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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
    • BATNA and Other Sources of Power at the Negotiation Table
    • Negotiation Examples: How Crisis Negotiators Use Text Messaging
    • BATNA Strategy: Negotiating When Negotiation Is Not the Norm
    • Take your BATNA to the Next Level
    • Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations
  • Business Negotiations
    • The Advantages of Bias at the Negotiation Table
    • How Much Should You Share at the Negotiation Table?
    • Individual Differences in Negotiation—and How They Affect Results
    • Business Negotiation Examples: Choose the Best Kind of Auction
    • Negotiation Tactics for Managing Relationships
  • Conflict Resolution
    • The Pitfalls of Negotiations Over Email
    • In Real-Life Conflict Scenarios, Promote Constructive Dissent
    • Elements of Conflict: Diagnose What’s Gone Wrong
    • Mediation and the Conflict Resolution Process
    • The Two Koreas Practice Conflict Management
  • Crisis Negotiations
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • What is Crisis Management in Negotiation?
    • In Crisis Negotiations, Stay Rational Under Pressure
    • Negotiating Controversial Issues in Difficult Negotiations
    • Learning from crisis negotiations
  • Dealing with Difficult People
    • Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
    • When Dealing with Difficult People, Try a Complementary Approach
    • Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
    • Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
    • Dispute Resolution: Building Momentum through Small Wins
  • Dealmaking
    • Dear Negotiation Coach: Will Your First Offer Be in the Right Ballpark?
    • Dear Negotiation Coach: Negotiating a Win Win Relationship with Friends
    • Business Negotiation Skills: How to Enhance Your Negotiated Agreement
    • Dear Negotiation Coach: Managing Expectations of Our Own
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
  • Dispute Resolution
    • Using Principled Negotiation to Resolve Disagreements
    • How to Write a Contract That Doesn’t Leave Room for Interpretation
    • Repairing Relationships Using Negotiation Skills
    • Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table
    • Choose the Right Dispute Resolution Process
  • International Negotiation
    • Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
    • Managing Cultural Differences in Negotiation
    • Cross Cultural Communication: Translation and Negotiation
    • International Negotiations and Cognitive Biases in Negotiation
    • Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
  • Leadership Skills
    • How to Negotiate in Cross-Cultural Situations
    • What Is Facilitative Leadership?
    • Leadership Styles in Negotiation: The Case of Ebay and Paypal
    • Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management
    • Participative Leadership: What It Can Do for Organizations
  • Mediation
    • Why is Negotiation Important: Mediation in Transactional Negotiations
    • Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
    • Mediation: Sitting Down at the Table
    • What is Med-Arb?
    • Arbitration vs Mediation: What’s Wrong with Traditional Arbitration?
  • Negotiation Skills
    • Aggressive Negotiation Tactics: Threats at the Bargaining Table
    • Team Building Using Negotiation Skills
    • VIDEO: William Ury on “Getting to Yes with Yourself”
    • Negotiation Advice: When to Make the First Offer in Negotiation
    • How Your Communication Style Impacts Value Creation
  • Negotiation Training
    • Ethics in Negotiation: Avoid Complicity in Wrongdoing
    • Negotiation Training: What’s Special About Technology Negotiations?
    • 3-D Negotiation Strategy
    • Best Negotiation Books: A Negotiation Reading List
    • Use a Negotiation Preparation Worksheet for Continuous Improvement
  • Salary Negotiations
    • Salary Negotiation: How to Ask for a Higher Salary
    • Are Salary Negotiation Skills Different for Men and Women?
    • How to Negotiate a Higher Salary
    • Negotiators: Resist Vividness Bias in Negotiations
    • Why Great Negotiators Earn More Money
  • Teaching Negotiation
    • The Best New Simulations
    • Teach Your Students to Take Their Mediation Skills to the Next Level
    • Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
    • Camp Lemonnier: Negotiating a Lease Agreement for a Key Military Base in Africa
    • Planning Your Syllabus for Next Semester? Check Out the Brief Course Outlines from the TNRC
  • Win-Win Negotiations
    • Win Win Negotiations: Can’t Beat Them? Join a Coalition.
    • The Difficulty of Achieving a Win-Win Negotiation Outcome
    • How to Negotiate Mutually Beneficial Noncompete Agreements
    • For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?
    • What is a Win-Win Negotiation?

Select Your Free Special Report

  • Negotiation Master Class May 2023 Program Guide
  • Negotiation and Leadership In-Person Spring 2023 Program Guide
  • Negotiation Essentials Online (NEO) January 2023 Program Guide – Online Only
  • Negotiation and Leadership In-Person Fall 2022 Brochure
  • 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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