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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
    • Taylor Swift: Negotiation Mastermind?
    • The Good Cop, Bad Cop Negotiation Strategy
    • How to Make a Good Deal When You Lack Power
    • BATNA and Other Sources of Power at the Negotiation Table
    • Michael Scott, Negotiation Genius? Lessons from TV Negotiations
  • Business Negotiations
    • Right of First Refusal: A Win-Win Negotiation Tool
    • Winner’s Curse: A Key Negotiation Mistake to Avoid
    • Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation
    • Top Negotiation Case Studies in Business: Apple and Dispute Resolution in the Courts
    • Negotiation Advice for Buying a Car: Tips for Improving Your Negotiating Position
  • Conflict Resolution
    • The Hidden Costs of Negotiation Avoidance
    • Value Conflict: What It Is and How to Resolve It
    • Mediation and the Conflict Resolution Process
    • Top Ten Posts About Conflict Resolution
    • Elements of Conflict: Diagnose What’s Gone Wrong
  • Crisis Negotiations
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
    • Crisis Negotiation Lessons: The U.S.-Russia Prisoner Swap
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • What is Crisis Management in Negotiation?
  • Dealing with Difficult People
    • Managing Difficult Employees—or Difficulty Managing Ourselves?
    • Dealing with challenging negotiators
    • Negotiating with Difficult Personalities and “Dark” Personality Traits
    • Dealing with Difficult People – Even When You Don’t Want To
    • How to Deal with Difficult Customers
  • Dealmaking
    • What is Distributive Negotiation? Five Proven Strategies for Claiming Value
    • The NAFTA Renegotiation: Big Demands, Small Changes
    • 5 Dealmaking Tips for Closing the Deal
    • Perspective Taking and Empathy in Business Negotiations
    • The First-Offer Dilemma in Negotiations: Should You Make the First Offer?
  • Dispute Resolution
    • Settling Out of Court: Negotiating in the Shadow of the Law
    • Four Conflict Negotiation Strategies for Resolving Values-Based Disputes
    • Using Principled Negotiation to Resolve Disagreements
    • Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China
    • What is Dispute System Design?
  • International Negotiation
    • A Dispute Resolution Case Study
    • 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
    • How to Overcome Cultural Barriers in Communication – Cultural Approximations of Time and the Impact on Negotiations
    • Top 10 International Business Negotiation Case Studies
  • Leadership Skills
    • Ethical Leadership: The Hidden Risks of Tolerance Standards
    • Directive Leadership: When It Does—and Doesn’t—Work
    • Leading vs. Managing: What’s the Difference?
    • Moral Leadership: Do Women Negotiate More Ethically than Men?
    • How to Negotiate in Cross-Cultural Situations
  • Mediation
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
    • Undecided on Your Dispute Resolution Process? Try Med-Arb
    • What Makes a Good Mediator?
    • How Mediation Works: Managing the Dispute Resolution Process
    • How Mediation Can Help Resolve Pro Sports Disputes
  • Negotiation Skills
    • Power in Negotiation: How to Project Power at the Negotiating Table
    • Dear Negotiation Coach: Making a Deal When You Have Anxiety
    • 10 Negotiation Failures
    • Dear Negotiation Coach: Dealing with an Exploding Offer
    • Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
  • Negotiation Training
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • Gender and Negotiation: New Research Findings
    • Robert McKersie: An Enduring Negotiation Legacy
    • Collaborative Negotiation Examples: Tenants and Landlords
    • Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
  • Salary Negotiations
    • How to Negotiate Pay in an Interview
    • Should You Negotiate a Job Offer?
    • Salary Negotiation: How to Ask for a Higher Salary
    • Dispute Resolution Example: The Chicago Symphony’s Contract Dispute
    • How to Negotiate Salary: 3 Winning Strategies
  • Teaching Negotiation
    • New Simulation: Mediating Parental Rights, Curriculum, and School Authority
    • The Best New Simulations
    • Teach Your Students How to Have Difficult Conversations Over Email
    • Expand Your Curriculum with 17 Newly Translated Simulations
    • Teach Your Students to Negotiate Climate Change
  • Win-Win Negotiations
    • How to Create Win-Win Agreements in Business Negotiation
    • Win-Lose Negotiation Examples
    • Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
    • Win-Win Negotiation: How to Keep Your Bargaining Partner Satisfied
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?

Select Your Free Special Report

  • Negotiation Essentials Online (NEO) Fall 2026 Program Guide
  • Negotiation Master Class Fall 2026 Program Guide
  • Negotiation and Leadership Fall 2026 Program Guide
  • 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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