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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Teach Crucial Leadership Skills

Lara SanPietro   •  06/20/2018   •  Filed in Teaching Negotiation

A Crisis Creates a Leadership Vacuum
A publicly traded company on the NYSE with a reputation for business savvy and lucrative deal making is caught in a morally questionable situation that threatens the very future of the firm. As the dust settles, the CEO, on whose watch the scandal occurred, is forced to step down. Word … Read More 

Ask a Negotiation Expert: Debiasing Job Negotiations

PON Staff   •  05/31/2018   •  Filed in Teaching Negotiation

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. This month, 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 

Negotiation research you can use: To curb dishonesty in negotiation, confront “paranoid pessimism”

PON Staff   •  05/31/2018   •  Filed in Teaching Negotiation

Business negotiators often worry about being deceived, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that our counterparts typically have access to information about preferences, alternatives, product quality, and so on, that we lack. Yet research shows that negotiators often behave honestly even when doing so costs them money.

Interestingly, … Read More 

Ask A Negotiation Expert: Rebel Negotiation

PON Staff   •  04/30/2018   •  Filed in Teaching Negotiation

In her new book, Rebel Talent: Why It Pays to Break the Rules at Work and in Life (Dey Street Books, 2018), Francesca Gino, the Tandon Family Professor of Business Administration at Harvard Business School, argues that a healthy dose of rebellion can deepen our engagement and help us meet ourmost important goals. We asked … Read More 

Ask A Negotiation Expert: Trends in M&A Negotiations

PON Staff   •  03/31/2018   •  Filed in Teaching Negotiation

This month, Guhan Subramanian, the Joseph H. Flom Professor of Law and Business at Harvard Law School and the H. Douglas Weaver Professor of Business Law at Harvard Business School, updates us on negotiations in the high-flying world of mergers and acquisitions (M&A). Subramanian is the author of Dealmaking: The New Strategy of Negotiauctions (W.W. … Read More 

What Are Our Students Actually Learning? Gauging Effectiveness in Teaching Negotiation

Lara SanPietro   •  03/26/2018   •  Filed in Teaching Negotiation

gauging effectiveness teaching negotiation

Ways of Gauging Effectiveness in Teaching Negotiation
Most instructors aspire to do more than simply teach students about negotiation. They want to teach students how to negotiate more effectively. That’s an ambitious goal, given the complexity of the process. Negotiation success requires keen analysis and deft social skills, along with a mix of confidence and humility. … Read More 

Teach Your Students Negotiation Psychology

Lara SanPietro   •  03/19/2018   •  Filed in Teaching Negotiation

negotiations

The negotiation psychology of the parties at the table can contribute significantly to the likelihood of reaching an agreement. In Beyond Reason, world-renowned negotiator Roger Fisher and psychologist Daniel Shapiro advise “ignore emotions at your own peril. Emotions are always present and often affect your experience. You may try to ignore them, but they will not … Read More 

Subramanian Will Succeed Mnookin as Program on Negotiation Chair

PON Staff   •  03/15/2018   •  Filed in Teaching Negotiation

Professor Guhan Subramanian ’98 will be the new chair of the Program on Negotiation (PON) at Harvard Law School. Subramanian holds appointments at both Harvard Law School, where he is the Joseph H. Flom Professor of Law and Business, and Harvard Business School, where he is the H. Douglas Weaver Professor of Business Law. As chair of PON, he … Read More 

NEW BOOK! Conflict Resolution for Children

Lara SanPietro   •  03/06/2018   •  Filed in Teaching Negotiation

Conflict Resolution for Children

Trouble at the Watering Hole: Teach Your Children About Conflict Resolution With This New Book
This fun and educational book from the Teaching Negotiation Resource Center (TNRC) builds a foundation for kids to learn ways to constructively resolve problems and to build strong skills that can be used to resolve conflict for the rest of their … Read More 

Ask A Negotiation Expert: In Negotiation, Communication Style Matters

PON Staff   •  02/28/2018   •  Filed in Teaching Negotiation

March-18-5

Is it better to appear warm or tough in negotiation? This month, Harvard Business School professor Francesca Gino, author of the forthcoming book Rebel Talent: Why It Pays to Break the Rules in Work and in Life, answers this persistent question.
Negotiation Briefings: In your research, you compared whether a warm and friendly negotiating style or … Read More 

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