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Program on Negotiation at Harvard Law School
Academic Programs & Faculty

Academic Programs & Faculty

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

Howard Raiffa

For more information on Howard Raiffa, please see:

  • Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

Articles & Insights

  • BATNA
    • Managing Difficult Negotiators
    • How Negotiators Can Stay on Target at the Bargaining Table
    • 6 Bargaining Tips and BATNA Essentials
    • Negotiation in Business Without a BATNA – Is It Possible?
    • Business Negotiation Strategies for Managing the Tension Between Claiming and Creating Value
  • Business Negotiations
    • How Principal Agent Theory Works in Business Negotiations: Dealmaking Strategies for Bargaining with Agents
    • Successes & Messes: A Notoriously Bad Business Contract
    • The Star Wars Negotiations and Trust at the Negotiation Table
    • Hardball Negotiation Tactics: Time Pressure in Major League Baseball
    • Emotion and the Art of Business Negotiations
  • Conflict Resolution
    • Negotiating Moral Conflicts: Get Past “Us” Versus “Them”
    • What is an Arbitration Agreement?
    • Dear Negotiation Coach: Having Difficult Conversations Online
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
  • Crisis Negotiations
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
    • “No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • What is Crisis Management in Negotiation?
    • In Crisis Negotiations, Stay Rational Under Pressure
  • Dealing with Difficult People
    • Negotiation Tips: Listening Skills for Dealing with Difficult People
    • How to Handle Difficult Customers
    • How to Have Difficult Conversations During the Holidays and Beyond
    • Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
    • Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
  • Dealmaking
    • Dealmaking and the Anchoring Effect in Negotiations
    • Six Strategies for Creating Value at the Negotiation Table
    • The Art of Negotiation: Anger Management at the Bargaining Table
    • Negotiation Techniques: The First Offer Dilemma in Negotiations
    • Understanding Exclusive Negotiation Periods in Business Negotiations
  • Dispute Resolution
    • Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People
    • Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
    • Alternative Dispute Resolution In-House: Mediation, Arbitration, or Med-Arb?
    • Dispute Resolution, NHL style
    • What is Dispute System Design?
  • International Negotiation
    • Dispute Resolution for India and Bangladesh
    • Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
    • Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
    • International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
    • Famous Negotiators: Angela Merkel and Vladimir Putin
  • Leadership Skills
    • Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual Gains
    • Challenges Facing Women Negotiators
    • Dear Negotiation Coach: Catering to Expectations in High Stakes Conversations
    • Implicit and Explicit Bias: When Negotiators Discriminate Based on Race
    • Servant Leadership and Warren Buffett’s Giving Pledge
  • Mediation
    • When Lose-Lose is the Best Alternative to a Negotiated Agreement (BATNA)
    • What Makes a Good Mediator?
    • Mediation Training: What Can You Expect?
    • Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
  • Negotiation Skills
    • Limiting Strategic Miscalculation in Business Negotiations
    • Dear Negotiation Coach: How to Find a Compromise in Negotiation
    • Self-Analysis and Negotiation
    • Aggressive Negotiation Tactics: Threats at the Bargaining Table
    • Negotiation Challenges for Family Business Relationships
  • Negotiation Training
    • 3-D Negotiation Strategy
    • Best Negotiation Books: A Negotiation Reading List
    • Use a Negotiation Preparation Worksheet for Continuous Improvement
    • The Importance of a Relationship in Negotiation
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
  • Salary Negotiations
    • Renegotiate Salary to Your Advantage
    • Negotiating a Salary When Compensation Is Public
    • Salary Negotiation: How to Ask for a Higher Salary
    • Are Salary Negotiation Skills Different for Men and Women?
    • How to Negotiate a Higher Salary
  • Teaching Negotiation
    • The Negotiation Journal Wants to Hear From You!
    • Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
    • New Simulation: International Business Acquisition Negotiated Online
    • Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in Africa
    • Power Asymmetry and the Principal Agent Problem
  • Win-Win Negotiations
    • How to Create Win-Win Situations
    • How to Use Tradeoffs to Create Value in Your Negotiations
    • Win Win Negotiations: Can’t Beat Them? Join a Coalition.
    • The Difficulty of Achieving a Win-Win Negotiation Outcome
    • How to Negotiate Mutually Beneficial Noncompete Agreements

Select Your Free Special Report

  • Negotiation Essentials Online (NEO) Spring and Summer 2023 Program Guide
  • Negotiation and Leadership Fall 2023 Program Guide
  • Negotiation Master Class May 2023 Program Guide
  • Negotiation and Leadership Spring and Summer 2023 Program Guide
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • Salary Negotiations
  • Overcoming Cultural Barriers in Negotiation
  • Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator
  • 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

  • Decision Leadership: Empowering Others to Make Better Choices
  • 2022 PON Great Negotiator Award Honoring Christiana Figueres
  • Getting to Yes in Challenging Times
  • Managing the Negotiation Within: The Internal Family Systems Model
  • Mediation: Negotiation by Other Moves with Alain Lempereur

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