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.


collaborative

Collaboration is working with each other to do a task.

The following items are tagged collaborative:

Integrative Negotiations: Dispute Resolution Through Joint Fact-Finding

Posted by & filed under Conflict Resolution.

Sometimes parties to a dispute disagree on key facts and forecasts but lack the technical or scientific expertise needed to come to a consensus. Suppose, for instance, that a developer is seeking to build a high-rise condominium building in a village that is experiencing a development boom. Longtime residents fight the proposal, arguing that another … Read More 

Negotiating Difficult Conversations: Dealing with Tough Topics Productively

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs).

Course Dates: June 2020 – Exact Dates TBD When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and … Read More 

Handbook of Dispute Resolution (The)

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Winner, National Institute for Advanced Conflict Resolution’s 2005 Book Award – A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes … Read More 

Business Crisis Management: Crisis Communication Examples and How to Use Police Negotiation Tecniques

Posted by & filed under Free Report.

In this free special report negotiation experts offers advice on how to turn crisis situations into collaborative negotiations. Throughout the report, you will discover how to apply the lessons of professional hostage negotiators, avoid disasters through careful planning, diffuse tensions with angry members of the public, and break through impasse with open communication. … Read More 

Advanced Mediation Workshop: Mediating Complex Disputes

Posted by & filed under Harvard Negotiation Institute, Harvard Negotiation Institute (Five-Day Programs).

Course Dates: June 2020 – Exact Dates TBD You’ve handled numerous mediation sessions with ease. You are confident in your mediation skills, especially between two parties who want a fair resolution. But how do the dynamics change when their lawyers join the session? What happens when the mediation expands to multiple parties who are bringing many … Read More 

Bringing Peace Into the Room

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Daniel Bowling & David Hoffman “Rich insights and diverse perspectives, valuable for novices and experienced practitioners alike.” – William Ury … Read More 

Dealing with Difficult People

Posted by & filed under Free Report.

At the Program on Negotiation at Harvard Law School (PON), we are dedicated to helping professionals deal with hard bargainers and resolve even the most challenging disputes. To help you understand the principles of negotiation and conflict resolution, we put together a special report: Dealing With Difficult People. Discover how to collaborate, negotiate, and bargain … Read More 

Types of Mediation: Choose the Type Best Suited to Your Conflict

Posted by & filed under Mediation.

When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained mediator tries to help the parties find common ground using principles of collaborative, mutual-gains negotiation. We tend to think mediation processes are all alike, but in fact, mediators … Read More 

How to Negotiate Online

Posted by & filed under Uncategorized.

International negotiators are often faced with the problem of how to overcome cultural barriers to communication. When you communicate in person, social norms – including body language, manners, and physical appearance – guide your behavior and ease the process. Here are some tips on how to negotiate online and building a rapport with your counterpart … Read More 

Spring Mediation and Conflict Management

Posted by & filed under PON Seminars, PON Seminars (Semester-Length Programs).

This course is designed to raise your awareness of your own approach to conflict, introduce a range of theories about mediation and participatory processes, and improve your conflict management skills. While we will discuss a wide range of dispute resolution processes that involve third parties, we will focus on mediation. Each class moves … Read More 

Flooding and Climate Change Risks in Northam

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Seven-person, multi-issue facilitated negotiation among local government, community, business, environmental, and engineering representatives trying to reach agreement on a strategy for managing climate change risks in a small coastal city … Read More 

Negotiation and Bargaining with Your BATNA in Mind

Posted by & filed under BATNA.

Experienced negotiators understand they should reject any deal that is inferior to their best alternative to a negotiated agreement, or BATNA. What is a BATNA in negotiation? Your BATNA is the best possible outcome you could get if you walked away from your current negotiation and bargaining situation. When negotiating at an auto dealership, for … Read More 

Coastal Flooding in Shoreham

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Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a medium-sized coastal community … Read More 

Mediation: Negotiating a More Satisfactory Divorce

Posted by & filed under Mediation.

We’ve all heard nightmarish stories of divorce battles that take years—and cost a small fortune—to resolve. The task of negotiating child and spousal support, dividing property and other possessions, and establishing child-custody arrangements can be daunting, especially when the principals are barely speaking to each other. In the worst-case scenario, bitter spouses hire cutthroat lawyers … Read More 

Coastal Flooding and Climate-Related Risks in Launton

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Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a small, beachfront community. … Read More 

Flooding in Milton

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Seven-person, multi-issue facilitated negotiation among local government, community, business, and environmental representatives trying to reach agreement on a strategy for managing climate change risks in a mid-size coastal city. … Read More 

What is BATNA?

Posted by & filed under BATNA.

What is BATNA? Negotiations in which each counterpart has a best alternative to a negotiated agreement are scenarios in which the incentive to work together must exceed the value of alternatives away from the negotiation table. … Read More 

What To Do With Hexiglass?

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Beth Doherty and Hal Movius 3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation. … Read More 

Finn River Basin

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Danya Rumore, Anjali Lohani, and Mubarik Imam Seven-party, seven-person, multi-issue negotiation game involving a dispute over inter-provincial water allocations. It explores issues of prediction and monitoring, water sharing, and the environmental adequacy of water flows. … Read More 

Water Diplomacy

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Shafiqul Islam and Lawrence E. Susskind In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims. … Read More 

5 Conflict Resolution Strategies

Posted by & filed under Conflict Resolution.

Whether a conflict erupts at work or at home, we frequently fall back on the tendency to try to correct the other person or group’s perceptions, lecturing them about why we’re right—and they’re wrong. Deep down, we know that this conflict management approach usually fails to resolve the conflict and often only makes it worse. … Read More 

Top Ten Posts About Conflict Resolution

Posted by & filed under 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 

Water Use

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Evan Thomas Paul and Jessica Agatstein under the direction of Professor Lawrence Susskind This is a six-party, multi-issue negotiation game involving environmental, economic, social, and political interests in a city where the water infrastructure is inefficient and not up to the task of coping with extreme water events.

