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

On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. … Read More 

On August 3, 1981, 12,000 air-traffic controllers went on strike after negotiations with the federal government about wages, hours, and benefits broke down. … Read More 

Communication in business negotiations is important – but even more so when your counterparts and negotiating partners are family members. In this article drawn from negotiation research, the negotiation strategies for avoiding conflict and crafting win-win negotiated agreements are outlined. … Read More 

An excerpt from PON faculty member Francesca Gino’s book Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan discusses the importance of staying on target in negotiations whether personal or business in nature. … Read More 

Many organizations strive for moral leadership; too many fall short of that goal. When moral leadership is lacking in an organization, employees ended up disaffected and alienated, productivity suffers, and unethical behavior becomes more likely.

Moral leadership doesn’t require perfect behavior, but it does require a willingness to do better. In her book, The Person You … Read More 

There’s a better, third way of negotiating—one that doesn’t rely on toughness or accommodation, but that will improve your likelihood of meeting your negotiation goals. In their pivotal negotiation text, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 2nd edition, 1991), Roger Fisher, William Ury, and Bruce Patton of the Harvard Negotiation Project promote … Read More 

The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read More 

In business negotiation, a win-win agreement may be the ultimate goal, but it can sometimes prove elusive. Here, we offer four strategies from experts at the Program on Negotiation at Harvard Law School on how to create win-win situations in even the trickiest negotiations. … Read More 

“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read More 

Sometimes in international negotiation, disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In an example of a cross cultural negotiation case study, the nations of Bangladesh and India seized on an opportunity to push the “restart” button on their bumpy relationship by … Read More 

The Abraham Path is a cultural route tracing Abraham’s footsteps across the present-day Middle East. The path offers hikers the opportunity to engage with the peoples and landscapes of the region firsthand, and to see the region from a new perspective. The path offers an intriguing case of very challenging, long-term negotiations to establish a contiguous … Read More 

How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School. … Read More