A process of finding your counterparts interests and reconciling them with your own. But what if you or your counterpart presents a myriad of options and offers at the negotiation table?
… Read More 
Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.
and Negotiation
The following items are tagged and Negotiation:
Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 14-16, 2022
Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, Harvard Business School, and the Harvard Kennedy School—all of whom are committed to delivering a transformational learning experience.
… Read More
Negotiation Master Class November 2022 Program Guide
Over the years thousands of professionals have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next?
… Read More
The Opposite of Autocratic Leadership Styles
While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary for successful leaders and negotiators alike. Navigating these treacherous waters can be extraordinarily challenging, but it can also give rise to creative decisions that help resolve disagreements in … Read More
Negotiation and Leadership: Dealing with Difficult People and Problems
IN-PERSON
THREE-DAY COURSE | December 5–7, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | December 8, 2022 The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No
Three-Day Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
DAY 1: Monday, December 5, 2022UNDERSTANDING KEY NEGOTIATION CONCEPTS
MORNING:
Negotiation Fundamentals—Key Concepts and … Read More
Negotiation and Leadership March and April 2022 Brochure
It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training.
… Read More
Challenges Facing Women Negotiators
On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts.
… Read More
Negotiation and Leadership: Dealing with Difficult People and Problems
IN-PERSON
THREE-DAY COURSE | October 24–26, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | October 27, 2022 Unlocking Value in Complex Business Deals
Three-Day Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
DAY 1: Monday, October 24, 2022UNDERSTANDING KEY NEGOTIATION CONCEPTS
MORNING:
Negotiation Fundamentals—Key Concepts and Core Vocabulary
9:00 a.m. – 12:30 p.m. ET
Negotiation is a … Read More
The New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation
This report reveals how wise negotiators extract unexpected value using an indirect approach to conflict management. An aggressive management style can set you up for repeated failure. Direct conflict management approaches can be overly combative and counter-productive. Experienced negotiators know that compromise seldom succeeds. Win/lose is really lose/lose. The best negotiation strategy results in … Read More
Six Strategies for Creating Value at the Negotiation Table
In today’s market, consumers are often the more powerful parties in negotiations with sellers.
To claim the most value in your next haggling experience, use the following six negotiation strategies.
… Read More
Unlocking Value in Complex Business Deals
Bonus day for October Negotiation and Leadership program.
In this focused one-day session, Guhan Subramanian shows you how to successfully navigate complex deals, including negotiauctions, by bringing together auction and negotiation strategies in a meaningful way.
… Read More
Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator
Students who master business negotiation become better leaders. But it starts with building the right skills. And that’s where our latest free report comes in. In Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, you’ll learn:
… Read More
Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
For several years, Facebook has been working with social scientists to bring traditional methods of dispute resolution to cyberspace. The site has begun to offer users tools to resolve disputes with one another over offensive or upsetting posts, including insults and photos.
… Read More
Negotiation and Leadership: Dealing with Difficult People and Problems
IN-PERSON
THREE-DAY COURSE | September 12–14, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | September 15, 2022 Negotiating the Non-Negotiable: Transforming Conflict Into Opportunity
Three-Day Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
DAY 1: Monday, September 12, 2022UNDERSTANDING KEY NEGOTIATION CONCEPTS
MORNING:
Negotiation Fundamentals—Key Concepts and Core Vocabulary
9:00 a.m. – 12:30 p.m. ET
Negotiation is … Read More
Negotiation Strategies for Women: Secrets to Success
Whether you’re a woman or a man, you’ve probably seen gender gaps in the workplace and wondered how to overcome them. In Negotiation Strategies for Women: Secrets to Success, you’ll find critical ways to help women negotiators advance.
… Read More
Building Coalitions: Apple and the Art of Persuasion
Whether you have one of its ubiquitous products or even its rivals offerings, you most certainly have heard of Apple, the United States electronics giant whose phoenix-like rise to the top of the business world has inspired legions of fans and detractors alike.
