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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
    • 10 Popular Business Negotiation Articles
    • Top Negotiation Case Studies in Business: Apple and Dispute Resolution in the Courts
    • Contingency Contracts in Business Negotiations
    • Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation
    • M&A Negotiation Strategy: Missed Opportunities in Musk’s Twitter Deal
  • Conflict Resolution
    • MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
    • 5 Conflict Resolution Strategies That Actually Work
    • Pros and Cons of Email Communication
    • What is Conflict Resolution, and How Does It Work?
    • The Pitfalls of Negotiations Over Email
  • 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
    • How to Handle Difficult Customers
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
    • Managing Difficult Employees: Listening to Learn
    • Negotiating with Difficult Personalities and “Dark” Personality Traits
  • Dealmaking
    • Negotiation Skills: 5 Proven Ways to Build Trust at the Bargaining Table
    • Negotiation Logistics: Best Practices for Better Deals
    • How Does Mediation Work in a Lawsuit?
    • What Are Circular Deals?
    • What is Distributive Negotiation and Five Proven Strategies
  • Dispute Resolution
    • 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
    • Dispute Resolution Strategies for Managing Internal Conflicts in Organizations
    • Which Dispute-Resolution Process Is Right for You?
  • International Negotiation
    • A Top International Negotiation Case Study in Business: The Microsoft-Nokia Deal
    • Famous Negotiators: Angela Merkel and Vladimir Putin
    • Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
    • Political Negotiation: Negotiating with Bureaucrats
    • The Negotiation Process in China
  • Leadership Skills
    • 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
    • What Is Facilitative Leadership?
  • Mediation
    • Mediation Training: What Can You Expect?
    • Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
    • AI Mediation: Using AI to Help Mediate Disputes
    • Employee Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
  • Negotiation Skills
    • Power in Negotiation: The Impact on Negotiators and the Negotiation Process
    • Types of Negotiation for Business Professionals
    • Negotiation Skills for Win-Win Negotiations
    • Communication in Negotiation: How Hard Should You Push?
    • How AI Negotiation Bots Can Deepen Classroom Learning
  • Negotiation Training
    • Best Negotiation Books: A Negotiation Reading List
    • Relationships in Negotiation: The Advantages of Rapport Building
    • 10 Negotiation Training Skills Every Organization Needs
    • New Negotiation Books Offer In-Depth Solutions to Practical Challenges
    • 3-D Negotiation Strategy
  • Salary Negotiations
    • How to Negotiate a Higher Salary
    • 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
  • Teaching Negotiation
    • 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
    • Teach by Example with These Negotiation Case Studies
    • The Best Negotiation Exercises, Simulations and Videos
  • Win-Win Negotiations
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • Win-Lose Negotiation Examples
    • Labor Negotiation Strategies
    • What is a Win-Win Negotiation?

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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