Forging close bonds typically helps negotiators reach better deals, work together effectively over time, and manage conflict—yet negotiators often rush through the process of relationship-building in negotiation. Here’s advice on how to approach this important aspect of negotiation more methodically.
Overcome Partisan Perceptions
An unconscious bias often gets in the way of relationship-building in negotiation: partisan perceptions, or … Read Relationship-Building in Negotiation
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.
identity conversation
The part of a "difficult conversation" that we have with ourselves about what a problematic situation means to us. This conversation is an internal debate about who we are and how we see ourselves. (Douglas Stone, Bruce Patton and Sheila Heen, Difficult Conversations [Viking/Penguin, 1999], 8,14). See Also: Conflict Management at the Office.
The following items are tagged identity conversation:
Negotiation and Leadership
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NEGOTIATION MASTER CLASS
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Negotiation Essentials Online
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Beyond the Back Table: Working with People and Organizations to Get to Yes
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Select Your Free Special Report
- Negotiation Master Class May 2025 Program Guide
- Negotiation and Leadership Spring 2025 Program Guide
- Negotiation Essentials Online (NEO) December 2024 and June 2025 Program Guide
- Negotiation Essentials In-House Program Guide
- Beyond the Back Table February 2025 Program Guide
- Make the Most of Online Negotiations
- Managing Multiparty Negotiations
- Getting the Deal Done
- Salary Negotiation: How to Negotiate Salary: Learn the Best Techniques to Help You Manage the Most Difficult Salary Negotiations and What You Need to Know When Asking for a Raise
- Overcoming Cultural Barriers in Negotiation: Cross Cultural Communication Techniques and Negotiation Skills From International Business and Diplomacy
Teaching Negotiation Resource Center
Preparing for Negotiation
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.
Articles & Insights
BATNA
Business Negotiations
- Amazon–Whole Foods Negotiation: Did the Exclusive Courtship Move Too Fast?
- How to Respond to Questions in Negotiation
- Does Small Talk in Negotiation Offer Big Gains?
- Individual Differences in Negotiation—and How They Affect Results
- Negotiation Advice for Buying a Car: Tips for Improving Your Negotiating Position
Conflict Resolution
Crisis Negotiations
- Crisis Negotiation Skills: The Hostage Negotiator’s Drill
- Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
- Crisis Communication Examples: What’s So Funny?
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
Dealing with Difficult People
- Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
- Dealing with Hardball Tactics in Negotiation
- Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
- How to Renegotiate a Bad Deal
- Managing Difficult Employees, and Those Who Just Seem Difficult
Dealmaking
Dispute Resolution
- Four Conflict Negotiation Strategies for Resolving Value-Based Disputes
- Dispute Resolution Strategies for Managing Internal Conflicts in Organizations
- Alternative Dispute Resolution Examples: Restorative Justice
- How Fast-Food Workers Used Alternative Dispute Resolution (ADR) to Demand Higher Wages
- Using Principled Negotiation to Resolve Disagreements
International Negotiation
- Top 10 International Business Negotiation Case Studies
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- What is the Multi-Door Courthouse Concept
- Top International Negotiation Examples: The East China Sea Dispute
- Top International Negotiation Examples: Apple’s Apology in China
Leadership Skills
Mediation
Negotiation Skills
Negotiation Training
Salary Negotiations
Teaching Negotiation
Win-Win Negotiations
Free Videos
- New Frontiers, New Roleplays: Next Generation Teaching and Training
- Negotiating Transboundary Water Agreements
- Learning from Practice to Teach for Practice—Reflections From a Novel Training Series for International Climate Negotiators
- Insights From PON’s Great Negotiators and the American Secretaries of State Program
- Gender and Privilege in Negotiation