In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read Six Guidelines for “Getting to Yes”
This week, Dan Shapiro, Director of the Harvard International Negotiation Program, was quoted in The Christian Science Monitor speaking President Trump’s negotiation style, and how he may get better results through interest-based negotiation. “The basic idea here is, let’s not focus on positions, or what each side says they want: ‘I want a wall;’ ‘Well, we’re … Read More
On June 5, 2013, Shades Israeli and Palestinian fellows walked the Abraham Path in Israel’s Negev on a guided tour organized by PON Senior Fellow Shula Gilad, visiting Jewish and Arab villages on the route, learning about the Abrahamic tradition of the societies, their current challenges and success. As is the case for others who … Read More
Jim Sebenius, the Gordon Donaldson Professor of Business Administration at Harvard Business School, and Director of the Harvard Negotiation Project, addressed these questions in his presentation at the NP@PON Faculty Dinner Seminar on October 7, 2010. His article, “Developing Negotiation Case Studies,” began as a memo to a novice case writer about how to write … Read More
Program on Negotiation faculty member Daniel Shapiro’s latest book, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts, is now available at the Teaching Negotiation Resource Center.
Dan Shapiro has written a masterpiece – clear, insightful, and practical – about the most difficult and emotionally-charged of negotiations…Highly recommended!
-William Ury, co-author of Getting to Yes … Read More
A major measure of the economy is the prevailing mood. A bleak job market and less-than-rosy economic outlook influence how we feel in an organization. Tighter budgets and increased layoffs are causes for concern, and many of us respond with “fight or flight” behavior. We defend our turf or avoid tense conversations in the hopes … Read Dealing with emotions during tough economic times
The lack of progress on the debt ceiling negotiations has raised serious concerns that an agreement will not be reached before the August 2nd deadline. How have the negotiations gotten so derailed?
In a recent interview on Radio Boston, Professor Robert Bordone, director of the Harvard Negotiation and Mediation Clinical Program, suggested that one of the … Read More
Professor Daniel Shapiro, Associate Director of the Harvard Mediation Project, has been selected as one of four 2011 Burke Global Health Fellows by the Harvard Global Health Institute. During his fellowship, Professor Shapiro will develop materials for a new Harvard course designed to train leaders on how to mediate conflicts with a strong emotional or … Read Shapiro named 2011 Burke Global Health Fellow
The Harvard Institute on Global Health (HIGH) and the Harvard International Negotiation Program Present:
“On Embracing Evil: The Psychology of
Robert Jay Lifton
Professor Dan Shapiro
What impels people to use religion, ideology, or professional privilege as tools for destructive action? What is the mindset that can take one from healing to killing, or to … Read Event: The Psychology of Nazi Doctors
The Program on Negotiation at Harvard Law School
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