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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
    • Michael Scott, Negotiation Genius? Lessons from TV Negotiations
    • Taylor Swift: Negotiation Mastermind?
    • 6 Bargaining Tips and BATNA Essentials
    • For Greater Value Creation, Look Beyond Your BATNA
    • The Deal-Making Process: Playing the Long Game
  • Business Negotiations
    • Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations
    • Sales Negotiation Techniques
    • Salary Negotiations in the Era of Fair-Pay Laws
    • Winner’s Curse: Negotiation Mistakes to Avoid
    • Negotiation Advice for Buying a Car: Tips for Improving Your Negotiating Position
  • Conflict Resolution
    • Conflict Management: Intervening in Workplace Conflict
    • Lessons Learned from Cultural Conflicts in the Covid-19 Era
    • Mediation and the Conflict Resolution Process
    • Conflict Resolution Examples in History: Learning from Nuclear Disarmament
    • How to Control Your Emotions in Conflict Resolution
  • Crisis Negotiations
    • What is Crisis Management in Negotiation?
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Crisis Communication Examples: What’s So Funny?
    • Simple Conflict Management Tools Keep Order in the Senate
    • Negotiating Change During the Covid-19 Pandemic
  • Dealing with Difficult People
    • Dispute Resolution: Building Momentum through Small Wins
    • Beyond Walking Away: Facing a Hardball Strategy Head-on
    • Bargaining in Bad Faith: Dealing with “False Negotiators”
    • How to Deal with Difficult Customers
    • How to Renegotiate a Bad Deal
  • Dealmaking
    • Dealmaking and the Anchoring Effect in Negotiations
    • Try a Contingent Contract if You Can’t Agree on What Will Happen
    • How Does Mediation Work in a Lawsuit?
    • A Bad Faith Negotiation Strategy Falls Apart
    • Team Negotiation: Tackle Common Pitfalls
  • Dispute Resolution
    • Four Conflict Negotiation Strategies for Resolving Value-Based Disputes
    • How to Negotiate with Friends and Family
    • Using Principled Negotiation to Resolve Disagreements
    • Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China
    • What Is an Umbrella Agreement?
  • International Negotiation
    • Managing Cultural Differences in Negotiation
    • The Importance of Relationship Building in China
    • Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
    • Famous Negotiators: Angela Merkel and Vladimir Putin
    • Cross-Cultural Communication in Business Negotiations
  • Leadership Skills
    • What Is Collective Leadership?
    • For Women Negotiating Salary, “Do It Yourself” Sends the Wrong Message
    • Charismatic Leadership: Weighing the Pros and Cons
    • Counteracting Negotiation Biases Like Race and Gender in the Workplace
    • How to Negotiate in Cross-Cultural Situations
  • Mediation
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
    • Mediation Training: What Can You Expect?
    • What is Med-Arb?
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
  • Negotiation Skills
    • Dressing for Success: How Wealth and Status Cues Affect Business Negotiation
    • 10 Negotiation Failures
    • Why Negotiations Fail
    • The Right Negotiation Environment: Your Place or Mine?
    • Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity
  • Negotiation Training
    • Use a Negotiation Preparation Worksheet for Continuous Improvement
    • 10 Negotiation Training Skills Every Organization Needs
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • The Importance of a Relationship in Negotiation
    • Best Negotiation Books: A Negotiation Reading List
  • Salary Negotiations
    • Are Salary Negotiation Skills Different for Men and Women?
    • How to Negotiate a Higher Salary
    • Salary Negotiation: How to Ask for a Higher Salary
    • Expert Job Negotiation Advice for Long-Term Success
    • How to Negotiate Salary: 3 Winning Strategies
  • Teaching Negotiation
    • Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
    • Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
    • Register Now for the PON 40th Anniversary Symposium and Gala! Space is Limited
    • Learn from the Best with the Great Negotiator Case Studies
    • The Best New Simulations
  • Win-Win Negotiations
    • What is a Win-Win Negotiation?
    • Win Win Negotiation: Managing Your Counterpart’s Satisfaction
    • Labor Negotiation Strategies
    • 5 Win-Win Negotiation Strategies
    • For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?

Select Your Free Special Report

  • Negotiation and Leadership Spring 2024 Program Guide
  • Negotiation Master Class November 2023 Program Guide
  • Negotiation Essentials Online (NEO) Spring, Summer, and Fall 2023 Program Guide
  • Negotiation and Leadership Fall 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

  • Follow the Science: Proven Strategies for Reducing Unconscious Bias
  • Turning Difficult Mediation Moments into Opportunities
  • Cyber Negotiations: The Case of Ransomware
  • Facilitated Dialogue: Possibilities, Pitfalls, and Practice Notes
  • When Gender Matters in Negotiation

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The Program on Negotiation at Harvard Law School
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