When dealing with difficult employees, leaders often feel overwhelmed and frustrated by a task that can seem like a distraction from broader organizational goals. But managing personnel issues, including conflict among employees, is a pivotal leadership task—and one that can be improved with knowledge and practice. The following solutions for dealing with difficult employees will … Read More 
Harvard Kennedy School
The following items are tagged Harvard Kennedy School:
Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 2, 4 and 6 and on November 9, 11 and 13, 2020
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 Massachusetts Institute of Technology—all of whom are committed to delivering a transformational learning experience. By working closely with them, you will:
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The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”
When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she said in a recent interview in Parade magazine.
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Negotiation and Leadership: Dealing with Difficult People and Problems
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. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More
Techniques for Leading Multiparty Negotiations: Structuring the Bargaining Process
Imagine leading negotiations involving representatives from most of the world’s nations on a contentious topic such as sustainable development. Where would you start? How would you proceed when conflict emerged? How would you know when it was time to wrap things up?
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In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
Back in spring 2015, Ellen Pao, the former CEO of social networking and news website Reddit, revealed in an interview with the Wall Street Journal that her company had taken a bold move in its efforts to create an “equal opportunity environment for everyone” at the company. Specifically, Reddit no longer negotiates salary with job … Read More
Counteracting Negotiation Biases Like Race and Gender in the Workplace
To learn more about negotiation biases, let’s look back to July of 2018 when the principal flutist of the Boston Symphony Orchestra (BSO), Elizabeth Rowe, became the first Massachusetts resident to sue her employer under a new state law designed to address the persistent pay gap between men and women. Despite being the most frequent … Read More
How Mood Affects Negotiators
What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace … Read More
5 Common Negotiation Mistakes and How You Can Avoid Them
Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More often, though, our negotiation mistakes are invisible: We get a perfectly good deal, but are unaware that we could have gotten a better one if we hadn’t succumbed … Read More
Emotional Triggers: How Emotions Affect Your Negotiating Ability
Example of negotiation in daily life: Imagine you’re about to negotiate with a competing firm about a possible merger. You enter the conference room and find a reasonable and fair representative from the other company, someone you’ve reached mutually beneficial agreements with in the past.
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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.
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Negotiating Skills: Learn How to Build Trust at the Negotiation Table
In this article some negotiating skills and negotiation tactics for building trust with your counterpart are presented.
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Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
After closing the deal in negotiations, we often feel a sense of pride. Imagine, for example, that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how … Read More
Fall 2020 HARVARD NEGOTIATION MASTER CLASS
2021 Programs
Summer Programs
Contact us: Call 1-800-391-8629 (outside the US: +1-301-528-2676) between 9 a.m. and 5 p.m. ET any business day or email hni@law.harvard.edu
Articles & Insights
BATNA
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dealmaking
- Dispute Resolution
- International Negotiation
- International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
- Diplomacy Examples in the Covid-19 Era
- Famous Negotiators: Angela Merkel and Vladimir Putin
- Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality
- Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
- Leadership Skills
- Servant Leadership and Warren Buffett’s Giving Pledge
- How to Negotiate in Cross-Cultural Situations
- Ethics in Business Negotiations and in Leadership: How Collusion Limits Value Creating Opportunities
- Effective Leadership Techniques: Negotiating as an Agent
- Counteracting Negotiation Biases Like Race and Gender in the Workplace
- Mediation
- What Makes a Good Mediator?
- Mediation Training: What Can You Expect?
- Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
- Definition of Mediation and the Mediation Process: The Impact of Lawyers on Alternative Dispute Resolution (ADR)
- Why is Negotiation Important: Mediation in Transactional Negotiations
- Negotiation Skills
- Negotiation Training
- Best Negotiation Books: A Negotiation Reading List
- Use a Negotiation Preparation Worksheet for Continuous Improvement
- Implement Negotiation Training in Your Organization
- Make the Most of Negotiation Skills Training
- The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life
- Salary Negotiations
- Teaching Negotiation
- New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
- Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
- Tips for Teaching Simulations Online: Q&A with David Seibel
- Camp Lemonnier: New Simulation and Case Study
- Teaching Contract Negotiation: Using the Mutual Gains Approach
- Win-Win Negotiations