resolution, and How Does It Work?
    • How to Control Your Emotions in Conflict Resolution
    • Negotiating the Good Friday Agreement
    • What is an Arbitration Agreement?
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
    • Do Attitudes in Negotiation Influence Results?
    • Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role
    • 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
    • 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
    • Managing Expectations in Negotiations
    • 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
    • Negotiation with Your Children: How to Resolve Family Conflicts
    • Integrative Negotiations: Dispute Resolution Through Joint Fact-Finding
    • Conflict Negotiation Skills for Broken Contracts
    • Conflict Resolution and Opportunities for Mutual Gains in Negotiation
    • International Negotiation Role Playing: Understanding the Theory and Practice of Systemic Peacebuilding
    • Women Negotiators and Barriers to the Bargaining Table
    • How Mood Affects Negotiators
    • 5 Conflict Resolution Strategies
    • Negotiation Case Study: Sincerity’s Power in Negotiation
    • Top Ten Posts About Conflict Resolution
  • Crisis Negotiations
    • What is Crisis Management in Negotiation?
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • 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
    • Negotiating Controversial Issues
    • “No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies
    • Negotiating in the heat of the moment
  • Dealing with Difficult People
    • When Dealing with Difficult People, Try a Complementary Approach
    • Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
    • Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
    • Dear Negotiation Coach: Building Trust with Reluctant Counterparts
    • Negotiation Tips: Listening Skills for Dealing with Difficult People
    • How to Handle Difficult Customers
    • Negotiating with the Enemy
    • 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
    • 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
    • Dear Negotiation Coach: The Case for Backing Down
    • Negotiation in the News: Dealing with an unpredictable counterpart
    • Building Momentum Through Goodwill Gestures
    • Dealing with difficult people— even when you don’t want to
    • The battle for the LA Clippers
    • Beyond walking away: Facing difficult negotiation tactics head-on
  • Dealmaking
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
    • In Negotiation, it’s All in the Timing
    • Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
    • Renegotiation Lessons from the NAFTA Talks
    • What is Distributive Negotiation and Five Proven Strategies
    • 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?
    • 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
    • When Good Negotiations Go Sour: When Mark Wahlberg Asked for More
    • 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
    • Bipartisan Agreement Proved Elusive in 2017 Immigration Negotiations
    • Negotiation Techniques: The First Offer Dilemma in Negotiations
    • Understanding Exclusive Negotiation Periods in Business Negotiations
    • Dealmaking: Relationship Rules for Dealmakers
    • Dear Negotiation Coach: How to Negotiate Price and Start Off on the Right Foot
    • Writing the Negotiated Agreement
    • Using Integrative Negotiation Techniques to Close the Deal
    • Dealmaking Secrets from Henry Kissinger
    • 7 Tips for Closing the Deal in Negotiations
    • Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
    • Contract Negotiation Skills: Setting Yourself Up for Success
    • How to Get a Great Deal When Trust is Low
    • When Negotiations is a Love Song
    • Business Negotiation Skills: How to Enhance Your Negotiated Agreement
    • 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
    • Closing the Deal in Negotiations When Win-Win Seems Likely
    • For Price Negotiators, Preparation is the Key to Success
    • Types of Power in Negotiation: Chaos Theory and Bargaining Scenarios
    • 5 Dealmaking Tips for Closing the Deal
    • Dealmaking Tips: 7 Negotiation Tactics for Saving a Deal from Collapse
    • Negotiation Techniques: How to Predict a Negotiator’s Decisions
    • Negotiation Skills in Business Communication – Use Chaos to Your Advantage at the Bargaining Table
    • Deal-Making Negotiation Strategies: Short on Cash? Try Bartering
    • How Does Mediation Work in a Lawsuit?
    • Negotiation In The News: The Art of the Compromise
    • What’s so great about small talk?
    • Negotiation research you can use: In price negotiations, make them happy with less
    • Should You Really Negotiate?
  • Dispute Resolution
    • How Serious is Your Agent’s Conflict of Interest?
    • Repairing Relationships Using Negotiation Skills
    • Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table
    • When Hard-Bargaining Isn’t Enough
    • Choose the Right Dispute Resolution Process
    • Negotiation Case Studies: Google’s Approach to Dispute Resolution
    • 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?
    • Dispute Resolution, NHL style
    • Settling Out of Court: Negotiating in the Shadow of the Law
    • What is Dispute System Design?
    • How to Negotiate with Friends and Family
    • What Is an Umbrella Agreement?
    • Union Strikes and Dispute Resolution Strategies
    • Methods of Dispute Resolution: Building Trust in Online Mediation
    • Using Principled Negotiation to Resolve Disagreements
    • Alternative Dispute Resolution Examples: Restorative Justice
    • Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China
    • Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
    • The Door in the Face Technique: Will It Backfire?
    • 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
