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

What special insights do outsiders need to prepare for international negotiations in China? Much of what you know already about negotiation holds true, but four characteristics complicate business negotiation in China. … Read More 

A Q&A with Michael Wheeler, author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World. … Read More 

How does the presence of lawyers affect the mediation process and mediations in general? You might guess that when one or both sides bring an attorney to a mediation, the process would become more contentious and adversarial, with impasse more likely, than if the parties worked solely with a mediator. … Read More 

Experts typically advise us to study our counterparts’ body language in negotiation and to be aware of our own body language. What, exactly, can we learn from others’ nonverbal behavior? And how can we modify our own nonverbal behavior to increase our negotiation success? We analyze three scenarios to help you understand how body language … Read More 

The year 2017 offered plenty of negotiation hits and misses in the realms of government, business, and beyond. To avoid failed negotiations in 2018, politicians, business leaders, and the rest of us would be wise to explore the following recent negotiation books, which can help steer us through our most difficult negotiating dilemmas: … Read More 

Teach your students the art of negotiating for success with these great negotiation games. … Read More 

Dispute resolution is often a multistep process that can start with negotiation, move on to mediation, and, if necessary, end in arbitration or litigation. … Read More 

To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and on social media, while customers likewise complain that their needs increasingly are not being met by companies focused on the bottom line. … Read More 

When figuring out how to deal with cultural differences in negotiation, it helps to consider the cultural prototypes represented at the bargaining table—but individual differences count, as well. … 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 

Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles offer strategies for engaging in integrative negotiations aimed at creating win-win scenarios for each party at the negotiation table.

1. What is the Right of First Refusal?

Rights … Read More 

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More