Parties: 6. Time Req’d: 1-2 hrs. Teaching Notes: Yes. … Read More 

Flooding

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Sarah Hammitt and Jessica Artiles under the direction of Professor Lawrence Susskind An eight-party, environmentally-focused role-play simulation, Flooding deals with an investment firm that is in the final stages of a multi-year planning process for a large, riverside mixed-use development. FEMA recently updated Evantown’s Flood Insurance Rate Map and the development falls within the 100-year floodplain. … Read More 

Negotiation Strategies for Mutual Gain

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This volume is a collection of essays which present key concepts and strategies intended to promote effective negotiation and mutually beneficial dispute resolution. This book is for people in all fields who need to deal with conflict and resolve issues on a continual basis. The book assumes that conflicts, managed well, can provide the impetus … Read More 

Everyday Negotiation Navigating the Hidden Agendas in Bargaining

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Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success. Everyday Negotiation provides insight into ways of recognizing the shadow negotiation — where unspoken attitudes, hidden assumptions, and … Read More 

Deceptive Tactics in Negotiation: How to Ward Them Off

Posted by & filed under Negotiation Skills.

Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in business offer strong incentives to detect these behaviors. Unfortunately, however, most of us are very poor lie detectors. Even professionals who encounter liars regularly, such as police officers and … Read More 

Cure for Our Broken Political Process (The) How We Can Get Our Politicians to Resolve the Issues Tearing Our Country Apart

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ABOUT THE BOOK: Record numbers of Americans fear that our political process is broken — for good reason. Our nation faces unprecedented challenges, yet our politicians spend most of their energy attacking one another. All the while, no one in public life has offered a practical way to neutralize the bitter partisanship that paralyzes Washington. Firmly grounded … Read More 

Long River

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Catherine Ashcraft and Larry Susskind A six-party, seven-person (including the mediator), multi-issue mediation among representatives of governmental, business, environmental, recreational, and tribal interests regarding a dispute over developing an instream flow action plan … Read More 

3 Types of Conflict and How to Address Them

Posted by & filed under Conflict Resolution.

In the workplace, it sometimes seems as if conflict is always with us. Miss a deadline, and you are likely to face conflict with your boss. Lash out at a colleague who you feel continually undermines you, and you’ll end up in conflict. And if you disagree with a fellow manager about whether to represent … Read More 

John Janssen and the Company

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Paddy Moore, with the assistance of Lawrence Susskind Three-party negotiation among a company’s human resources manager, senior manager, and a supervisor over whether to reverse plans to fire the supervisor’s employee … Read More 

Heat Islands

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Tyler Corson-Rickert and Mónica Oliver under the direction of Professor Lawrence Susskind This is a seven-party, integrative negotiation between stakeholders in a city over how to implement housing retrofits to enhance resilience to extreme heat in the aftermath of deadly heat waves attributed to climate change. … Read More 

Franklin Family Foundation and Westbrook Regional School District

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Catherine Preston and Lawrence Susskind Twelve-person, two-round negotiation between six foundation board members and six school board and community leaders over efforts to address racial disparities in academic performance; internal negotiations precede external … Read More 

Federal Lands Management II

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Consensus Building Institute, Montana Consensus Council and Bureau of Land Management Facilitated multi-party negotiation over the appropriate environmental, commercial, residential, and other uses of federal lands in the Rocky Mountains … Read More 

Negotiation Skills Training: Define Your Negotiation Style

Posted by & filed under Uncategorized.

How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? During any professional negotiation skills training, you’re likely to find out your negotiating style when setting goals and revealing your negotiating personality. … Read More 

Federal Lands Management I

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Consensus Building Institute, Montana Consensus Council, and Bureau of Land Management Facilitated multi-party negotiation over the appropriate decision-making process for a federal land management dispute … Read More 

4 Sales Negotiation Traps—and How to Overcome Them

Posted by & filed under Business Negotiations.

Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your next sales negotiation more challenging than it needs to be by falling into common cognitive traps. You can improve your sales negotiation skills by learning about four traps … Read More 

Designing an Integrated Account System

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Deborah Kolb and Lawrence Susskind Five-person, multi-issue, facilitated negotiation among four managers and a Human Resources facilitator over the design of the company’s new account system … Read More 

How to Create Win-Win Situations

Posted by & filed under Win-Win Negotiations.

In business negotiation, a win-win agreement may be the ultimate goal, but it can sometimes prove elusive. Here, we offer four strategies from experts at the Program on Negotiation at Harvard Law School on how to create win-win situations in even the trickiest negotiations. … Read More 

Contract Negotiations in the Building Trades

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Lawrence Susskind Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations … Read More 

What is Divorce Mediation?

Posted by & filed under Mediation.

A divorce can take years—and cost a small fortune—to resolve. The task of negotiating child and spousal support, dividing property and other possessions, and establishing child-custody arrangements can be overwhelming, especially when the principals are barely speaking to each other. In the worst-case scenario, separating spouses hire cutthroat lawyers to make rigid (and sometimes outrageous) … Read More 

Binder Kadeer

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Lawrence Susskind, Deborah Kolb, Paddy Moore, Margaret Borne and Peter Shapiro Three- or four-party consultation by one or two human resources representatives to manage an affirmative action complaint by an employee against his supervisor … Read More 

Hostage Negotiation Techniques for Business Negotiators

Posted by & filed under Crisis Negotiations.

What do FBI hostage negotiation techniques and business dealmaking have in common? Not a lot, we might assume. In workplace talks, lives are rarely at stake, and tensions seldom escalate into violence. Yet dig a bit deeper, and similarities emerge: just as in a crisis negotiation, business talks can be highly charged, unpredictable, and emotional. In … Read More 

Are You Ready to Negotiate?

