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

This is one of the most common negotiation questions. A car is one of the most significant purchases you’ll make, and the price is almost always negotiable. Here are some tips to help you with this financial negotiation.

Prepare, prepare, prepare. You can’t walk into a dealership without having done some online research. Online you can … Read More 

Facilitation works best when a facilitator is matched properly to the group and to the situation. Look out for these signs of trouble that may suggest that you need a different facilitator, or that facilitation may not be working for your group:

Poor chemistry. Your facilitator’s personal style may be too forceful, or not forceful enough, … Read More 

Consider the dilemma faced by Joe, the vice president of semiconductor technology at one of the largest computer companies in the world. He is also the chair of an alliance made up of representatives from six other large companies. The group works together to develop and acquire certain production technologies. The group also second-guesses every … Read More 

Recent delays at a manufacturing company have cut deeply into company profits. The management appoints a multi-departmental team to come up with a way of speeding up the launch of new products. A vice president of manufacturing is put in charge of overseeing the effort and is encouraged to use consensus building techniques to take … Read More 

Does negotiation have a place in crisis management? Many public relations experts would argue no. When a company is confronted with negative publicity, they are advised to reveal as little as possible and denounce their attackers claim. This advice ignores the fact that what an angry public wants is to be heard.

After stranding thousands of … Read More 

Negotiating with your children may seem counterintuitive but parents can build stronger relationships with them by implementing a problem-solving approach when trying to resolve family conflicts.

In his book How to Negotiate with Kids…Even When You Think You Shouldn’t (Viking, 2003), Scott Brown, a founder of the Harvard Negotiation Project at Harvard Law School, outlines a … Read More 

Suppose you have been recently hired as the first full time staff member charged with handling employee relations. You are entering a large accounting firm with an unusually high staff turnover rate and several recent defections by company accounts.

Dispute System Design (DSD) is the process of identifying, designing, employing, and evaluating an effective means of … Read More 

Even when parties at the negotiating table have the same interests, they may disagree on the amount of risk they are willing to take. … Read More 

Individuals in this position often feel as though they have few if any options. In his February 2006 article in Negotiation newsletter, “Negotiating with a 900-Pound Gorilla,” MIT Professor Lawrence Susskind offers strategies for how negotiators in a weak position should deal with a seemingly all-powerful opponent. … Read More 

What’s the right number of options to put forward in financial negotiations? In their April 2005 article in the Negotiation newsletter, “Putting More on the Table: How Making Multiple Offers Can Increase the Final Value of the Deal,” Northwestern professors Victoria Husted Medvec and Adam D. Galinsky write that issuing three equivalent offers simultaneously can … Read More 

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Pacrim Dispute is a three-party, multi-issue international trade negotiation among three culturally different countries over which of two countries will export rice to the third.  This exercise includes coalition and ongoing relationship issues.

This negotiation, which takes place … Read More 

The following book, Negotiation Genius, was co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category).  It provides clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients.

Whether you’ve “seen it all” or are just … Read More