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:

Real Estate
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 Your Students Negotiation Psychology

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


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


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 

Negotiating with Family

Lara SanPietro   •  02/14/2018   •  Filed in Teaching Negotiation

reservation point negotiation

Legal Disputes Where Emotions Override Reason
Negotiating with a colleague or client can be complicated, but negotiating with a family member can cause us to leave reason at the door. Negotiating with family, where emotions are heightened, can lead to a reluctance to compromise. This is especially true when it comes to legal disputes between family … Read More 

Ask A Negotiation Expert: How leaders negotiate to hang on to leadership

PON Staff   •  01/31/2018   •  Filed in Teaching Negotiation

This month, Jeswald Salacuse, Distinguished Professor at Tufts University, considers the negotiation strategies that embattled leaders use to fend off challenges to their leadership. Salacuse is the author of Real Leaders Negotiate! Gaining, Using, and Keeping the Power to Lead Through Negotiation (Palgrave Macmillan, 2017).

Negotiation Briefings: Leaders often seem to make matters worse when their … Read More 

Teach Your Students to Negotiate the Principal-Agent Relationship with Fie’s Agent

Lara SanPietro   •  01/30/2018   •  Filed in Teaching Negotiation

Soccer football negotation

Negotiate International Sports Contracts
In many business negotiations, especially those involving athletes, you will find an agent negotiating on behalf of the principal party. This unique principal-agent relationship can cause challenges at the negotiating table. The agent may have different preferences from their principal party. Agents may also have different incentives from the principal. Agents may … Read More 

Negotiate International Energy Contracts with ENCO

Lara SanPietro   •  01/18/2018   •  Filed in Teaching Negotiation


ENCO: Negotiating International Contracts in the Face of Political Instability
Negotiating international contracts can be tricky, and unstable, especially when governments are parties in the negotiation. ENCO is a Texas-based power company that has begun to move aggressively into emerging markets. The Indian government has approached ENCO to build an electrical generating plant to increase the power … Read More 

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

PON Staff   •  12/31/2017   •  Filed in Teaching Negotiation

This month, Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women 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).

Negotiation Briefings: Past research has suggested that … Read More 

Crossed Wires? Negotiation Games To Help Your Business Deal Sidestep Legal, Technical And Emotional Glitches

Lara SanPietro   •  12/21/2017   •  Filed in Teaching Negotiation

What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching … Read More 

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