Posted by & filed under Uncategorized.

“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read More 

Mandated Mediation: What to Expect

Posted by & filed under Mediation.

More and more companies are inserting alternative dispute resolution (ADR) clauses in their contracts with customers and vendors—and even, in some cases, in agreements with their own employees. ADR clauses can be beneficial for all concerned if it means avoiding the cost, delay, and uncertainty of going to court. Mandated mediation, in particular, may offer … Read More 

For a Mutually Beneficial Agreement, Collaboration is Key

Posted by & filed under Uncategorized.

At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming with collaborative value creation. Not because it’s the “nice” thing to do, but because it’s been proven to be the best path to a truly mutually beneficial agreement. … Read More 

Grading a Negotiation: Examples of How to Evaluate Student Performance

Posted by & filed under Uncategorized.

Whether to grade student role-play performance, process and outcomes is a tricky question. Jim Lawrence, a long-time PON contributor, simulation author, attorney and practicing mediator with Frost Brown Todd LLC, recently shared his thoughts on the value and purpose of grading students participating in negotiation simulations. … Read More 

What is a Win-Win Negotiation?

Posted by & filed under Uncategorized.

In an episode of the American television show The Office, bumbling manager Michael Scott consults with a manual on conflict resolution while attempting to mediate a dispute between two of his subordinates, Angela and Oscar. After Scott explains that there are five approaches to resolving conflict, beginning with “win-lose,” an annoyed Angela interrupts: “Can we … Read More 

Making Business Deals that Thrive Across Cultures

Posted by & filed under Dealmaking.

The 1998 merger of German automaker Daimler-Benz and the American Chrysler Corporation at first seemed like a match made in heaven, but the honeymoon wore off as the two cultures that made up DaimlerChrysler began to clash. The Americans’ informal behavior, such as using first names rather than titles, made the Germans uncomfortable, while the … Read More 

Deal-Making Techniques for When You Feel Powerless

Posted by & filed under BATNA.

In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. If we feel powerless when making business deals, it’s often because we don’t have a strong alternative if the current deal falls apart or fails to meet our needs. Thus, the key to … Read More 

Managing Difficult Negotiators

Posted by & filed under BATNA.

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground. If you’re skilled in BATNA negotiations, you’ll have an easier time dealing with such people. … Read More 

Negotiating Public Disputes

Posted by & filed under Uncategorized.

How Negotiation Can Impact Public Perceptions Companies and governments alike can experience strong public resistance to new initiatives, or fierce public backlash to mistakes. How should they deal with an angry public? Incorporating a public relations perspective into a problem-solving or public dispute resolution processes can make the difference between success or failure. Adopting a mutual … Read More 

Negotiating with Millennials – How to Overcome Cultural Differences in Communication

Posted by & filed under Business Negotiations.

Negotiation training often focuses on bridging gaps between negotiators with different styles, backgrounds, or objectives, but what about overcoming generational barriers in negotiation? Generational differences need not stymie efforts at the bargaining table. In this segment from “Dear Negotiation Coach,” we explore how to overcome cultural differences in communication with members of the Millennial generation. … Read More 

Types of Negotiation for Business Professionals

Posted by & filed under Uncategorized.

What is negotiation? In her book The Mind and Heart of the Negotiator, Northwestern University professor Leigh Thompson defines negotiation as “an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.” This definition stresses the interdependence that’s fundamental to any negotiation. Narrowing in on this definition, when preparing to negotiate, business professionals often wonder … Read More 

Conflict Resolution in the Family

Posted by & filed under Conflict Resolution.

In Lessons in Domestic Diplomacy, the New York Times’ Bruce Feiler, drawing on family conflict resolution negotiation examples in his past, offers a case study of conflict management by focusing on disputes in the home, asking, “how do we break out of negative patterns of conduct and proactively approach problems encountered in our everyday lives?” … Read More 

Top 10 Notable Negotiations

Posted by & filed under Uncategorized.

In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators. … Read More 

Negotiation Skills: Threat Response at the Bargaining Table

Posted by & filed under Uncategorized.

When someone issues a threat or an ultimatum, take a step back and diagnose the problem. Consider how you would respond to threats and ultimatums such as these during negotiation. In the face of such tough talk, should you strike back with a counterthreat? Probably not. Because counterthreats raise the emotional temperature of a negotiation, … Read More 

Success & Messes: Nancy Pelosi’s next-to-last stand

Posted by & filed under Uncategorized.

On February 14, the White House announced that President Donald Trump would sign a federal budget deal that included only a fraction of the funds he had demanded for a border wall with Mexico and attempt to secure the remaining wall funding by declaring a national emergency. For many congressional Democrats, Trump’s capitulation on the budget— following … Read More 

5 Types of Negotiation Skills

Posted by & filed under Negotiation Skills.

Businesspeople who are looking for effective negotiation strategies often confront a dizzying array of advice. It can be useful to take a step back and categorize these strategies into various types of negotiation tactics. Highlighting the benefits of negotiation in business, the following five types of negotiation tactics can help you think more broadly about … Read More 

What To Do When Negotiations Hit a Wall

Posted by & filed under Negotiation Skills.

A budget impasse growing more adversarial by the day. A government shutdown that kept hundreds of thousands unpaid, suspended vital services, and damaged the economy. Presidential threats to bypass Congress and declare a national emergency. How did we get there? The budget impasse in Washington, D.C., apparently started in 2014 when those advising Donald Trump on … Read More 

Claiming Value in Negotiation: Do Extreme Requests Backfire?

Posted by & filed under Dealmaking.

Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the well-known “foot in the door” technique, which is designed to get people to comply with a large request by securing their agreement to a smaller one first, and … Read More 

Case Study of Business Negotiations and Deal Making: Giving Voice to Negotiators Away from the Bargaining Table

Posted by & filed under Dealmaking.

