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Academic Programs & Faculty
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
    • Learning from BATNA Examples in Negotiation
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
    • Know Your BATNA: The Power of Information in Negotiation
    • 10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
    • What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
  • Business Negotiations
    • How to Deal with Cultural Differences in Negotiation
    • Win-Win Bargaining: Private Negotiation, Public Auction, or Both?
    • The Star Wars Negotiations and Trust at the Negotiation Table
    • Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
    • Panda Diplomacy and Business Negotiations: Applying Soft Power
  • Conflict Resolution
    • Conflict Styles and Bargaining Styles
    • Strategies to Resolve Conflict over Deeply Held Values
    • Communication and Conflict Management: Responding to Tough Questions
    • Mediation and the Conflict Resolution Process
    • Away from the Podium and Off to the Balcony: William Ury Discusses the Debt Ceiling Negotiations Facing Obama and US Congressional Republicans
  • Crisis Negotiations
    • What is Crisis Management in Negotiation?
    • Crisis Communication Examples: What’s So Funny?
    • AI Negotiation in the News
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Crisis Negotiation Lessons: The U.S.-Russia Prisoner Swap
  • Dealing with Difficult People
    • Negotiating with Difficult Personalities and “Dark” Personality Traits
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • When Our Negotiation Goals Hold Us Back
    • Managing Difficult Employees: Listening to Learn
    • Dealing with Hardball Tactics in Negotiation
  • Dealmaking
    • Negotiation Logistics: Best Practices for Better Deals
    • Should Women “Lean In” to Create More Value in Negotiations?
    • Perspective Taking and Empathy in Business Negotiations
    • The Winner’s Curse: Will You Be Its Next Victim?
    • Dealmaking Secrets from Henry Kissinger
  • Dispute Resolution
    • Dispute Resolution Case Study: Conflict on the High Seas
    • Dispute Resolution Strategies for Managing Internal Conflicts in Organizations
    • Using Principled Negotiation to Resolve Disagreements
    • Three Questions to Ask About the Dispute Resolution Process
    • Top 10 Dispute Resolution Skills
  • International Negotiation
    • The Importance of Relationship Building in China
    • Top 10 International Business Negotiation Case Studies
    • How to Solve Intercultural Conflict
    • Best Negotiators in History: Nelson Mandela and His Negotiation Style
    • Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
  • Leadership Skills
    • Learning from Ethical Leadership Failures at Boeing
    • Servant Leadership Theory
    • Charismatic Leadership: Weighing the Pros and Cons
    • How to Negotiate in Cross-Cultural Situations
    • Leadership and Decision-Making: Empowering Better Decisions
  • Mediation
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
    • Types of Mediation: Choose the Type Best Suited to Your Conflict
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
    • AI Mediation: Using AI to Help Mediate Disputes
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
  • Negotiation Skills
    • Does Using Technology in Negotiation Change Our Behavior?
    • Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
    • Will You Avoid a Negotiation Impasse?
    • Irrationality in Negotiations: How to Negotiate the Impossible
    • Positional Bargaining Pitfalls
  • Negotiation Training
    • Gender and Negotiation: New Research Findings
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • Negotiation Training: What’s Special About Technology Negotiations?
    • Collaborative Negotiation Examples: Tenants and Landlords
  • Salary Negotiations
    • Are Salary Negotiation Skills Different for Men and Women?
    • Setting Standards in Negotiations
    • Negotiating a Salary When Compensation Is Public
    • Salary Negotiation: How to Ask for a Higher Salary
    • How to Negotiate Salary: 3 Winning Strategies
  • Teaching Negotiation
    • New Simulation: International Business Acquisition Negotiated Online
    • Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in Africa
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
    • Teach Your Students to Negotiate a Management Crisis
    • Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations
  • Win-Win Negotiations
    • Win-Win Negotiation: Managing Your Counterpart’s Satisfaction
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
    • How to Create Win-Win Situations
    • Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
    • For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?

Select Your Free Special Report

  • Managing Complex Negotiations December 2025 Program Guide
  • Negotiation Essentials Online (NEO) November 2025 Program Guide
  • Negotiation and Leadership Fall 2025 Program Guide
  • Negotiation Master Class May 2025 Program Guide
  • Negotiation Essentials In-House Program Guide
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • Salary Negotiation: How to Negotiate Salary: Learn the Best Techniques to Help You Manage the Most Difficult Salary Negotiations and What You Need to Know When Asking for a Raise
  • Overcoming Cultural Barriers in Negotiation: Cross Cultural Communication Techniques and Negotiation Skills From International Business and Diplomacy
  • 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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