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Faculty & Research
Program on Negotiation Harvard Law School
Program on Negotiation at Harvard Law School

PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu


Roger Fisher

For more information on Roger Fisher, please see:

  • In Memoriam: Roger Fisher
  • What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators
  • Peace in the Middle East: Lessons from a Legend
  • Harvard Law Review, Vol 126(4), Feb 2013, “In Memoriam: Roger Fisher.”

Articles & Insights

  • BATNA
    • Taylor Swift: Negotiation Mastermind?
    • BATNA Examples—and What You Can Learn from Them
    • What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
    • 10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
    • Take your BATNA to the Next Level
  • Business Negotiations
    • How to Deal with Cultural Differences in Negotiation
    • In Business Negotiations, Are You Revealing Enough?
    • Negotiation in Business: Apple and Samsung’s Dispute Resolution Case Study
    • Employment Contract Negotiation: Morals Clauses
    • When Business Agreements Break Down: The Starbucks–Kraft Arbitration Dispute
  • Conflict Resolution
    • Conflict-Management Styles: Pitfalls and Best Practices
    • 3 Types of Conflict and How to Address Them
    • Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators
    • How to Handle Conflict in Teams: Lessons from Scientific Collaborations
    • MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
  • Crisis Negotiations
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Negotiating Change During the Covid-19 Pandemic
    • AI Negotiation in the News
  • Dealing with Difficult People
    • Bargaining in Bad Faith: Dealing with “False Negotiators”
    • Managing Difficult Employees—or Managing Ourselves?
    • How to Handle Difficult Customers
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
  • Dealmaking
    • The First-Offer Dilemma in Negotiations: Should You Make the First Offer?
    • 5 Dealmaking Tips for Closing the Deal
    • Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
    • The Mutually Beneficial Agreement Behind the Hit Film Sinners
    • Negotiation Skills: 5 Proven Ways to Build Trust at the Bargaining Table
  • Dispute Resolution
    • Three Questions to Ask About the Dispute Resolution Process
    • Top 10 Dispute Resolution Skills
    • To Break Impasse, Move Beyond Concerns about Fairness in Negotiation
    • Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
    • Emotional Triggers: How Emotions Affect Your Negotiating Ability
  • International Negotiation
    • The Pros and Cons of Back-Channel Negotiations
    • International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
    • Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
    • A Top International Negotiation Case Study in Business: The Microsoft-Nokia Deal
    • Famous Negotiators: Angela Merkel and Vladimir Putin
  • Leadership Skills
    • Servant Leadership and Warren Buffett’s Giving Pledge
    • The Contingency Theory of Leadership: A Focus on Fit
    • The Trait Theory of Leadership
    • Servant Leadership Theory
    • Participative Leadership: What It Can Do for Organizations
  • Mediation
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
    • Mediation Training: What Can You Expect?
    • Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
    • AI Mediation: Using AI to Help Mediate Disputes
  • Negotiation Skills
    • For Professional Negotiators, Three Is a Magic Number
    • Is Humor in Business Negotiation Ever Appropriate?
    • Why Negotiations Fail
    • Negotiation Skills: Which Negotiating Style Is Best?
    • Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
  • Negotiation Training
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • Relationships in Negotiation: The Advantages of Rapport Building
    • Best Negotiation Books: A Negotiation Reading List
    • 10 Negotiation Training Skills Every Organization Needs
    • New Negotiation Books Offer In-Depth Solutions to Practical Challenges
  • Salary Negotiations
    • How to Negotiate a Higher Salary after a Job Offer
    • Setting Standards in Negotiations
    • In Salary Negotiations, Women Do Ask
    • Dispute Resolution Example: The Chicago Symphony’s Contract Dispute
    • How to Negotiate a Higher Salary
  • Teaching Negotiation
    • Teach Your Students to Negotiate the Technology Industry
    • Teach Your Students to Negotiate a Management Crisis
    • Teach Your Students How to Have Difficult Conversations Over Email
    • Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
  • Win-Win Negotiations
    • Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
    • Win-Win Negotiation: How to Keep Your Bargaining Partner Satisfied
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • Win-Lose Negotiation Examples

Select Your Free Special Report

  • AI and Negotiation
  • Managing Complex Negotiations March and June 2026 Program Guide
  • Negotiation Essentials Online (NEO) March and May 2026 Program Guide
  • Negotiation Master Class Spring 2026 Program Guide
  • Effective Negotiation Preparation for an Uncertain World
  • Negotiation and Leadership Spring 2026 Program Guide
  • Negotiation Essentials In-House Program Guide
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • Teaching Materials and Publications

Stay Connected to PON

Preparing For Negotiation

Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.

Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.

PON Publications

  • Negotiation Journal
  • Negotiation Data Repository (NDR)
  • Harvard Negotiation Law Review

Free Videos

  • PON AI Summit: Welcome and Introduction
  • PON AI Summit: AI Negotiation Competitions
  • PON AI Summit: AI as a Researcher
  • PON AI Summit: AI as a Negotiator and Mediator
  • PON AI Summit: AI as a Coach

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