Sometimes negotiators focus too much on the bargaining session at hand, to the detriment of bargainers away from the negotiation table, a group whose concerns and input is just as valid as those of the negotiators themselves. Here are some negotiation tips to help make sure your bargaining strategies include the voices and concerns of … Read More 

In business negotiation, get your words’ worth

Posted by & filed under International Negotiation.

Wise negotiators put a lot of time and effort into making sure they’re ready to do business. They set ambitious goals, research their bottom line, explore their alternatives, and find out as much as they can about their counterpart. They may give less consideration, however, to the words they’ll use to persuade, question, debate, and brainstorm … Read More 

Negotiation research you can use: Are women more ethical negotiators than men—and if so, why?

Posted by & filed under Business Negotiations.

Men tend to claim more resources than women in negotiation, research shows. Why? Gender discrimination and men’s greater propensity to negotiate are two explanations backed up by recent research. In a new study, University of North Carolina professor Jason R. Pierce and Northwestern University professor Leigh Thompson identified another reason: men are more willing than women … Read More 

ESL Negotiation: Avoid Confusion and Conflict

Posted by & filed under Negotiation Skills.

“The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that most international business and diplomacy is conducted in English, Salacuse writes in his book Negotiating Life: Secrets for Everyday Diplomacy and Deal Making (Palgrave Macmillan, 2013). … Read More 

Dealing with Difficult People? Negotiation Lessons from Ronald Reagan

Posted by & filed under Conflict Resolution.

In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir Putin to back away from his aggressions toward Ukraine. In a Wall Street Journal editorial, Ken Adelman, U.S. President Ronald Reagan’s ambassador to the United Nations and arms-control director, writes that recently … Read More 

Negotiation Research Examines Ethics in Negotiating Scenarios

Posted by & filed under Negotiation Skills.

Lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times. This topic has many questioning ethics in negotiating within the healthcare industry. The problem starts with the … Read More 

Unlocking cross-cultural differences in negotiation

Posted by & filed under International Negotiation.

Hollywood film executives are known for being savvy negotiators, but they seem to have met their match over the past year as they struggle to renegotiate terms for showing American films in China. Back in 2012, Xi Jinping, then China’s vice president, and then–U.S. vice president Joe Biden negotiated a deal governing the distribution of American … Read More 

Teach Your Students to Negotiate Climate Change

Posted by & filed under Uncategorized.

How Can Communities Negotiate Climate Change Risks? With Hurricanes Harvey and Irma devastating much of Texas, Louisiana, the Caribbean, and Florida within days of each other, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by these storms has forced the impacted communities to confront a range of public health … Read More 

When Conflict Becomes a Self-Fulfilling Prophecy

Posted by & filed under Negotiation Skills.

When one party brings up the possibility of a lawsuit in a business dispute, the threat can become a self-fulfilling prophecy. Yet business negotiators often benefit from settling their disputes before going to court, write Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello in their book Beyond Winning: Negotiating to Create Value in … Read More 

Negotiation Training with Heart

Posted by & filed under Negotiation Training.

In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings can cloud our judgment. But consider what Lieutenant Jack Cambria, who retired in August as the longest-running head of the New York Police Department’s (NYPD’s) hostage negotiation team, … Read More 

Negotiation Power Plays

Posted by & filed under BATNA.

Imagine yourself in the following negotiation scenarios:

You’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires. You are trying to sell a used piano online before an … Read More 

Deal Design: Strategies for Complex Dealmaking

Posted by & filed under Dealmaking.

As experienced negotiators well know, the more parties involved in a negotiation, the more difficult it often is to come to agreement, due in part to the logistical challenge of making sure each voice is heard. Yet multiparty negotiation offers considerable benefits. Most notably more opportunities for making tradeoffs and creating value in negotiation than … Read More 

How to Handle Difficult Customers

Posted by & filed under Dealing with Difficult People.

Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing with difficult customers is inevitable in the sales world, and the question of how to handle difficult customers looms large. The following three guidelines can help you stay … Read More 

The “Door in the Face” Technique: Will It Backfire?

Posted by & filed under Dispute Resolution.

In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and his colleagues sent research assistants around campus posing as employees of the county’s juvenile detention center. They stopped people randomly on walkways and asked them if they would consider chaperoning a group of juvenile delinquents on a day trip … Read More 

Deal Design Guidelines: Set Yourself Up for a Better Deal

Posted by & filed under Dealmaking.

Without realizing it, we leave many of our most important decisions in negotiation up to chance. When talking to a potential negotiating partner, we may assume that we have met the best person possible to do this particular deal. We make tacit assumptions about whether we’ll negotiate in person, what we’ll discuss, how long the … Read More 

Negotiation Training: Turning the Lows of Colorado’s Marijuana Laws into Highs

Posted by & filed under Negotiation Training.

In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Read More 

In team negotiations, should you divide and conquer?

Posted by & filed under International Negotiation.

In a New Year’s Day address, North Korean leader Kim Jong-un proposed opening talks with South Korea to discuss the North’s possible participation in the upcoming Winter Olympics in Pyeongchang, South Korea. Hoping to avoid disruption by the North, South Korean president Moon Jae-in had been calling on North Korea to send athletes to the … Read More 

In the room where it happened: A tale of two meetings

Posted by & filed under Dealmaking.

On September 5, 2017, President Donald Trump announced that in six months he would phase out Deferred Action for Childhood Arrivals (DACA), the Obama-era policy that has shielded from deportation about 800,000 people brought to the United States illegally as children. Members of Congress seeking permanent protections for the so-called Dreamers covered under DACA then … Read More 

Success & Messes: “Chuck and Nancy” find their leverage

Posted by & filed under Dealmaking.