… Read More
Negotiation and Leadership: Dealing with Difficult People and Problems
IN-PERSON
THREE-DAY COURSE | July 18–20, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | July 21, 2022 The 4P Framework for Strategic Negotiation and Leadership
Three-Day Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
DAY 1: Monday, July 18, 2022UNDERSTANDING KEY NEGOTIATION CONCEPTS
MORNING:
Negotiation Fundamentals—Key Concepts and Core Vocabulary
9:00 a.m. – 12:30 p.m. ET
Led … Read More
Negotiation Techniques: The First Offer Dilemma in Negotiations
The first offer dilemma in negotiations – should you make the first offer? Few questions related to negotiation techniques and negotiation strategies have yielded more academic attention and debate among practitioners in negotiation research.
… Read More
The 4P Framework for Strategic Negotiation and Leadership
Bonus day for July Negotiation and Leadership program.
In this focused one-day session, Harvard Kennedy School lecturer Robert Wilkinson shares a powerful framework for increasing your personal effectiveness as a leader and negotiator. Known as the 4P Framework, this highly effective model will help you negotiate across political and cultural divides, engage multiple stakeholders, and build … Read More
Negotiation in Business Without a BATNA – Is It Possible?
In a negotiation scenario, you always have a best alternative to a negotiated agreement. Negotiation research and negotiation strategy helps negotiators find their BATNA, leverage it at the bargaining table, and illustrates the impact that knowing your BATNA has on a negotiation.
… Read More
Unlocking Value in Complex Business Deals
Bonus day for June Negotiation and Leadership program.
In this focused one-day session, Guhan Subramanian shows you how to successfully navigate complex deals, including negotiauctions, by bringing together auction and negotiation strategies in a meaningful way.
… Read More
Teaching Critical Leadership Skills
Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your organization and with external partners. In Real Leaders Negotiate, author Jeswald Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases … Read More
Negotiation and Leadership: Dealing with Difficult People and Problems
IN-PERSON
THREE-DAY COURSE | June 27–29, 2022 Negotiation and Leadership: Dealing with Difficult People and Problems BONUS DAY | June 30, 2022 Unlocking Value in Complex Business Deals
Three-Day Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
DAY 1: Monday, June 27, 2022UNDERSTANDING KEY NEGOTIATION CONCEPTS
MORNING:
Negotiation Fundamentals—Key Concepts and Core Vocabulary
9:00 a.m. – 12:30 p.m. ET
Led by Guhan … Read More
Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
Sometimes even the best agreements arising out of negotiation in business and are liable to failure and such is the case with the dispute between food giants Starbucks and Kraft (now Kraft-Heinz).
… Read More
Negotiation Workshop: Strategies, Tools, and Skills for Success
Course Dates: This course is closed
Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation.
… Read More
Why First Impressions Matter in Negotiation
Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive.
… Read More
Negotiation and Dispute Resolution Online
This virtual and highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. In light of the COVID-19 pandemic, all sessions will be delivered live.
… Read More
Power in Negotiation: The Impact on Negotiators and the Negotiation Process
According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment.
… Read More
Best Negotiation Books: A Negotiation Reading List
Whether you are facing negotiations with Congress, colleagues, customers, or family members, the following negotiation books, published in recent years by experts from the Program on Negotiation, offer new perspectives on common negotiating dilemmas.
… Read More
How to Use Tradeoffs to Create Value in Your Negotiations
How do expectations of fairness and reciprocity at the bargaining table impact negotiator decisions regarding the strategies and tactics they use at the negotiation table?
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Writing the Negotiated Agreement
Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix the tile damage caused by his work. Other negotiations wouldn’t be appropriate to commemorate in writing, such as how you and your spouse decide to discipline your young … Read More
The Importance of a Relationship in Negotiation
At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read More
Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value creation that all negotiators should add to their toolkit.
… Read More
Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, diplomacy evokes images of frivolity – days spent wandering exotic capitals, nights spent cruising embassy cocktail parties.
