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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Negotiating with Governments: How to Deal with Government Officials

Lara SanPietro   •  08/13/2021   •  Filed in Teaching Negotiation

Whether at the local, federal, or international level, negotiations with governments often involve unique pressures and constraints. Does the official at the table actually have decision-making authority? What kinds of regulatory or policy constraints are they operating under? Governments often pursue very different interests in negotiations from those of a private company. In Seven Secrets for … Learn More About This Program 

New Simulation: Ethical Dilemmas Surrounding Water Shutoffs in Older American Cities

Lara SanPietro   •  08/11/2021   •  Filed in Teaching Negotiation

water

Ethical Dilemmas Surrounding Water Shutoffs in Older American Cities, newly available from the Teaching Negotiation Resource Center (TNRC), is a six party, multi-issue negotiation involving environmental, political, economic and social interest groups, in a shrinking American city, where the water infrastructure is in desperate need of repair. This role-play simulation illustrates the ethical, financial and … Learn More About This Program 

Plan Your Curriculum for Next Semester

Lara SanPietro   •  07/29/2021   •  Filed in Teaching Negotiation

Introductory Negotiation

How do we utilize lessons learned from teaching online when returning to the classroom and planning a curriculum?
After more than a year of remote learning, students and teachers alike are eager to return to classrooms in the fall. During the pandemic, however, many instructors made significant investments in online teaching resources, lesson plans, and … Read Plan Your Curriculum for Next Semester 

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 Negotiating Public Disputes 

Q&A with William Ury, author of Getting To Yes With Yourself

Lara SanPietro   •  06/25/2021   •  Filed in Teaching Negotiation

Are You Your Own Worst Enemy?
We interviewed William Ury, co-founder of the Program on Negotiation, one of the world’s leading experts on negotiation, and bestselling author of Getting to Yes and Getting Past No, about his book, Getting To Yes With Yourself.

Great negotiators know that the path to resolution is not always linear but rather … Learn More About This Program 

Teach Your Students to Negotiate the Technology Industry

Lara SanPietro   •  06/03/2021   •  Filed in Teaching Negotiation

negotiation techniques

Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Technology can also be a source of disruption and is at the root of many disputes. Parties frequently disagree on the likely costs and benefits associated with the adoption of new technologies. They feud over such … Learn More About This Program 

Negotiating Identity and Values-Based Disputes

Lara SanPietro   •  04/02/2021   •  Filed in Teaching Negotiation

conflict resolution

How Do Parties in Conflict Negotiate Core Beliefs?
Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less elastic than interest-based issues. In conventional interest-based negotiation, parties often do give up one thing in exchange for getting something they want more. This is often not possible … Read Negotiating Identity and Values-Based Disputes 

Lessons Learned from Teaching Online: Pedagogy in a Pandemic

Lara SanPietro   •  03/26/2021   •  Filed in Teaching Negotiation

negotiating ability

The exercises and videos developed for teaching online can also help improve in-person courses.
As teachers and trainers around the world are working to transition their courses online and wondering about how their approach to teaching will be altered moving forward, the Teaching Negotiation Resource Center (TNRC) asked some of our experienced online teachers to share … Learn More About This Program 

Teach Your Students Value Distribution with a Simulation on Solar Power

Lara SanPietro   •  03/19/2021   •  Filed in Teaching Negotiation

Value Distribution

Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Learn More About This Program 

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