What’s our leverage? U.S. Senate minority leader Chuck Schumer asked himself that question continually during the congressional recess this August, he told the New York Times, following the Republicans’ multiple failed attempts to repeal the Affordable Care Act. By answering that question, Schumer and House minority leader Nancy Pelosi were able to set up their party … Read More 

Bringing a Multiparty Agreement Back from the Brink

Posted by & filed under Business Negotiations.

In December 2015 in Paris, delegates from 195 nations celebrated reaching agreement on a landmark global climate accord. But a year and a half later, the future of the accord sank into doubt when American president Donald Trump revealed he was withdrawing the United States from the pact. With the move, the U.S. government joined … Read More 

Beating the Odds in Difficult Negotiations

Posted by & filed under Negotiation Skills.

Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior … Read More 

For Better Job Negotiations, Improve Performance Reviews

Posted by & filed under Negotiation Skills.

When you’re negotiating for a promotion or a raise, your manager is likely to draw on your most recent performance review—or conduct a new review—to determine whether you’re deserving. Such reviews are supposed to be objective, yet new research shows they are highly biased. Specifically, studies by Harvard Law School research fellow Paola Cecchi-Dimeglio show that … Read More 

Dealmaking: Don’t Wait for Them to Blink

Posted by & filed under Dealmaking.

In labor disputes and dealmaking, negotiators on both sides are likely to overestimate the odds that the other side will view their proposals as fair. In fact, however, self-serving perceptions of what constitutes a fair settlement can cause negotiators to remain miles apart. These factors appear to have come into play when the National Hockey … Read More 

Alternative Dispute Resolution: Corporate Stakeholder Engagement and Mineral Extraction in Colombia

Posted by & filed under Dispute Resolution.

Corporations around the world are being pressed by their shareholders to do a better job of taking local concerns into account when they initiate mineral extraction projects. Indeed, both stakeholders and risk managers are demanding this. Many companies are now systematically assessing the concerns of a wide range of stakeholders and seeking to demonstrate (in … Read More 

Don’t Forget to Negotiate the Process

Posted by & filed under Negotiation Skills.

This past October, as the United Kingdom (UK) began gearing up for its negotiations to exit the European Union (EU)—a process known as Brexit—scheduled to begin in March, Reuters reported that the EU’s lead Brexit negotiator, former French foreign minister Michel Barnier, had asked for the negotiations to be conducted in French rather than English. … Read More 

M&A Negotiation: Undoing the Deal

Posted by & filed under Business Negotiations.

After parties have invested considerable time and money in a negotiation, agreement can come to seem like an inevitable end point. You may think you have an ironclad contract, but because negotiations can be difficult to undo, we’d be wise to examine very closely the pros and cons of signing a deal. That’s the lesson … Read More 

Capture the Best of Mediation and Arbitration

Posted by & filed under Mediation.

The problem: You’re not sure which of the two most common dispute-resolution processes, mediation or arbitration, to use to resolve your conflict. Mediation is appealing because it would allow you to reach a collaborative settlement, but you’re worried it could end in impasse. You know that arbitration would wrap up your dispute conclusively, but it … Read More 

How Mediation Works

Posted by & filed under Dispute Resolution.

When negotiators can’t come to agreement but want to avoid an expensive, time-consuming, and potentially rancorous lawsuit, mediation is often their most logical choice. Mediation can help to resolve a wide range of disputes. … Read More 

Worst Negotiation Tactics of 2015

Posted by & filed under Negotiation Skills.

Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read More 

Worst Negotiation Tactics of 2015

Posted by & filed under Negotiation Skills.

Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement. … Read More 

Manage Your Power at the Bargaining Table

Posted by & filed under Negotiation Skills.

Avoid the common traps that come with having high power or low power. In early August, employees of the Massachusetts Institute of Technology (MIT), New York University (NYU), and Yale University sued their employers for allowing investment companies to charge excessive fees on their retirement plans, the New York Times reports. The universities were accused of … Read More 

Negotiation Scenario: Hammering out Local Strategies for Managing Climate-related Public Health Risks

Posted by & filed under Uncategorized.

Climate change is already causing increased temperatures, more intense storms, and rising sea levels in many parts of the world. The threats, particularly the impacts on human health, are daunting. Despite uncertainties about the timing and severity of the impacts of climate change in each location, this simulation asserts that cities and towns must take … Read More 

Choosing and Using a Negotiation Adviser

Posted by & filed under Negotiation Skills.

As he approached the June 23 National Basketball Association (NBA) draft this year, top prospect Jaylen Brown, a student at the University of California (UC), Berkeley, made the unusual yet logical decision to participate in the draft process without the aid of a sports agent. Brown, the 2016 Pac-12 Freshman of the Year, likely decided … Read More 

PON Remembers Howard Raiffa

Posted by & filed under Daily, Negotiation Skills.

The Program on Negotiation would like to honor the memory of beloved colleague Howard Raiffa by highlighting his vast contributions to the field of decision making, negotiation, and dispute resolution. Howard Raiffa was one of the four principal co-founders of the Harvard Kennedy School and the Frank Plumpton Ramsey Professor of Managerial Economics Emeritus, a … Read More 

How Your Organization Can Benefit from Mediation Techniques

Posted by & filed under Mediation.

If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a turf war. Your administrative assistant is upset because the HR director won’t approve the … Read More 

World in Crisis! One of the Most Immersive and Rewarding Negotiation Games Ever Created

Posted by & filed under Uncategorized.

This negotiation simulation comprised “the most intense, challenging and educational days of my life” reported one participant. What sort of experience could possibly elicit such a comment? One of the most immersive and rewarding negotiation games ever developed: a 72-party mega-simulation called the Transition Exercise!

The Transition (Excercise Trailer) from MediaTank on Vimeo. This one-of-a-kind, intensive, multi-party … Read More 

In Acrimonious Disputes, Conflict Management is Key

Posted by & filed under Conflict Resolution.

