Recent Posts

Become a Better Haggler

By on / Business Negotiations

Imagine you’re celebrating a special occasion with friends at an upscale restaurant. Soon after you take your seats, the wine director introduces himself and hands you a list of high-end bottles of wine. You notice that the prices—all in the $200–$600 range—have been slashed through with a red pen. … Read Become a Better Haggler 

Negotiation Journal July issue focuses on mediation, multi-party negotiation, trade negotiations and curiosity

By on / Daily, Mediation

As the use of mediation continues to grow, researchers continue to examine what makes mediators effective and what the impact of mediation is on parties in dispute. Four articles in the July 2009 issue of Negotiation Journal provide an in-depth view of mediation effectiveness, with some interesting findings.

In the first article, Stephen Goldberg, Margaret Shaw, … Read This Post 

Obama healthcare moves follow Harvard playbook

By on / Daily, Negotiation Skills

President Obama’s healthcare reform game plan is classic “3-D Negotiation,” a strategy developed at the Harvard Program on Negotiation.

We have no idea whether the President or his aides are students of the Harvard approach, as set out by Prof. James K. Sebenius, vice chair of the Program on Negotiation, and co-author David Lax, in their … Read Obama healthcare moves follow Harvard playbook 

Discussing the bottom line in budget negotiations

By on / Daily, Negotiation Skills

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Multimode, Inc. is a two-party intra-organization negotiation between a company’s financial and human resources officers regarding the amount of a budget increase.

SCENARIO: T. Boyd, a Vice President of Budget and Finance at Multimode, Inc., (a manufacturing firm) … Read Discussing the bottom line in budget negotiations 

Sharing the market

By on / Daily, Negotiation Skills

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.  The Pepulator Pricing Exercise is a two-team, scoreable, multiple round, “prisoner’s dilemma”-style negotiation between representatives of two companies over the monthly price for fictional products called “pepulators”.

SCENARIO: The pepulator market is controlled by two giant … Read Sharing the market 

Instructing the negotiator

By on / Daily, Negotiation Skills

The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The Ship Bumping Case is a two-party international negotiation between Russian and U.S. negotiators over a naval incident. Teams internally prepare instructions for a representative not involved in the preparation.

SCENARIO: Vessels from the United States … Read Instructing the negotiator 

2009 Winner of the Roger Fisher/Frank E. A. Sander Student Paper Prize Announced

By on / Daily, News, Opportunities for Students

Congratulations to Sean McDonnell (HLS ’09), the 2009 Fisher/Sander Prize Winner, for his paper “Fighting With Faith: The Role of Religion in Dealing With Modern Conflict.”

This prize was established in 2007 by the Program on Negotiation in honor of Professors Roger Fisher, the Williston Professor of Law, Emeritus, and Frank E. A. Sander, the Bussey … Read This Post 

Coping with cultural differences

By on / Daily, International Negotiation

Have you ever found yourself negotiating with people from other cultures, whether at home or abroad?  If so, did you try to adapt your negotiating style to fit the other person or team’s culture, and if so, how?

Most negotiators understand that cultural differences are likely to be a factor in negotiations. Unfortunately, many negotiators actually … Read Coping with cultural differences 

Harvard Negotiation Institute Begins!

By on / Daily

On the morning of June 8, 2009, hundreds of participants from around the world began their week-long intensive Basic Negotiation Workshop and Mediation Workshop.  Participants will engage with instructors Bruce Patton and Frank Sander for five days of interactive study.  There are still seats available in our 2-Day Intensive  Basic Negotiation course, which begins Thursday, … Read Harvard Negotiation Institute Begins! 

Teachers and Trainers Gather to Talk About Mediation Pedagogy

By on / Daily, Pedagogy at PON, Research Projects

By Larry Susskind

Nearly two hundred educators and trainers from eighteen countries gathered on May 15th and 16th to share ideas about teaching mediation.  It was unusual for mediation teachers and trainers from fields as diverse as law, family services, public management, business, international relations, urban planning, community development, psychotherapy, and education to share ideas on … Read This Post