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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New Simulation on Negotiating the Future of Dams

Lara SanPietro   •  06/17/2021   •  Filed in Teaching Negotiation

Pearl River

Pearl River is a seven party, facilitated, multi-issue negotiation over the management of dams in a coastal basin. 
Pearl River is a facilitated, multi-issue negotiation simulation for eight or nine participants about the management of five dams in the hypothetical Pearl River basin. This science-based negotiation simulation provides an opportunity for learning about and discussing larger-scale … Read More 

Dear Negotiation Coach: Debiasing Job Negotiations

PON Staff   •  06/15/2021   •  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 

Labor Relations: Negotiating Collective Bargaining Agreements

Lara SanPietro   •  06/14/2021   •  Filed in Teaching Negotiation

Contract bargaining in labor relations is one of the most complex areas of negotiation and dispute resolution. There are rarely clear cut or mutually agreed upon notions of what a fair salary and benefits package would be, so employers and workers, either individually or collectively, often find themselves at odds. Furthermore, contract bargaining in a … Read More 

Advice for Peace: Ending Civil War in Colombia

Lara SanPietro   •  06/11/2021   •  Filed in Great Negotiator Award, Pedagogy at PON, Teaching Negotiation

Colombia Peace Advisory Team

Check out this freely available video of Colombian President Juan Manuel Santos and his Peace Advisory Team as they discuss lessons learned from the Colombian peace process negotiations with the FARC guerrillas.
 

The civil war in Colombia lasted 52 years, taking the lives of at least 220,000 people and displacing up to seven million civilians. In … Read More 

Check Out the New Brief Course Outlines from the TNRC

Lara SanPietro   •  06/04/2021   •  Filed in Teaching Negotiation

Brief Course Outline

Planning a new course for next semester or looking to reinvent a current one? Check out our brief course outlines to get started planning your syllabus.
The Teaching Negotiation Resource Center (TNRC) now offers brief outlines for eleven different course types which include recommended simulations and books and highlight key teaching points. While all teaching materials … Read More 

Dear Negotiation Coach: Does Communication Style Matter in Negotiation?

PON Staff   •  06/01/2021   •  Filed in Teaching Negotiation

communication style

In your research, you compared whether a warm and friendly negotiating style or a tough and firm negotiating style is more effective in distributive negotiation, where people are dividing rather than creating value. Which style do people tend to think will be more effective, and are they correct?
Francesca Gino: Consistent with the old adage “You … Read More 

Teach Your Students to Negotiate Climate Change

Lara SanPietro   •  05/26/2021   •  Filed in Teaching Negotiation

How Can Communities Negotiate Climate Change Risks?
With ocean temperatures rising and hurricanes growing more frequent and severe, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by repeated storms has forced the impacted communities to confront a range of public health risks, as well as evaluations of drainage and … Read More 

Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom

Lara SanPietro   •  05/21/2021   •  Filed in Teaching Negotiation

dispute system design

Asynchronous role-play simulations teach valuable negotiation skills outside of a typical class format.
Asynchronous learning is a term used to describe education, instruction, or learning that does not occur in the same time or place. Asynchronous learning uses resources that facilitate knowledge sharing outside the constraints of time and place among a group of people. Using … Read More 

Planning for Cyber Defense of Critical Urban Infrastructure

Lara SanPietro   •  05/17/2021   •  Filed in Teaching Negotiation

cyber dense of urban infrastructure

Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure
Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause major physical damage, as well as sow chaos and undermine public faith in government. Cyber criminals constantly develop new types of malware, which may not be detectable by current … Read More 

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