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Program on Negotiation at Harvard Law School
Academic Programs & Faculty

Academic Programs & Faculty

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
    • How to Make a Good Deal When You Lack Power
    • Negotiation Mistakes: When Fear of Impasse Leads to Bad Deals
    • 6 Bargaining Tips and BATNA Essentials
    • The Good Cop, Bad Cop Negotiation Strategy
    • For Sellers, The Anchoring Effects of a Hidden Price Can Offer Advantages
  • Business Negotiations
    • Top Negotiation Case Studies in Business: Apple and Dispute Resolution in the Courts
    • Negotiation Mistakes: Apple TV’s Botched Expansion Deals
    • How to Set Negotiation Goals as a Manager
    • Negotiations in the News: Lessons for Business Negotiators
    • 10 Popular Business Negotiation Articles
  • Conflict Resolution
    • Strategies to Resolve Conflict over Deeply Held Values
    • A Case Study of Conflict Management and Negotiation
    • Conflict Management: Intervening in Workplace Conflict
    • Lessons Learned from Cultural Conflicts in the Covid-19 Era
    • Mediation and the Conflict Resolution Process
  • Crisis Negotiations
    • What is Crisis Management in Negotiation?
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Group Decision Making: Best Practices and Pitfalls
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
  • Dealing with Difficult People
    • How to Handle Difficult Customers
    • Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
    • Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
    • When Our “Principles” Crash up Against our Negotiation Goals
    • Bargaining in Bad Faith: Dealing with “False Negotiators”
  • Dealmaking
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
    • What Leads to Renegotiation?
    • How to Counteroffer in Business Negotiation
    • Dealmaking and the Anchoring Effect in Negotiations
    • How Does Mediation Work in a Lawsuit?
  • Dispute Resolution
    • Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
    • Top 10 Dispute Resolution Skills
    • Negotiation Case Studies: Google’s Approach to Dispute Resolution
    • Choose the Right Dispute Resolution Process
    • In Contract Negotiations, Agree on How You’ll Disagree
  • International Negotiation
    • What is the Multi-Door Courthouse Concept
    • How to Solve Intercultural Conflict
    • The Negotiation Process in China
    • Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
    • Managing Cultural Differences in Negotiation
  • Leadership Skills
    • Nelson Mandela: Negotiation Lessons from a Master
    • Challenges Facing Women Negotiators
    • What Is Collective Leadership?
    • Charismatic Leadership: Weighing the Pros and Cons
    • Counteracting Negotiation Biases Like Race and Gender in the Workplace
  • Mediation
    • What Makes a Good Mediator?
    • Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
    • What is Med-Arb?
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
  • Negotiation Skills
    • In Negotiation, How Much Do Personality and Other Individual Differences Matter?
    • Dear Negotiation Coach: When Silence in Negotiation is Golden
    • Bargaining Power in Negotiations: Leveling the Playing Field
    • Negotiation Skills for Win-Win Negotiations
    • Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
  • Negotiation Training
    • Collaborative Negotiation Examples: Tenants and Landlords
    • 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
  • Salary Negotiations
    • When a Little Power is a Dangerous Thing
    • Are Salary Negotiation Skills Different for Men and Women?
    • Renegotiate Salary to Your Advantage
    • Salary Negotiation: How to Ask for a Higher Salary
    • How to Ask for a Salary Increase
  • Teaching Negotiation
    • Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in Africa
    • New Simulation: Negotiating a Management Crisis
    • New Simulation: International Business Acquisition Negotiated Online
    • Bidding in an International Business Negotiation: Euro-Idol
    • Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations
  • Win-Win Negotiations
    • Win-Lose Negotiation Examples
    • Labor Negotiation Strategies
    • What is a Win-Win Negotiation?
    • Win Win Negotiation: Managing Your Counterpart’s Satisfaction
    • 5 Win-Win Negotiation Strategies

Select Your Free Special Report

  • 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
  • Negotiation and Leadership Spring and Summer 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

  • Decision Leadership: Empowering Others to Make Better Choices
  • 2022 PON Great Negotiator Award Honoring Christiana Figueres
  • Getting to Yes in Challenging Times
  • Managing the Negotiation Within: The Internal Family Systems Model
  • Mediation: Negotiation by Other Moves with Alain Lempereur

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