… Read More
How to Overcome Cultural Barriers in Negotiation
Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying in to meet with you. Do you expect your German counterpart to behave differently than the Americans you typically deal … Read More
Best Negotiators in History: Nelson Mandela and His Negotiation Style
The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote Harvard Law School professor and Program on Negotiation Chairman Robert H. Mnookin in his seminal book, Bargaining with the Devil, When to Negotiate, When to Fight.
… Read More
The Negotiation Process in China
With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China.
… Read More
Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
In 2009, we collected many types of curriculum materials from teachers and trainers who attended the Mediation Pedagogy Conference. We received general materials about classes on Alternative Dispute Resolution (ADR) as well as highly specific and idiosyncratic units like Conflict Resolution through Literature: Romeo and Juliet and a negotiating training package for female managers … Read More
Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table.
… Read More
Union Strikes and Dispute Resolution Strategies
When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with the other side will be a dead end. This dispute resolution strategy may pay off in the short term, but it’s important to factor in the long-term costs … Read More
Negotiations, Gender, and Status at the Bargaining Table
When it comes to different characteristics of negotiation styles, a growing body of research suggests that status consciousness varies depending on the gender of interested parties.
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The Importance of Relationship Building in China
Although most Americans treat those they know differently than they treat strangers, Chinese relationship building towards insiders and outsiders tends to be more extreme than in the United States – and therefore more important in negotiations in China than many Americans understand.
… Read More
What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
Your BATNA, or the ability to identify a negotiator’s best alternative to a negotiated agreement, is among one of the many pieces of information negotiators seek when formulating dealmaking and negotiation strategies. If your current negotiation reaches an impasse, what’s your best outside option?
… Read More
The Pitfalls of Negotiations Over Email
Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and … Read More
BATNA and Other Sources of Power at the Negotiation Table
BATNA negotiations involve a negotiators knowledge of her best alternatives to a negotiated agreement and are one of three sources of negotiating power at the bargaining table, according to negotiation researcher Adam D. Galinsky and New York University’s Joe C. Magee.
… Read More
Business Negotiation Skills: How to Enhance Your Negotiated Agreement
A common topic in our business negotiations articles are negotiation topics in business about enhancing your deal after signing the negotiated agreement. After all, not all contracts are created equal.
… Read More
Mediation and the Conflict Resolution Process
It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many disputes end up in court. There is a better way to resolve your dispute: by hiring an expert mediator who focuses not on rights but on interests—the needs, … Read More
Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
How does mediation work in a lawsuit? What benefits can mediation offer businesses that deal with multiple contractual agreements, some of which may end in disputes? These questions were answered by Harvard Law School Associate Professor and negotiation expert Dan Greiner in an “Ask the Negotiation Coach” segment from our Negotiation Briefings newsletter.
… Read More
The Importance of Communication in Negotiations: Preparing Your Negotiating Team
When a team is preparing for a critical negotiation, members need to appoint a leader, allocate roles and responsibilities, and discuss their at-the-table strategy. Another key objective that teams sometimes fail to discuss is the importance of staying “on message” – that is, making sure that statements by individual members don’t contradict the group’s agreed-upon … Read More
Contingency Contracts in Business Negotiations
Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that entail a lot of risk regarding how future events will play out, I am interested to know how contingencies work and how I might use them.
… Read More
Howard Raiffa Taught Us About Decision-Making and Negotiation
If you’ve ever made a decision tree, engaged in risk analysis, or created a scoring system when preparing for a negotiation, you benefited from the work of economist Howard Raiffa, whether you realized it or not. And the decisions you’ve made in your negotiations likely have been far smarter as a result. After all, decision-making … Read More
International Negotiations and Cognitive Biases in Negotiation
In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities. Perhaps the toughest problems arise surrounding what Rivers calls “ethically ambiguous” negotiation tactics and … Read More
Are Salary Negotiation Skills Different for Men and Women?