Parties to a business dispute often become so focused on beating the other party that they lose sight of their most important goals. Conflict management efforts can be even more intense and seeming insurmountable between estranged romantic partners with a history of acrimony and distrust. Consider rock star Madonna’s ongoing legal dispute with her ex-husband, film … Read More 

In Business Negotiations, Set the Stage for Success

Posted by & filed under Business Negotiations.

In negotiation, it’s said, preparation is key. Without careful research and logistical planning, we may be left trying to skate by on wits and charm alone—and in today’s business world, they will seldom carry us far. Advance work is especially critical when you expect your talks to be complex, involving numerous issues, multiple parties, and plenty … Read More 

Top 10 Best Pieces of Negotiation Advice of 2015

Posted by & filed under Negotiation Skills.

Across politics, business, entertainment, and sports, negotiators reminded us that collaboration and close attention are needed to resolve disputes and reach innovative deals. 10. Searching the haystack. As reported this year, an unexpected break came in the U.S. Department of Justice’s investigation of large U.S. banks’ role in the 2008 subprime mortgage crisis after an … Read More 

Negotiating in the Shadow of the Law

Posted by & filed under Dispute Resolution.

Consider the different procedures used to resolve two recent disputes involving sports superstars: • In January, an Indianapolis Colts equipment manager complained that the New England Patriots had introduced underinflated footballs into their American Football Conference Championship Game to the possible benefit of Patriots quarterback Tom Brady. A controversial National Football League (NFL) investigation concluded, based … Read More 

In negotiation, sadness can have a silver lining

Posted by & filed under Negotiation Skills.

The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more missiles to its strategic partner. Over the course … Read More 

Bargaining in Bad Faith: Dealing with “False Negotiators”

Posted by & filed under Dealing with Difficult People.

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal. Consider the following negotiations: • A competitor approaches you about a potential partnership. After a series of meetings that seemed promising, however, your counterpart stops returning your calls. You are left with the nagging suspicion that the party’s only goal … Read More 

Dear Negotiation Coach: Learning from experience

Posted by & filed under Business Negotiations.

Q: I work with a group that has completed several mergers and acquisitions on behalf of our organization in recent years. We would like to assess how well we have done and where and how we might improve. What’s the best way to go about this? A:Across all kinds of business negotiations, assessing a team’s performance … Read More 

Paola Cecchi-Dimgelio and Peter Kamminga Publish Negotiation Research on the Development of Collaborative Law in the World

Posted by & filed under Negotiation Skills.

Paola Cecchi-Dimeglio, a Postdoctoral Research Fellow at PON and a joint fellow at Harvard Kennedy School at the Women and Public Policy Program (WAPPP), and Peter Kamminga, Associate Professor of Law at Amsterdam University in the Netherlands and a PON Postdoctoral Research Fellow, published research in The Journal of the Legal Profession on the development of collaborative … Read More 

New Findings in the Field of Negotiation: Session Two

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School is pleased to present: New Findings in the Field of Negotiation: Research from the PON Graduate Research Fellows with

Arvid Bell PhD Candidate in political science at Goethe University Frankfurt and

Dana Wolf PhD candidate in public international law at American University Washington College of Law and

Todd Schenk PhD candidate in environmental policy and planning at Massachusetts Institute of Technology   Tuesday, … Read More 

Negotiate for what you need to succeed

Posted by & filed under Salary Negotiations.

You may be adept at negotiating for your organization, but are you passing up career opportunities back at the office? One of the more interesting tidbits to emerge from the December 2014 leaks of hacked Sony Pictures data was an e-mail revealing a young actress’s efforts to be paid on the same level as her male … Read More 

In “Chinatown” Conflict Resolution, the Dust Clears

Posted by & filed under Conflict Resolution.

Using conflict resolution techniques, the city of Los Angeles recently achieved an impressive victory by ending a 100-year battle with California’s Owens Valley over water rights and air pollution. The dispute dates back to the early 1900s, when agents working for the city of Los Angeles, posing as farmers and ranchers, bought up most of the … Read More 

Dealing with difficult people— even when you don’t want to

Posted by & filed under Dealing with Difficult People.

In your negotiations, have you ever faced a truly difficult negotiator—someone whose behavior seems designed to provoke, thwart, and annoy you beyond all measure? For some Western leaders these days, the negotiator who best fits that description might be Russian president Vladimir Putin. Since the beginning of the crisis in Ukraine, the Russian leader has seemed … Read More 

Conflict Management Techniques: Should You Take Your Dispute Public?

Posted by & filed under Conflict Resolution.

To turn up the heat on opponents, negotiators sometimes advertise their grievances. Here’s negotiation skills advice on when it’s a good idea to be vocal—and when to keep talks private. The decision seemed nonsensical. Early on the morning of March 7, 2010, with the Academy Awards telecast just hours away, the Walt Disney Company pulled the signal on … Read More 

Cooperation in Congress? Liberals and Libertarians Polish Their Negotiation Skills

Posted by & filed under Negotiation Skills.

On June 19, Republican Representative Thomas Massie of Kentucky, a libertarian, teamed up with two liberal Democrats, Zoe Lofgren of California and Rush D. Holt of New Jersey, to push through an amendment that places new prohibitions on the National Security Agency and the CIA’s surveillance operations, including barring the agencies from engaging in warrantless … Read More 

How to win at win-win negotiation

Posted by & filed under Uncategorized.

When parties to a negotiation can’t seem to find common ground, it sometimes seems as if the only solution is “winner take all.” Consider the decade-long campaign by the backers of the Cape Wind project to build the first offshore wind farm in the United States off the coast of Massachusetts in Nantucket Sound. Led by … Read More 

At the Met, Conflict Management in a Minor Key

Posted by & filed under Conflict Resolution.

