Negotiation Training

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. … Learn More About This Program

Here are some negotiating skills and negotiation tactics from 3-D negotiation by James Sebenius and David Lax. … Read 3-D Negotiation Strategy

When determining the best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check in with key organizational leaders. … Learn More About This Program

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read The Importance of a Relationship in Negotiation

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times, negotiators are so stressed and fearful that they can be distrustful and rigid. … Learn More About This Program

Knowing the norms of ethics and negotiation can be useful whether you’re negotiating for yourself or on behalf of someone else. Each ethical case you come up against will have its own twists and nuances, but there a few principles that negotiators should keep in mind while at the bargaining table. … Learn More About This Program

The MIT Press is proud to announce it is the new publisher of Negotiation Journal, and that the journal will become a diamond open access publication in 2024. Founded in 1984 and copublished with the Program on Negotiation (PON), which is a consortium of Harvard, MIT, and Tufts housed at Harvard Law School, Negotiation Journal … Learn More About This Program

It can be difficult to assess whether to trust a counterpart in negotiation. As a result, we often fall back on unreliable information, such as gender stereotypes, when making trust-related decisions. Let’s review what we know about the link between gender and trust in negotiation, and then consider effective means of measuring and building trust … Read Trust in Negotiation: Does Gender Matter?

Whether you are facing negotiations with Congress, colleagues, customers, or family members, the following negotiation books, published in recent years by experts from the Program on Negotiation, offer new perspectives on common negotiating dilemmas. … Learn More About This Program

While some are born with the ability to negotiate, most leaders hone their negotiation skills over time, through on-the-job experience. At the Program on Negotiation, we accelerate that process and focus on techniques that work in the corner office and at the bargaining table. … Learn More About This Program