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will need advanced salary negotiation skills during the course of her career to deal with a scenario that is, in many ways, the definition of a … Read More
Repairing Relationships Using Negotiation Skills
Negotiation is not only something we do at work; often the toughest negotiations we encounter are in our personal lives. Some of the most successful negotiation examples of the power of negotiation skills in dispute resolution is when they repair relationships between friends.
… Read More
A Case Study of Conflict Management and Negotiation
In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and working groups.
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Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table
On April 9, 2012 the hearts of internet entrepreneurs everywhere must have skipped a beat at the news that Facebook was paying $1 billion in cash and stock to buy Instagram, a San Francisco-based start-up.
… Read More
Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators
Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation … Read More
Negotiation Strategies: Emotional Expression at the Bargaining Table
Most of the existing negotiation research on affect in negotiation has focused on emotional experience rather than on emotional expression.
… Read More
3-D Negotiation Strategy
Here are some negotiating skills and negotiation tactics from 3-D negotiation by James Sebenius and David Lax.
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The Value of Using Scorable Simulations in Negotiation Training
At a Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman Professor of Management, Emeritus) speak about how he uses quantifiable data to plot student-learning trajectories. The conversation focused on the ongoing debate within the negotiation pedagogy community regarding the way … Read More
How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table
After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural conflict negotiation example, how should this negotiator improve her negotiation skills?
… Read More
Top Ten Posts About Conflict Resolution
Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More
Elements of Negotiation Style: Angela Merkel
What is your negotiation style? Some negotiators make a strong impression through bold opening statements and mesmerizing presentations. Others closely observe and gather information before making any decisive moves. Angela Merkel, who chose not to run for reelection in 2021 after nearly 16 years as Germany’s chancellor, has demonstrated the latter type of negotiation style: … Read More
How an Authoritarian Leadership Style Blocks Effective Negotiation
Those who favor an authoritarian leadership style, also known as an autocratic leadership style, tend to believe their approach to management is more efficient and decisive than a more collaborative leadership style. But because a top-down approach can heighten the power differential between leaders and those who report to them, it often backfires, generating resentment … Read More
India’s Direct Approach to Conflict Resolution
In our global economy, organizations have unprecedented opportunities to grow by forming partnerships worldwide. Yet when we are negotiating abroad, cultural, language, and other differences can lead to misunderstandings that may eventually spiral into conflicts ranging from labor strikes to lawsuits to broken partnerships that require conflict resolution. At the same time, we want to … Read More
Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role
In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage in the conversations in our professional or personal lives that make us uncomfortable by examining a case study of conflict management. Tough, honest conversations are critical for managers, … Read More
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?
Before we explore this topic, please answer “True” or “False” in response to the following questions:
1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable … Read More
Negotiation in International Relations: Finding Common Ground
When thinking of negotiation in international relations, it’s difficult to think of any negotiation with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflict and public scrutiny, complicated by language and cultural barriers, and carried out under tight deadlines, talks aimed at ensuring that nuclear technology is used peacefully and that disarmament … Read More
Dressing for Success: How Wealth and Status Cues Affect Business Negotiation
In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read More
Entrepreneurship and Negotiation: Call for Papers and Proposals
The Negotiation Journal is Hosting a Virtual Conference for its Special Issue on Entrepreneurship and Negotiation
While negotiation and entrepreneurship scholars have traditionally worked in different circles, their work increasingly intersects as the two fields co-evolve. Both entrepreneurship and negotiation involve dynamic, strategic, interpersonal activities that seek to create and claim some form of value. Both … Read More
10 Notable Negotiations of 2020
If there’s one thing that negotiators have practiced this year, it’s thinking on their feet. As our 10 notable negotiations of 2020 illustrate, the coronavirus pandemic left individuals, businesses, nonprofits, and governments trying to replace outmoded plans with more workable alternatives.
