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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Ask A Negotiation Expert: How Can Women in the Workplace Gain Ground?

PON Staff   •  07/27/2021   •  Filed in Teaching Negotiation

women in the workplace, at a desk in front of a laptop

Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women in the workplace can use to overcome pay and promotion gaps at work. Kolb is the coauthor (with Jessica L. Porter) of Negotiating at Work: Turn Small Wins into Big Gains (Jossey-Bass, 2015).

Past research has suggested that … Read More 

Negotiating Public Disputes

Lara SanPietro   •  07/19/2021   •  Filed in Teaching Negotiation

negotiations

How Negotiation Can Impact Public Perceptions
Companies and governments alike can experience strong public resistance to new initiatives, or fierce public backlash to mistakes. How should they deal with an angry public? Incorporating a public relations perspective into a problem-solving or public dispute resolution processes can make the difference between success or failure. Adopting a mutual … Read More 

Camp Lemonnier: Simulation and Case Study

Lara SanPietro   •  07/14/2021   •  Filed in Teaching Negotiation

Negotiating a Lease Agreement for a Key Military Base in Africa
Camp Lemonnier is a United States Naval Expeditionary Base located in Djibouti and is the only permanent U.S. military base in Africa. Djibouti, bordering Somalia, Ethiopia, Eritrea, the Red Sea and the Gulf of Aden, has been home to Camp Lemonnier since the September 11, … 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 

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 

Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations

Lara SanPietro   •  04/27/2021   •  Filed in Teaching Negotiation

human resources negotiations

Human resources representatives are often involved in a wide array of internal company negotiations, including one-on-one disputes between colleagues as well as inter-department budgeting and overall staffing plans. To deftly handle this wide array of negotiations, human resources representatives must balance the various stakeholder concerns, financial assessments, and competing interests with fairness, consideration for relationships, … Read More 

Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?

PON Staff   •  04/20/2021   •  Filed in Teaching Negotiation

counteroffer in business negotiation skills

To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur.

Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short. Here, Susskind explains … Read More 

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