This spring, the Metropolitan Opera opened labor talks with the 16 unions representing its workers, whose contracts all expire at the end of July, the New York Times reports. Labor and management agree on one fundamental point—that the opera is struggling financially amid falling ticket sales, a depleted endowment, and growing expenses. Perhaps not surprisingly, … Read More 

Dear Negotiation Coach: Cooling off after conflict

Posted by & filed under Conflict Resolution.

Q: My former spouse of 18 years and I had an explosive breakup a year ago. After failing to overcome our mutual hostility during divorce mediation, we have avoided each other, communicating primarily through our attorneys. Our divorce is now final, but because we have shared custody of our two teenagers, we need to communicate … Read More 

Manage the tension between claiming and creating value

Posted by & filed under BATNA.

David Schwimmer, the actor who played Ross on the hit NBC sitcom Friends, famously convinced the show’s five other leads in the early years of its run to negotiate their contracts with NBC as a team. The “mini union” formed by the actors ultimately helped them negotiate an unprecedented $1 million each per episode during … Read More 

Will you behave ethically?

Posted by & filed under Negotiation Skills.

A lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times. The problem starts with the somewhat arbitrary, sky-high prices that hospitals put on their supplies and … Read More 

The Program on Negotiation’s MIT-Harvard Public Disputes Program Releases “Collaborative Approaches to Environmental Decision-Making” Case Studies

Posted by & filed under Conflict Resolution, MIT-Harvard Public Disputes Program.

The MIT-Harvard Public Disputes Program, one of the Program on Negotiation at Harvard Law School’s many research programs, acts as a center for research committed to thinking about and resolving disputes in the public sector. Led by its Director and Program on Negotiation executive committee member Lawrence Susskind, the MIT-Harvard Public Disputes Program conducts research … Read More 

Water Diplomacy: Creating Value and Building Trust in Transboundary Water Negotiations – Israel and Jordan, From War to Water Sharing

Posted by & filed under Conflict Resolution.

Most difficulties in water negotiations are due to rigid assumptions about how water must be allocated. When countries (or states) share boundary waters, the presumption is that there is a fixed amount of water to divide among them, often in the face of ever-increasing demand and uncertain variability. Such assumptions lead to a zero-sum mindset, … Read More 

Bring Your Deal Back from the Brink: Probe the Other Side’s Point of View

Posted by & filed under Business Negotiations.

How can you figure out the motives behind someone’s seemingly stubborn position? Begin by questioning her about the problem she is trying to solve. Deal blockers may be held back by financial, legal, personal, or other constraints you don’t know about, according to Harvard Business School professor Deepak Malhotra. A tough stance could also communicate … Read More 

The Perils of Powerful Speech

Posted by & filed under Business Negotiations.

Death to modifiers! All hail the active verb. Be succinct. These are some of Strunk and White’s commandments for simple and direct writing from The Elements of Style. They may also be effective guidelines for establishing verbal power in negotiation – though not always, it turns out. … Read More 

Moving Forward in Mediation Together

Posted by & filed under Mediation.

The teacher’s federation has qualms with the current education bill’s stipulations regarding the scheduling and terms for mediation between the federation and provincial government. The government is open to further negotiations, but refuses to offer more money. Susan Lambert, president of the British Columbia Teacher’s Federation, asserts that the government is acting in bad faith, … Read More 

Fight or Flight

Posted by & filed under Negotiation Skills.

Many things factor into whether you choose “fight or flight” when faced with a difficult situation in life. Whether it is a disagreeable coworker or a border struggle between nations, the decisions made at the onset of conflict often determine the tenor of the entire proceeding. Along with information and a good-faith desire for collaboration, knowing … Read More 

Negotiation Workshop Students Offer U.S. Assistant Attorney General Advice on Guantanamo Bay

Posted by & filed under Negotiation Skills.

Guantanamo Bay is a location firmly fixed in the public mind as one of the many physical symbols associated with the age of terrorism. Before becoming President of the United States, Barack Obama promised the closure of this controversial site. Yet that promise was fraught with many political considerations, such as how to close a … Read More 

World Peace and Other 4th-Grade Achievements

Posted by & filed under Conflict Resolution, Events, Negotiation and Nonviolent Action, PON Film Series, Student Events.

“World Peace and Other 4th-Grade Achievements” A film screening & discussion with innovative teacher John Hunter and filmmaker Chris Farina.

Date: Wednesday, November 2, 2011

Time: 7:15 PM

Location: Langdell North, Harvard Law School Campus

For over thirty years, a public school teacher in Virginia has been teaching his students the work of peace through a remarkable exercise … Read More 

Learning multi-party negotiation from Vice-President Biden

Posted by & filed under Daily, Negotiation Skills.

Vice President Joe Biden is the President’s “secret weapon” in the coming budget negotiations, suggests Victoria Pynchon, in a recent post to the blog She Negotiates…and Changes Everything on Forbes.com.  Pynchon argues that despite the fact that Biden is known for his public gaffes, it is his behind-the-scenes negotiation skills that make him a valuable … Read More 

Former Clearinghouse Customers Speak!

Posted by & filed under Daily, Negotiation Skills, Pedagogy at PON.

In an effort to understand more about how the former PON Clearinghouse does and doesn’t meet its customers’ needs, we interviewed a number of long-time Clearinghouse clients. We asked what teaching materials they found most valuable and for what reasons. We also asked how they found out about the former Clearinghouse and what additional teaching and … Read More 

Collaborative Rationality

Posted by & filed under Daily, Negotiation Skills.

Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse) A new theory for generating and justifying decisions builds on a solid foundation of negotiation principles. In this posting, the author describes the reasoning behind collaborative rationality and … Read More 

Harvard Law School Hosts 2010 American Bar Association Regional Negotiation Competition

Posted by & filed under Daily, Harvard Negotiators, Negotiation Skills, Student Events, Students.