10 Notable Negotiations of 2020
10. Struggling to play ball. This year, sports leagues scrambled to … Read More
Managing Conflicts of Interest
An agent—whether a real-estate agent, lawyer, literary agent, or financial adviser—can provide the knowledge, experience, connections, and negotiation skills and strategies needed to get you a great deal. But we tend to forget that agents’ and clients’ financial interests are almost never perfectly aligned. A busy real-estate agent may advise you to offer more for … Read More
BATNA and Risky Negotiation Tactics
Your BATNA is your “best alternative to a negotiated agreement.” Expect that your negotiating counterpart has one going into a negotiation, and so should you. Below is a good BATNA negotiation example involving how to leverage your away-from-the-bargaining-table options and the risks inherent with such a negotiation strategy.
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Diagnose Your Negotiation Techniques and Negotiation Style
How would you describe your negotiation techniques or negotiating style? Are you a cooperative negotiator who focuses on crafting negotiated agreements that benefit everyone, or do you actively compete to get a better deal than your counterpart?
… Read More
Setting Standards in Negotiations
As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field a negotiator finds herself. Using an objective standard can strengthen your proposal and eliminate emotional bias.
… Read More
Navigating Business Relationships Using Negotiation
A three-year dispute between Starbucks and Kraft Foods over distribution of Starbucks packaged coffee in grocery stores was resolved in 2013 when an arbitrator determined that Starbucks had breached its agreement with Kraft and ordered the coffeemaker to pay the food giant $2.75 billion.
… Read More
The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life
From a life-and-death hostage situation to the Philippines peace process, Joshua Weiss gives us an insider look at the world’s most high-stakes deals to learn what works—and what doesn’t—in negotiation.
Most negotiations fail because the negotiators involved lack the confidence, strategic knowledge, and the basic techniques required to reach the most optimal deals possible. The result? … Read More
Spring 2022 Programs
Fall 2022 Programs
NOVEMBER 2022 HARVARD NEGOTIATION MASTER CLASS
Articles & Insights
BATNA
- Business Negotiations
- How to Find the ZOPA in Business Negotiations
- Advice for Bargaining Abroad: Tips on How To Overcome Cultural Barriers
- Bargaining for a New Car: Real World Negotiations Examples
- Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
- Business Negotiation Skills to Curb Your Overconfidence
- Conflict Resolution
- Cognitive Biases in Negotiation and Conflict Resolution – Common Negotiation Mistakes
- MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
- What is Conflict Resolution, and How Does It Work?
- Negotiation Skills and Strategies: Winning Over Reluctant Counterparts
- How to Control Your Emotions in Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dealmaking
- Dispute Resolution
- Choose the Right Dispute Resolution Process
- Negotiation Case Studies: Google’s Approach to Dispute Resolution
- Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People
- Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
- Alternative Dispute Resolution In-House: Mediation, Arbitration, or Med-Arb?
- International Negotiation
- Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?
- Dispute Resolution for India and Bangladesh
- 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
- International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
- Leadership Skills
- Mediation
- Negotiation Research on Mediation Techniques: Focus on Interests
- Mediation vs Arbitration – The Alternative Dispute Resolution Process
- Interest-Based Negotiation: In Mediation, Focus on Your Goals
- Using E-Mediation and Online Mediation Techniques for Conflict Resolution
- Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
- Negotiation Skills
- Body Language in Negotiation Can Build Rapport—Without Saying a Word
- Distributive Bargaining Strategies
- Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
- Negotiation Skills Training: Define Your Negotiation Style
- Negotiation Skills: The Science and Art of Receiving Feedback
- Negotiation Training
- Negotiation Training: What’s Special About Technology Negotiations?
- Best Negotiation Books: A Negotiation Reading List
- Use a Negotiation Preparation Worksheet for Continuous Improvement
- The Importance of a Relationship in Negotiation
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- Salary Negotiations
- Teaching Negotiation
- Three-Party Coalition All-In-One Curriculum Package Now Available!
- The Collective Leadership Approach to Negotiating Climate Action
- Planning for Cyber Defense of Critical Urban Infrastructure
- Bakra Beverage All-In-One Curriculum Package is Now Available!
- Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
- Win-Win Negotiations