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.

See full description

Learn from the Best with the Great Negotiator Case Studies

Lara SanPietro   •  01/18/2022   •  Filed in Teaching Negotiation

Great Negotiator Stuart Eizenstat

No one can provide perspective on conflict resolution like experts who have been involved in some of the world’s most complex negotiations. Since 2001, the Program on Negotiation (PON) has bestowed the Great Negotiator Award upon distinguished leaders whose lifelong accomplishments in the fields of negotiation and dispute resolution have had compelling and lasting results.

The Great … Read More 

Bakra Beverage All-In-One Curriculum Package is Now Available!

Lara SanPietro   •  01/13/2022   •  Filed in Teaching Negotiation

All-In-One

New to Teaching Negotiation?
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Bakra Beverage All-In-One Curriculum Package will provide you with everything you need to teach negotiation.

Bakra Beverage, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party negotiation between a beverage manufacturer and a … Read More 

Teaching Critical Leadership Skills

Lara SanPietro   •  01/12/2022   •  Filed in Teaching Negotiation

ethical leadership and Effective Leadership as portrayed by people standing on a rock with their fists in the air

Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your organization and with external partners. In Real Leaders Negotiate, author Jeswald Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases … Read More 

Dear Negotiation Coach: How Can You De-bias Job Negotiations?

PON Staff   •  01/11/2022   •  Filed in Teaching Negotiation

job negotiations

In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. Harvard Kennedy School professor Iris Bohnet, the author of What Works: Gender Equality by Design (Belknap Press, 2016), overviews steps professionals can take to promote wiser, more equitable … Read More 

Sally Soprano All-In-One Curriculum Package is Now Available!

Lara SanPietro   •  01/10/2022   •  Filed in Teaching Negotiation

New to Teaching Negotiation? 
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Sally Soprano All-In-One Curriculum Package will provide you with everything you need to teach negotiation.

Sally Soprano, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party negotiation between the agent … Read More 

The Best New Simulations

Lara SanPietro   •  01/06/2022   •  Filed in Teaching Negotiation

How to Respond to Questions

Looking to update your curriculum with innovative new simulations? Check out these new simulations from the Teaching Negotiation Resource Center (TNRC).
Camp Lemonnier – New Simulation
This two party, three hour, non-scoreable negotiation is between the U.S. Defense Attaché and the Djiboutian Deputy Minister of Foreign Affairs over the potential lease renewal for a key strategic military … Read More 

Dear Negotiation Coach: Does Communication Style Matter in Negotiation?

PON Staff   •  01/04/2022   •  Filed in Teaching Negotiation

communication style

We recently spoke with Harvard Business School Professor Francesca Gino about communication style in negotiations. The question arises frequently of whether you can achieve better results with a tough, no nonsense approach or through a coming across as more approachable and warm. The reality is more nuanced, however, as Professor Gino describes.

Teaching Negotiation

Claim your FREE copy: Teaching Negotiation

Discover the insights you need to deliver the most effective role-play simulations in this free special report, Teaching Negotiation: Understanding The Impact Of Role-Play Simulations, from Harvard Law School.


NB: In your research, … Read More 

Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain

Lara SanPietro   •  12/30/2021   •  Filed in Teaching Negotiation

bad news in negotiation

How do you move from an emotionally charged moment in a negotiation to a mutually beneficial agreement?
In negotiations of all types, whether buying a house or negotiating a company acquisition, emotions naturally manifest. Left unaddressed, emotions can derail a negotiation and make agreement seem impossible. When emotions are managed properly, however, they can allow the … Read More 

Teaching Contract Negotiation: Using the Mutual Gains Approach

Lara SanPietro   •  12/24/2021   •  Filed in Teaching Negotiation

anchoring effect

How do you use the mutual gains approach in contract negotiations?
In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. Teaching students to generate creative options in contract negotiations can help them avoid positional bargaining and achieve more beneficial and sustainable agreements. The Teaching Negotiation Resource Center (TNRC) … Read More 

Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations

Lara SanPietro   •  12/20/2021   •  Filed in Teaching Negotiation

Introductory Negotiation

Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. No matter the context, though, the basic elements of negotiation are roughly similar. Teaching interest-based negotiation, the Zone of Possible Agreement (ZOPA), the Best Alternative to a Negotiated … Read More 

Would you like us to inform you when new posts become available?

We hate spam as much as you do. You have our promise not to sell or share your email address — ever! Please read our privacy policy.