    • 3 Negotiation Strategies for Conflict Resolution
    • Win Win Negotiation Example – Change the Name of the Game
    • What are the Three Basic Types of Dispute Resolution? What to Know About Mediation, Arbitration, and Litigation
    • 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
    • Ask A Negotiation Expert: Dispute Resolution After Mass Disasters
    • 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
    • Negotiation in the News: Making group decisions when values are at stake
    • Contracts, Confusion, and the Oxford Comma
  • International Negotiation
    • 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
    • Dear Negotiation Coach: When Time is Not Money at the Negotiation Table
    • Dispute Resolution for India and Bangladesh
    • India’s Direct Approach to Conflict Resolution
    • 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
    • International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
    • Negotiation Team Dynamics: The Divide-and-Conquer Strategy
    • 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
    • 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
    • Government Negotiations and Beyond: Using Carrots and Sticks Effectively
    • The Importance of Relationship Building in China
    • Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
    • Managing Cultural Differences in Negotiation
    • Dear Negotiation Coach: Negotiation Interpreters Leave Space for Interpretation
    • 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
    • Negotiation in the news: From partner to pariah: The changing fortunes of Mohammad Javad Zarif
    • Intercultural Negotiation: Does the BATNA Concept Translate?
    • What is the Multi-Door Courthouse Concept
    • Top International Negotiation Case Studies in Business: The Microsoft-Nokia Deal
  • Leadership Skills
    • 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
    • Dear Negotiation Coach: Eliminating Unconscious Biases at Work By Naming Them
    • Servant Leadership and Warren Buffett’s Giving Pledge
    • Visionary Leadership through Coalition Building
    • Dear Negotiation Coach: Confronting Unconscious Bias Constructively
    • Negotiations, Gender, and Status at the Bargaining Table
    • How to Negotiate in Cross-Cultural Situations
    • 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
    • Collaborative Leadership: Managing Negotiators
    • Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
    • Pope Francis and the Benefits of Servant Leadership in Negotiations
    • Negotiation in the news: Power trip: For New York’s real estate industry, a shocking defeat
    • Dear Negotiation Coach: Do Leading Negotiation Experts Practice What they Preach?
    • Managing negotiators? Avoid 3 common mistakes
    • When “Do It Yourself” Sends the Wrong Message
    • “Getting to Yes” Author Bill Ury on the Government Shutdown
  • Mediation
    • Mediation: Sitting Down at the Table
    • What is Med-Arb?
    • Arbitration vs Mediation: What’s Wrong with Traditional Arbitration?
    • Dear Negotiation Coach: To Get Unstuck, Hire a Mediator
    • 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)
    • Mediated Communication Pitfalls
    • What Makes a Good Mediator?
    • Mediation Training: What Can You Expect?
    • Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
    • Negotiator Toolbox: Using E-Mediation to Resolve Disputes
    • Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
    • The Mediation Process and Dispute Resolution
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
    • 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?
    • 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
    • Negotiation research you can use: Bringing mediation into the technological era
    • 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
    • How to Conduct a Mediation During Crisis Negotiations
  • Negotiation Skills
    • Stonewalling in Negotiations: Risks and Pitfalls
    • 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 Negotiation, How Much Do Personality and Other Individual Differences Matter?
    • Negotiation Ethics: Dealing with Deception at the Bargaining Table
    • Right of First Refusal: A Tool to Negotiate with Care
    • Identify Your Negotiation Style: Advanced Negotiation Strategies and Concepts
    • Value Claiming in Negotiation
    • Negotiation Strategies: Emotional Expression at the Bargaining Table
    • Distributive Bargaining Strategies
    • Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
    • Negotiation Skills Training: Define Your Negotiation Style
    • Negotiation Skills: The Science and Art of Receiving Feedback
    • Understanding the Negotiation Skills You Need to Negotiate with Friends and Family
    • The Anchoring Heuristic: Anchoring for Maximum Effect
    • Using Body Language in Negotiation
    • The Right Negotiation Environment: Your Place or Mine?
    • In Email Negotiations, When They’re Happy, Do You Know it?
    • Overconfidence About Future Failure or Success: Limiting Strategic Miscalculation in Business Negotiations
    • Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations
    • Four Strategies for Making Concessions in Negotiation
    • An Example of the Anchoring Effect – What to Share in Negotiation
    • Self-Analysis and Negotiation
    • Aggressive Negotiation Tactics: Threats at the Bargaining Table
    • Negotiation Challenges for Family Business Relationships
    • Principled Negotiation: Focus on Interests to Create Value
    • Are You Ready to Negotiate?
    • Debunking Negotiation Myths
    • Negotiation Skills: Building Trust in Negotiations
    • Building Coalitions: Apple and the Art of Persuasion
    • Negotiation Research Examines Ethics in Negotiating
    • How to Portray Confidence in Negotiation So You Don’t Look Desperate
