Teaching Negotiation

Teaching negotiation includes instructional areas such as deal setup and design, dispute resolution systems, arbitration, mediation, and meeting facilitation as well as the use of interactive role-play exercises, books, videos, training materials and role-play simulations designed around a specific negotiation skill or concept. The Program on Negotiation’s educational resource center, known as the Teaching Negotiation Resource Center (TNRC), develops a wide-range of role-play simulations –including the popular Sally Soprano negotiation case study — interactive teaching exercises, books, videos, and scholarly papers devoted to the application of teaching negotiation and training effective negotiators.

Materials in the TNRC cover negotiation-related issues in areas ranging from climate change to ethics. Many of the themes are substantive (e.g., environmental negotiations or business negotiations), some target specific sectors (e.g., health care industry), or address particular contexts (e.g., cross-cultural negotiation skills) while others are more process oriented (e.g., facilitation).

The most popular simulation topics include:

Environmental
Real Estate
Workplace
Public Policy
Teaching in Law
Water Management Simulations

In addition, once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of dispute resolution and negotiation have had compelling and lasting results.

To help students and professionals learn valuable lessons from these highly skilled negotiators, PON’s Great Negotiator Case Study Series features in-depth studies such as Stuart Eizenstat: Negotiating the Final Accounts of World War II and Lakhdar Brahimi: Negotiating a New Government for Afghanistan.

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The Value of Using Scorable Simulations in Negotiation Training

Lara SanPietro   •  09/19/2018   •  Filed in Teaching Negotiation

In the fall of 2015, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the way we assess instructional outcomes.

Quantif-why-able?
PON co-founder … Read More 

Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls

PON Staff   •  09/18/2018   •  Filed in Teaching Negotiation

Negotiation Exercises

Avoid cross-cultural misunderstandings with these negotiation exercises

It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk money over dinner, while in Brazil the American ‘A-OK’ gesture (thumb and forefinger forming a circle) can be a major insult.

The increasingly diverse and global nature of business … Read More 

Kissinger the Negotiator: New Book on Dealmaking and Diplomacy

Lara SanPietro   •  09/12/2018   •  Filed in Teaching Negotiation

Kissinger the Negotiator

Lessons from Dealmaking at the Highest Level
In this groundbreaking, definitive guide to the art of negotiation, PON faculty James Sebenius (Harvard Business School) and Robert Mnookin (Harvard Law School), along with R. Nicholas Burns of the Harvard Kennedy School, offer a comprehensive examination of one of the most successful dealmakers of all time: Henry Kissinger.

Politicians, … Read More 

Teach Your Students Dispute Resolution for Their Everyday Lives

Lara SanPietro   •  09/06/2018   •  Filed in Teaching Negotiation

conflict management

Negotiation refers to the process of working out agreements that meet each party’s needs and address their interests. People negotiate all the time in their everyday lives: in the workplace, within families, and when buying goods and services. Knowing which negotiation strategies to use in different circumstances can make a significant difference. The Teaching Negotiation … Read More 

What an Operatic Role-Play Simulation Can Teach You About Negotiation

Lara SanPietro   •  08/20/2018   •  Filed in Teaching Negotiation

negotiation simulation

A distinguished older soprano, Sally has not had a lead role in two years. However, when another soprano falls ill, the Lyric Opera is eager to hire Sally…but at what price?
Sally Soprano is one of the best-known role-play simulations from the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC). And it’s a classic for … Read More 

Teach Your Students to Negotiate Climate Change

Lara SanPietro   •  08/17/2018   •  Filed in Teaching Negotiation

How Can Communities Negotiate Climate Change Risks?
With Hurricanes Harvey and Irma devastating much of Texas, Louisiana, the Caribbean, and Florida within days of each other, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by these storms has forced the impacted communities to confront a range of public health … Read More 

Global Impact Negotiation Simulation

Lara SanPietro   •  08/16/2018   •  Filed in Teaching Negotiation

negotiation simulation

International law and diplomacy is a rapidly evolving field that depends on the brokering of agreements between nations and other stakeholders. Whether there are language barriers, cultural differences, or both, some of the most challenging negotiations involve parties from different nations. Because of the relative lack of clear legal precedents and the difficulties of enforcement, … Read More 

Negotiation Case Studies: Teach By Example

Lara SanPietro   •  08/09/2018   •  Filed in Teaching Negotiation

Negotiation Case Studies

There are good negotiators and there are great ones.
Once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of … Read More 

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