program on negotiation

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Books

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Book

David Lax & James Sebenius

A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
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Hal Movius and Lawrence Susskind

A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage
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Jeswald Salacuse

Selected by TIME as one of the best negotiation books of 2015
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Newly annotated edition of the management classic that proposed Theory Y - that individuals are self-motivated - as an alternative to Theory X - that employees must be commanded and controlled
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Gary Friedman

Designed to help people who work with parties in conflict use their inner experiences for the benefit of their clients, this book challenges many of the conventions conflict-resolution professionals bring to this field. Rooted in self-awareness, this practical guide encourages us to work from the "inside out".
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Selected by the Toronto Globe & Mail as one of the Top Ten Business Books of 2006
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An edited version of three lectures on negotiation analysis by Professor Howard Raiffa
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From the coauthor of Getting to YES, a simple yet powerful three-step method for saying No firmly and effectively, without destroying relationships
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Addresses the key variables involved in negotiating with government, from the influence of bureaucracy to the perception of power on the government side of the negotiating table
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Program on Negotiation faculty member and Harvard Business School professor Michael Wheeler brings you a new, next-generation approach to negotiation. Michael Wheeler’s new book, The Art of Negotiation, demonstrates that the best negotiators are adept at managing chaos and uncertainty and rarely trap themselves with rigid plans and entrenched positions. Understanding that negotiation is a process of joint exploration that requires continual learning, adaptation, and social awareness. A master negotiator’s grasp of these concepts gives her the ability to reach agreements where others would face impasse.

Video and Audio

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Videos and Audio

Susan Hackley and Eleanor Jewett

Seven of the Program on Negotiation's founders reflect on PON's beginnings twenty years earlier, and on their own journeys as leaders in the field that they helped to create
Videos and Audio
Produced by Larry Susskind and Warren Dent
The Program On Negotiation at Harvard Law School invited three members of its highly experienced negotiation faculty to share stories about how they have adapted their teaching strategies in various cross-cultural contexts.
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Videos and Audio

Carri Hulet (producer), under the supervision of Lawrence Susskind

Highlights of dialogue from a two-day workshop on deliberative democracy and dispute resolution approaches to civic engagement
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Videos and Audio

Michele Ferenze, Executive Producer

An exploration of the role of "good offices" providers in long-standing, complex conflicts
Videos and Audio

James Sebenius and Kristen Schneeman

Video featuring excerpts from a discussion with Ambassador Lakhdar Brahimi regarding his international negotiation experiences, including negotiating a new government for Afghanistan in 2002
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Videos and Audio

Edited by James K. Sebenius

Video featuring excerpts from a discussion with Stuart Eizenstat regarding his efforts negotiating reparations for victims of Nazi Germany
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Videos and Audio

Edited by James K. Sebenius and Ellen Knebel

Video featuring Ambassador Richard Holbrooke discussing his role brokering the Dayton agreement that ended the 1992-95 war in Bosnia as well as his role in resolving the multinational dispute over U.S. dues owed in arrears to the United Nations
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Videos and Audio

Robert H. Mnookin and Susan Hackley

An illustration of interviewing and listening techniques appropriate for lawyer-client interviews, featuring Harvard Law School Professor Robert Mnookin
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Charles Doran

Video featuring an actual landlord-tenant small claims mediation
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Lawrence Susskind

An educational video for mediators or mediation students regarding mediator responsibility when parties have unequal knowledge, skills or power
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Videos and Audio

Marjorie Corman Aaron and Dwight Golann

An unscripted, realistic demonstration of the mediation of a commercial legal dispute
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Marjorie Corman Aaron and Dwight Golann

An unscripted, realistic demonstration of the mediation of an employment dispute
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Videos and Audio

Professor Michael Wheeler

An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentary
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Videos and Audio

Lawrence Susskind and Melissa Manwaring

An unscripted video showing an experienced negotiation professor teaching an executive education session through the running and debriefing of the Teflex Products role simulation, interspersed with instructor commentary
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Videos and Audio

Sheila Heen and Melissa Manwaring

An unscripted video showing an experienced negotiation instructor running and debriefing the "Oil Pricing" exercise, interspersed with excerpts from a post-workshop interview with the instructor
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Sara Cobb

An educational video for mediators or mediation students regarding the management of mediation
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Videos and Audio

Lawrence Susskind

A group of legal, business, and dispute resolution professionals negotiate a six-person, facilitated role simulation regarding the reconstruction of the World Trade Center site in New York City, following the 9/11/2001 terrorist attacks
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Videos and Audio

Gary J. Friedman, Jack Himmelstein, and Robert H. Mnookin

A mediation training video illustrating the non-caucus "Mediation through Understanding" model

Case Studies & Articles

The Great Negotiator Collection

Videos and Audio

James Sebenius and Kristen Schneeman

Video featuring excerpts from a discussion with Ambassador Lakhdar Brahimi regarding his international negotiation experiences, including negotiating a new government for Afghanistan in 2002
original
Videos and Audio

Edited by James K. Sebenius

Video featuring excerpts from a discussion with Stuart Eizenstat regarding his efforts negotiating reparations for victims of Nazi Germany
original
Videos and Audio

Edited by James K. Sebenius and Ellen Knebel

Video featuring Ambassador Richard Holbrooke discussing his role brokering the Dayton agreement that ended the 1992-95 war in Bosnia as well as his role in resolving the multinational dispute over U.S. dues owed in arrears to the United Nations

Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Discount Marketplace and Hawkins Development

Lawrence Bacow
Two-party negotiation between a shopping center developer and a prospective anchor tenant over the terms of the proposed lease's "use, assignment, and subletting" clause

Periodical Subscriptions

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