Sixteen teams from nine different law schools from throughout the Northeast took part in the ABA Regional Negotiation Competition at HLS on November 13–14, 2010. Approximately 35 judges, all practicing lawyers in the Boston area, evaluated the teams and chose the winners. A team comprised of two first-year law students from Boston College Law School … Read More 

Dealing With Constituents

Posted by & filed under Business Negotiations, Daily.

Adapted from “Dealing with Backstage Negotiators,” first published in the Negotiation newsletter. Negotiated agreements sometimes go off the rails in the final hour because one side caves in to a constituent’s wishes despite having the authority to make a commitment. Because people tend to approach negotiations with an “us versus them” mentality, they may succumb to … Read More 

Negotiation? Auction? A Deal Maker’s Guide

Posted by & filed under Business Negotiations, Daily.

Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School; Author of Negotiauctions When you have something to sell, should you hold an auction or negotiate a collaborative deal that delivers maximum value to both sides? In this article, professor Guhan Subramanian compares the risks … Read More 

Who Will Guarantee the Safety of Off-shore Oil and Gas Facilities?

Posted by & filed under Conflict Resolution.

Lawrence Susskind, Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the Impasse Building consensus among regulators and the oil and gas industry about how to avoid future oil spills may be easier than previously thought. In this posting, Lawrence Susskind … Read More 

Learning to Manage Climate Change Risks: Three New Multiparty Negotiation Games That Can be Used to Enhance Public Engagement

Posted by & filed under Daily, Negotiation Skills, Pedagogy at PON, Research Projects.

The Clearinghouse now offers three, multi-party role play simulations focused on helping cities manage climate change risks. These were prepared by the Science Impact Collaborative at the Massachusetts Institute of Technology under the direction of Professor Larry Susskind. The purpose of these exercises is to engage the public in a mixture of political and technical … Read More 

What Exactly Are You Saying?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “The Perils of Powerful Speech,” first published in the Negotiation newsletter. Death to modifiers! All hail the active verb. Be succinct. Those are Strunk and White’s commandments for simple and direct writing. They also may be rules for establishing verbal power in negotiation—though not always, it turns out. Linguistic studies have shown that hesitations (ums and … Read More 

When the going gets tough…

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Taming Hard Bargainers,” by Robert C. Bordone (professor, Harvard Law School), first published in the Negotiation newsletter. Suppose you’re about to face off with an “old school” negotiator whose reputation for hard bargaining precedes him. You know you’re supposed to adopt a collaborative approach for the best results, but what about when the other … Read More 

A more cooperative divorce

Posted by & filed under Negotiation Skills.

Adapted from “Negotiating a More Civil Divorce,” first published in the Negotiation newsletter. In the United States, lawyers who recognize the benefits of collaborative negotiation are sometimes stymied by vengeful clients and ruthless opposing counsel.  Many attorneys put up with a contentious settlement process in which litigation is a threat. Yet some U.S. lawyers have begun … Read More 

Alternative Dispute Resolution in the Federal Government: What’s up at the Federal Energy Regulatory Commission and elsewhere?

Posted by & filed under Daily, Dispute Resolution, Events.

The PON Dispute Resolution Forum and the Harvard Negotiation and Mediation Clinical Program Present: Alternative Dispute Resolution in the Federal Government: What’s up at the Federal Energy Regulatory Commission and elsewhere? with Deborah Osborne, Group Manager, Dispute Resolution Service, Federal Energy Regulatory Commission

Thursday, March 4, 2010 8:00AM Breakfast 8:30AM Talk Pound Hall, Room 335, Harvard Law School Campus How are ADR principles applied … Read More 

Caught in the middle

Posted by & filed under Daily, Negotiation Skills.

Adapted from “When You’re Stuck in the Middle,” by Susan Hackley (Managing Director, Program on Negotiation), first published in the Negotiation newsletter. At a company in a Midwestern city, employees were divided into two camps: those loyal to the founder and his vision of a mom-and-pop business with a dozen regional stores, and those aligned with … Read More 

Join PON to Celebrate the Publication of Professor Robert Mnookin’s New Book “Bargaining with the Devil”

Posted by & filed under Daily, Events.

On Thursday, February 4, 2010, join us to celebrate the publication of Professor Robert Mnookin’s new book Bargaining with the Devil: When to Negotiate, When to Fight. This event is co-sponsored by Harvard Law School, the Program on Negotiation, and Facing History and Ourselves. The evening will begin with a reception at 5:30 PM in Ropes … Read More 

Insights from a Communication and Negotiation Conference: The Benefits of Not Knowing

Posted by & filed under Daily, Negotiation Skills, Pedagogy at PON.

An Experiment: Exploring Interdisciplinary Linkages between Negotiation and Communication Studies What would negotiation pedagogy look like if we focused more on the core meanings and practices of communication? How can understanding the underpinnings of communication – the components of conversation and the exchange of meaning – help us understand and improve our negotiations? The weekend of … Read More 

Mediation Pedagogy Conference

Posted by & filed under Daily, Events, Pedagogy at PON, Webcasts.

Registration is now closed for the NP@PON Mediation Pedagogy Conference. Professors Lawrence Susskind (MIT) and Michael Wheeler (Harvard Business School) are pleased to announce a Mediation Pedagogy Conference to be held by Negotiation Pedagogy at the Program on Negotiation at Harvard Law School (NP@PON). This two-day Conference will be held Friday, May 15 and Saturday, May … Read More 

Negotiating with Your Children

Posted by & filed under Negotiation Skills.

Negotiating with your children may seem counterintuitive but parents can build stronger relationships with them by implementing a problem-solving approach when trying to resolve family conflicts. In his book How to Negotiate with Kids…Even When You Think You Shouldn’t (Viking, 2003), Scott Brown, a founder of the Harvard Negotiation Project at Harvard Law School, outlines a … Read More