    • 5 Common Negotiation Mistakes and How You Can Avoid Them
    • A Token Concession: In Negotiation, the Gift that Keeps on Giving
    • What Can Business Negotiators Learn from Principal Agent Theory?
    • Dear Negotiation Coach: Making a Deal When You Have Anxiety
    • 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
    • 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
  • Negotiation Training
    • Dear Negotiation Coach: Coordinating Teams to Get Everyone in the Same Frames
    • Negotiation Training: What’s Special About Technology Negotiations?
    • 3-D Negotiation Strategy
    • 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
    • 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
    • Salary Negotiation: How to Ask for a Higher Salary
    • Compensation Negotiation Tips: Lessons from Broadway
    • Are Salary Negotiation Skills Different for Men and Women?
    • How to Negotiate a Higher Salary
    • Negotiators: Resist Vividness Bias in Negotiations
    • Why Great Negotiators Earn More Money
    • Make the Most of Your Salary Negotiations
    • Renegotiate Salary to Your Advantage
    • 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
    • How to Negotiate Salary: 3 Winning Strategies
    • Ask A Negotiation Expert: Job Negotiations In the COVID-19 Era
    • How to Bargain Salary: Laughing Matters?
    • Ask A Negotiation Expert: To Narrow the Wage Gap, Take a Wider View
    • Successes & Messes: From discord to harmony
    • Negotiation Update: On Broadway, actors get a bigger slice of the pie
    • 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
    • The backlash effect for women negotiators, in Hollywood and beyond
    • Negotiation Interrupted
    • Negotiate for what you need to succeed
    • When a little power is a dangerous thing
    • A winning pitch?
    • In job negotiations, set yourself up for long-term success
    • “So, How much do you make?”
    • Dear Negotiation Coach: “Should I offer equity incentives to senior managers?”
  • Teaching Negotiation
    • New Simulation on Bidding in an International Business Negotiation: Euro-Idol
    • Negotiating Public Disputes
    • Plan Your Curriculum for Next Semester
    • New Simulation and Case Study: Camp Lemonnier
    • Digitally Enhanced Simulation Packages – With Live Data Analytics
    • New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
    • Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
    • Learn from the Best with the Great Negotiator Case Studies
    • Q&A with William Ury, author of Getting To Yes With Yourself
    • Teaching Contract Negotiation: Using the Mutual Gains Approach
    • New Simulation on Negotiating the Future of Dams
    • Dear Negotiation Coach: Debiasing Job Negotiations
    • Labor Relations: Negotiating Collective Bargaining Agreements
    • Advice for Peace: Ending Civil War in Colombia
    • Check Out the New Brief Course Outlines from the TNRC
    • Teach Your Students to Negotiate the Technology Industry
    • Dear Negotiation Coach: Does Communication Style Matter in Negotiation?
    • Teach Your Students to Negotiate Climate Change
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
    • Planning for Cyber Defense of Critical Urban Infrastructure
    • Teach by Example with These Negotiation Case Studies
    • New Simulation: Having Difficult Conversations Over Email
    • Download Your Next Mediation Video
    • Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
    • Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations
    • Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?
    • Check Out the International Investor-State Arbitration Video Course
    • Negotiating Identity and Values-Based Disputes
    • Lessons Learned from Teaching Online: Pedagogy in a Pandemic
    • Howard Raiffa Taught Us About Decision-Making and Negotiation
    • Teach Your Students Value Distribution with a Simulation on Solar Power
    • The Abraham Path: A Thousand Miles on Foot
    • Negotiating with Governments: How to Deal with Government Officials
    • The Value of Using Scorable Simulations in Negotiation Training
    • Negotiating the Healthcare Industry
    • Power Asymmetry and the Principal Agent Problem
    • Entrepreneurship and Negotiation: Call for Papers and Proposals
    • New Simulation: Ethical Dilemmas Surrounding Water Shutoffs in Older American Cities
    • Teaching Community Dispute Resolution: Exercises to Facilitate Positive Change
    • Tips for Teaching Simulations Online: Q&A with David Seibel
    • Casino Two: Updated Version of Casino Now Available from the TNRC
    • Teaching Online: Negotiation Pedagogy in a Pandemic
    • Running Simulations Online: Zoom Tips and Tricks
    • Teaching with Video-Based Negotiation Scenarios
    • Nagorno-Karabakh: Decades Old Conflict Resurfaces Between Armenia and Azerbaijan
    • Check Out Our Advanced Search Tool! Find New Teaching Materials in Seconds
    • Internal Negotiation: How to Set Up For Success
    • Boosting Active Engagement while Teaching Online: Pedagogy in a Pandemic
    • New Simulation on Science Diplomacy
    • Prepare for the Semester: Negotiation Pedagogy Articles from the Negotiation Journal
  • Win-Win Negotiations
    • 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
    • Dear Negotiation Coach: Negotiating with Kids Successfully
    • How to Create Win-Win Situations
    • How to Use Tradeoffs to Create Value in Your Negotiations
    • Win Win Negotiations: Can’t Beat Them? Join a Coalition.
    • 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”
    • 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
    • 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

PON Publications

  • Negotiation Journal
  • Harvard Negotiation Law Review

Resources

  • Podcasts
  • Videos
  • Webcasts

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