Executives are increasingly faced with the task of negotiating in a realm that many know little about: technology. … 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 

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 

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 

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 

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 

When we think about our own ethics in negotiation, we tend to focus on the ethical and legal lines we may be at risk of crossing through our actions. We often fail to consider how we could end up enabling the unethical and even illegal behavior of our negotiation counterparts and partners.

More broadly, we have … Learn More About This Program 

Like it or not, we sometimes have to deliver bad news in negotiation. We spoke with Leslie John, Associate Professor at Harvard Business School, to find out how to accomplish this without ruining a relationship. It began with this question.

Q: I am a real-estate agent working in a relatively active market. Unfortunately, market conditions mean … Learn More About This Program