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.

Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations

Lara SanPietro   •  12/07/2021   •  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 

Ask A Negotiation Expert: Making Our Good Negotiation Skills Even Better

PON Staff   •  12/06/2021   •  Filed in Teaching Negotiation

We recently spoke to Harvard Business School professor Michael Wheeler about the challenges and opportunities of learning good negotiation skills from our real life bargaining situations. Wheeler is the author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World (Simon & Schuster, 2013) and the “Negotiation 360” preparation app, which is … Read More 

Teaching Mediation: Exercises to Help Students Acquire Mediation Skills

Lara SanPietro   •  11/30/2021   •  Filed in Teaching Negotiation

Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can help parties involved in a dispute through examining the issues at hand, uncovering the parties’ underlying interests, and identifying creative solutions. To act as mediator requires a great … Read More 

The Best New Simulations

Lara SanPietro   •  11/26/2021   •  Filed in Teaching Negotiation

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 

Teach Your Students to Negotiate Climate Change

Lara SanPietro   •  11/23/2021   •  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 

The Value of Using Scorable Simulations in Negotiation Training

Lara SanPietro   •  11/18/2021   •  Filed in Teaching Negotiation

At a Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, 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 … Read More 

Download Your Next Mediation Video

Lara SanPietro   •  11/17/2021   •  Filed in Teaching Negotiation

Use Video Examples to Teach Your Students to Become Better Mediators
Parties engaged in disputes are often unable to reconcile their differences alone, or fail to reach outcomes that are adequate for everyone. Mediators can add a great deal of value by helping parties to efficiently and effectively examine the issues at hand, take the interests … Read More 

Learn from the Best with the Great Negotiator Case Studies

Lara SanPietro   •  11/12/2021   •  Filed in Teaching Negotiation

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 

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

Lara SanPietro   •  11/04/2021   •  Filed in Teaching Negotiation

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 

Advice for Peace: Ending Civil War in Colombia

Lara SanPietro   •  11/03/2021   •  Filed in Great Negotiator Award, Pedagogy at PON, Teaching Negotiation

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