Adapted from “Build the Right Connection,” by Jeswald Salacuse (professor, Tufts University), first published in the Negotiation newsletter.

To hold the attention of your counterparts, you need to connect with them as early as possible in the negotiation. A human connection with the other side not only distinguishes you from your competitors and other parties they … Read Always Connect

Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)

The way you characterize or frame a situation can influence people’s thinking in a negotiation. Setting the terms can help, or hinder, your side. In … Read More

On December 6, 2010, faculty and associates from the Program on Negotiation at Harvard Law School met at a private lunch with Norway’s Foreign Minister, Jonas Gahr Store, and the ambassador of Norway to the U.S., Wegger Chr. Strommen. At the meeting, the Foreign Minister described how he helped bring decades of negotiation with the … Read Norwegian Foreign Minister visits PON

In 2004, the Program on Negotiation selected Ambassador Richard Holbrooke as the recipient of its Great Negotiator Award. “He was an outstanding and entrepreneurial diplomat, and we are so sorry to learn of his sudden death,” said Professor Robert H. Mnookin, Chair of the Program on Negotiation. “During the day Richard Holbrooke spent with us, … Read More

Adapted from “Onlooker Alert!” First published in the Negotiation newsletter.

Unless your official title is “lawyer” or “agent,” you probably don’t think of yourself as an agent. But if you’ve ever represented a family member, your boss, your department, or your organization in a negotiation, you’ve served as that party’s agent.

Representing others at the bargaining table … Read Who’s Looking Over Your Shoulder?

Adapted from “Second Thoughts,” first published in the Negotiation newsletter.

“Of all sad words of tongue or pen,” wrote the poet John Greenleaf Whittier, “the saddest are these: ‘It might have been.'” Many negotiators would second that sentiment. Regret can be a powerful emotion when a deal slips through our fingers or when we kick ourselves … Read The Regretful Negotiator

Adapted from “Are You Too Powerful for Your Own Good?” by Ann E. Tenbrunsel (professor, Notre Dame University), first published in the Negotiation newsletter.

Imagine that you’re a national account sales manager and are preparing to negotiate your annual raise. You have met all your sales objectives and feel that you are not only a valuable … Read Pitfalls of the Powerful

Harvard Business School Professor Michael Wheeler teaches a negotiation class, using one of his favorite cases, Discount Marketplace.

To watch more PON Videos, click here. … Read Video of Professor Wheeler teaching Negotiation

Robert Mnookin (Samuel Williston Professor of Law; Harvard Law School; Chair, Program on Negotiation at Harvard Law School; author of “Bargaining with the Devil”; co-author of “Beyond Winning”)

What factors determine whether you should negotiate? What things influence the bargaining process? Should you negotiate with your “enemy”? If so, how? In this piece, Robert Mnookin draws … Read How and When to Negotiate with an Adversary

The Program on Negotiation’s 2010 Great Negotiator Award was given to former Finnish President, Martti Ahtisaari, for his many significant achievements in the fields of negotiation and diplomacy. He was central to the Namibian independence negotiations in the late 1980s. He also served as chief United Nations negotiator to Kosovo from 2005-2006, and was instrumental … Read More

Sixteen teams from nine different law schools from throughout the Northeast took part in the ABA Regional Negotiation Competition at HLS on November 13–14, 2010. Approximately 35 judges, all practicing lawyers in the Boston area, evaluated the teams and chose the winners. A team comprised of two first-year law students from Boston College Law School … Read More