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

Lara SanPietro   •  07/15/2022   •  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 

Bidding in an International Business Negotiation: Euro-Idol

Lara SanPietro   •  07/11/2022   •  Filed in Teaching Negotiation

Euro-Idol

Euro-Idol is a four-party, two-round international business negotiation over the selection of the host country and city for the upcoming Euro-Idol music competition. In this bidding simulation from the Teaching Negotiation Resource Center (TNRC), cities must place bids to host the Euro-Idol competition, and therefore gain the economic benefits that come with hosting such a … Read More 

The Collective Leadership Approach to Negotiating Climate Action

Lara SanPietro   •  07/07/2022   •  Filed in Teaching Negotiation

Christiana Figueres

Former UNFCCC Executive Secretary Christiana Figueres received the Program on Negotiation’s 2022 Great Negotiator Award.
On April 14, 2022, the Program on Negotiation (PON) presented its Great Negotiator Award to Christiana Figueres, formerly the Executive Secretary of the UN Framework Convention on Climate Change (UNFCCC) and one of the architects of the 2015 Paris Climate Agreement. … Read More 

Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations

Lara SanPietro   •  07/05/2022   •  Filed in Teaching Negotiation

multi-round

Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round negotiation simulations can help students understand the connection between internal and external negotiations, handle more complex scenarios, and better get into their roles. Engaging in a multi-round negotiation … Read More 

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

Lara SanPietro   •  07/01/2022   •  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 

Three-Party Coalition All-In-One Curriculum Package Now Available!

Lara SanPietro   •  06/23/2022   •  Filed in Teaching Negotiation

three-party

Introducing a new way to go in-depth on the fundamental negotiation concepts and measure learning outcomes. 
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Three-Party Coalition All-In-One Curriculum Package will provide you with everything you need to teach negotiation.

Three-Party Coalition, one of the Teaching Negotiation Resource Center’s most popular … Read More 

Planning for Cyber Defense of Critical Urban Infrastructure

Lara SanPietro   •  06/17/2022   •  Filed in Teaching Negotiation

negotiation skills

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 

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

Lara SanPietro   •  06/13/2022   •  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 

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

Lara SanPietro   •  06/06/2022   •  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 

Power Asymmetry and the Principal Agent Problem

Lara SanPietro   •  06/03/2022   •  Filed in Teaching Negotiation

Power Asymmetry and Principal Agent Video

Downloadable Video Simulation from the Teaching Negotiation Resource Center
This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding difficult conversations, both with people across the table, as well as with people on their own side.

The Power Asymmetry and … Read More 

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