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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
    • 6 Bargaining Tips and BATNA Essentials
    • Negotiation in Business Without a BATNA – Is It Possible?
    • What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
    • BATNA and Other Sources of Power at the Negotiation Table
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
  • Business Negotiations
    • Taking the Plunge: How a Controversial Business Partnership Agreement was Born
    • Emotion and the Art of Business Negotiations
    • How to Mitigate Stress at the Bargaining Table
    • Using Effective Group Leadership to Bring a Multiparty Agreement Back from the Brink
    • Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
  • Conflict Resolution
    • Using Conflict Resolution Skills: Trying to Forgive and Move Forward
    • Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
    • Do Attitudes in Negotiation Influence Results?
    • Learning from Feedback without Losing Your Mind
    • Tough Topics in Negotiation: Negotiating a Non-Compete Agreement with Employers
  • Crisis Negotiations
    • Negotiating Controversial Issues in Difficult Negotiations
    • What is Crisis Management in Negotiation?
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Learning from crisis negotiations
    • Negotiation in the News: Last Negotiating Moves From A Never-Boring President
  • Dealing with Difficult People
    • How to Handle Difficult Customers
    • Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
    • Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
    • Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
    • When Dealing with Difficult People, Try a Complementary Approach
  • Dealmaking
    • Dear Negotiation Coach: How Can I Use Deal Structuring and Negotiating to Resolve an Impasse?
    • Writing the Negotiated Agreement
    • Using Integrative Negotiation Techniques to Close the Deal
    • How to Counter Offer Successfully With a Strong Rationale
    • 7 Tips for Closing the Deal in Negotiations
  • Dispute Resolution
    • Dispute Resolution, NHL style
    • How to Write a Contract That Doesn’t Leave Room for Interpretation
    • Dear Negotiation Coach: How Can You Create a Fair Dispute Process?
    • What is Dispute System Design?
    • How to Negotiate with Friends and Family
  • International Negotiation
    • 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
    • Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
  • Leadership Skills
    • Servant Leadership and Warren Buffett’s Giving Pledge
    • How an Authoritarian Leadership Style Blocks Effective Negotiation
    • Negotiations, Gender, and Status at the Bargaining Table
    • Women in Leadership: Toward More Equitable Negotiations
    • Dear Negotiation Coach: Do Leading Negotiation Experts Practice What they Preach?
  • Mediation
    • What Makes a Good Mediator?
    • Mediation Training: What Can You Expect?
    • Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
    • Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
    • The Mediation Process and Dispute Resolution
  • Negotiation Skills
    • 5 Common Negotiation Mistakes and How You Can Avoid Them
    • A Token Concession: In Negotiation, the Gift that Keeps on Giving
    • What Can Business Negotiators Learn from Principal Agent Theory?
    • Why Negotiations Fail
    • Collective Bargaining Negotiations and the Risk of Strikes
  • 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
    • Salary Expectations: Calibrating Pay During a Labor Shortage
    • Renegotiate Salary to Your Advantage
    • Using Business Negotiation Skills To Move a Deal in your Favor
    • Salary Negotiation: How to Ask for a Higher Salary
    • Compensation Negotiation Tips: Lessons from Broadway
  • Teaching Negotiation
    • Teach Your Students to Negotiate Climate Change
    • New Simulation on Negotiating the Future of Dams
    • Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
    • Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
    • Power Asymmetry and the Principal Agent Problem
  • Win-Win Negotiations
    • How to Use Tradeoffs to Create Value in Your Negotiations
    • Labor Negotiation Strategies
    • Win Win Negotiations: Can’t Beat Them? Join a Coalition.
    • The Difficulty of Achieving a Win-Win Negotiation Outcome
    • What is a Win-Win Negotiation?

Select Your Free Special Report

  • Negotiation Master Class Fall 2021 Program Guide
  • Negotiation and Leadership Fall 2021 Brochure
  • Make the Most of Online Negotiations
  • Managing Multiparty Negotiations
  • Getting the Deal Done
  • NEW FREE REPORT! 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
  • BATNA Basics: Boost Your Power at the Bargaining Table
  • Business Negotiation Strategies: How to Negotiate Better Business Deals
  • 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.

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  • Negotiation Journal
  • Harvard Negotiation Law Review

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