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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
    • The Good Cop, Bad Cop Negotiation Strategy
    • Know Your BATNA: The Power of Information in Negotiation
    • BATNA and Other Sources of Power at the Negotiation Table
    • Power in Negotiations: How to Maximize a Weak BATNA
    • Managing Difficult Negotiators
  • Business Negotiations
    • Hardball Negotiation Tactics: Time Pressure in Major League Baseball
    • Top 10 Notable Negotiations of 2022
    • How to Negotiate a Business Deal
    • How to Deal with Cultural Differences in Negotiation
    • Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
  • Conflict Resolution
    • Cognitive Biases in Negotiation and Conflict Resolution – Common Negotiation Mistakes
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
    • Conflict Resolution Scenarios: Negotiating Values
    • Negotiation with Your Children: How to Resolve Family Conflicts
  • Crisis Negotiations
    • AI Negotiation in the News
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Crisis Communication Examples: What’s So Funny?
  • Dealing with Difficult People
    • Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
    • How to Deal with Difficult Customers
    • How to Renegotiate a Bad Deal
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
    • Dealing with Hardball Tactics in Negotiation
  • Dealmaking
    • How to Counteroffer in Business Negotiation
    • The Art of Negotiation: Anger Management at the Bargaining Table
    • How to Counter Offer Successfully With a Strong Rationale
    • Should Women “Lean In” to Create More Value in Negotiations?
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
  • Dispute Resolution
    • Emotional Triggers: How Emotions Affect Your Negotiating Ability
    • How to Write a Contract That Doesn’t Leave Room for Interpretation
    • Settling Out of Court: Negotiating in the Shadow of the Law
    • What Is an Umbrella Agreement?
    • What is Alternative Dispute Resolution?
  • International Negotiation
    • Government Negotiations and Beyond: Using Carrots and Sticks Effectively
    • Cross Cultural Communication: Translation and Negotiation
    • Prompting Peace Negotiations
    • International Arbitration: What it is and How it Works
    • Government Negotiations: The Brittney Griner Case
  • Leadership Skills
    • Learning from Ethical Leadership Failures at Boeing
    • Moral Leadership: Do Women Negotiate More Ethically than Men?
    • Great Women Leaders Negotiate
    • Directive Leadership: When It Does—and Doesn’t—Work
    • Paternalistic Leadership: Beyond Authoritarianism
  • Mediation
    • What Makes a Good Mediator?
    • Negotiation Research on Mediation Techniques: Focus on Interests
    • The Mediation Process and Dispute Resolution
    • Mediation Training: What Can You Expect?
    • Mediation Checklist: 5 Questions to Ask When Hiring Mediators
  • Negotiation Skills
    • Types of Negotiation for Business Professionals
    • Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
    • When to Make the First Offer in Negotiations
    • The Inseparable Link Between Effective Leadership and Communication
    • In Negotiation, How Much Do Personality and Other Individual Differences Matter?
  • Negotiation Training
    • 3-D Negotiation Strategy
    • Use a Negotiation Preparation Worksheet for Continuous Improvement
    • Delivering Bad News in Negotiation
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • 10 Negotiation Training Skills Every Organization Needs
  • Salary Negotiations
    • Are Salary Negotiation Skills Different for Men and Women?
    • In Salary Negotiations, Women Do Ask
    • Setting Standards in Negotiations
    • Negotiating Salary: Confronting the Gender Pay Gap
    • Negotiating a Salary When Compensation Is Public
  • Teaching Negotiation
    • Teaching Critical Leadership Skills
    • Labor Relations: Negotiating Collective Bargaining Agreements
    • New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
    • Expand Your Curriculum with 17 Newly Translated Simulations
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
  • Win-Win Negotiations
    • Win-Lose Negotiation Examples
    • Labor Negotiation Strategies
    • What is a Win-Win Negotiation?
    • Win-Win Negotiation: Managing Your Counterpart’s Satisfaction
    • How to Use Tradeoffs to Create Value in Your Negotiations

Select Your Free Special Report

  • 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
  • How to Negotiate Your Salary and Raises
  • 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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