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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
    • Learning from BATNA Examples in Negotiation
    • Michael Scott, Negotiation Genius? Lessons from TV Negotiations
    • Managing Difficult Negotiators
    • How to Make a Good Deal When You Lack Power
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
  • Business Negotiations
    • Individual Differences in Negotiation—and How They Affect Results
    • Salary Negotiation Strategies in the NBA and Beyond
    • Avoid Bad-Faith Negotiations
    • Employment Negotiations: To Poach or Not to Poach?
    • The Star Wars Negotiations and Trust at the Negotiation Table
  • Conflict Resolution
    • Conflict Management Skills When Dealing with an Angry Public
    • How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table
    • Ripeness Theory in Dispute Resolution: Seizing the Day
    • Types of Conflict in Business Negotiation—and How to Avoid Them
    • Interpersonal Conflict Resolution: Beyond Conflict Avoidance
  • Crisis Negotiations
    • What is Crisis Management in Negotiation?
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Crisis Communication Examples: What’s So Funny?
    • AI Negotiation in the News
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
  • Dealing with Difficult People
    • Dealing with challenging negotiators
    • Dealing with Hardball Tactics in Negotiation
    • How to Deal with Difficult Customers
    • How to Manage Difficult Staff: Gen Z Edition
    • Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
  • Dealmaking
    • What is Distributive Negotiation and Five Proven Strategies
    • Trump’s Negotiating Style as President-Elect
    • MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
    • What Are Circular Deals?
    • How to Counter Offer Successfully With a Strong Rationale
  • Dispute Resolution
    • Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
    • What is Alternative Dispute Resolution?
    • Using Principled Negotiation to Resolve Disagreements
    • Choose the Right Dispute Resolution Process
    • Dispute Resolution Case Study: Conflict on the High Seas
  • International Negotiation
    • Managing Cultural Differences in Negotiation
    • How to Solve Intercultural Conflict
    • International Negotiations: North and South Korea Talks Collapse
    • Negotiation Location Contributes to a Troubled Climate Change Summit
    • Malala Yousafzai Visits the Program on Negotiation
  • Leadership Skills
    • Leading vs. Managing: What’s the Difference?
    • Directive Leadership: When It Does—and Doesn’t—Work
    • How To Share a Negotiation Education with Kids
    • Learning from Ethical Leadership Failures at Boeing
    • Salary Negotiations: Reducing Gender and Racial Pay Gaps
  • Mediation
    • How Mediation Can Help Resolve Pro Sports Disputes
    • AI Mediation: Using AI to Help Mediate Disputes
    • How Mediation Works When Both Parties Agree They Need Help Resolving the Dispute
    • Mediation Checklist: 5 Questions to Ask When Hiring Mediators
    • Types of Mediation: Choose the Type Best Suited to Your Conflict
  • Negotiation Skills
    • 10 Negotiation Failures
    • BATNA Strategy: When to Reveal Your BATNA
    • In Negotiation, Is Benevolent Deception Acceptable?
    • Effective Negotiation Strategies for Dealing with Competitors
    • Daniel Kahneman Showed Negotiators a More Rational Path
  • Negotiation Training
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • 3-D Negotiation Strategy
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
    • Relationships in Negotiation: The Advantages of Rapport Building
    • Best Negotiation Books: A Negotiation Reading List
  • Salary Negotiations
    • Negotiating a Salary When Compensation Is Public
    • Salary Negotiation: How to Ask for a Higher Salary
    • How to Negotiate Salary: 3 Winning Strategies
    • How to Counter a Job Offer: Avoid Common Mistakes
    • Renegotiate Salary to Your Advantage
  • Teaching Negotiation
    • High Stakes Negotiations in the Healthcare Industry
    • Check Out the All-In-One Curriculum Packages – Available for Some of Our Most Popular Simulations
    • Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
    • Make Job Negotiations Fairer in Your Organization
    • Teaching Contract Negotiation: Using the Mutual Gains Approach
  • Win-Win Negotiations
    • Win-Lose Negotiation Examples
    • 5 Win-Win Negotiation Strategies
    • How to Create Win-Win Situations in Business Negotiation
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy

Select Your Free Special Report

  • Negotiation and Leadership Fall 2026 Program Guide
  • 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
  • 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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