In response to recent power struggles and stand-offs in Congress, most notably House Speaker John Boehner’s dare to the Senate to not return to Washington to negotiate with House Republicans, National Journal interviewed Harvard law professor Robert C. Bordone to get his opinion on Congress’s approach to negotiation. When asked to give his estimation of Congress’s … Read Is the U.S. Congress good at 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.
zero sum approach
The tendency to view a negotiation as purely distributive; what one side wins, the other side loses. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 168). See Also: How Negotiation Role-Play Simulations Can Help Solve Environmental Disputes, Conflict Management Techniques: Should You Take Your Dispute Public?, How Negotiation Exercises Can Help You Prepare for Cross-Cultural Negotiations.
The following items are tagged zero sum approach:
- Negotiation and Leadership Spring 2024 Program Guide
- Negotiation Master Class November 2023 Program Guide
- Negotiation Essentials Online (NEO) Spring, Summer, and Fall 2023 Program Guide
- Negotiation and Leadership Fall 2023 Program Guide
- Make the Most of Online Negotiations
- Managing Multiparty Negotiations
- Getting the Deal Done
- Salary Negotiations
- Overcoming Cultural Barriers in Negotiation
- Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator
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
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dispute Resolution
- International Negotiation
- Managing Cultural Differences in Negotiation
- The Importance of Relationship Building in China
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- Famous Negotiators: Angela Merkel and Vladimir Putin
- Cross-Cultural Communication in Business Negotiations
- Leadership Skills
- Negotiation Skills
- Negotiation Training
- Negotiation Training: What’s Special About Technology Negotiations?
- Use a Negotiation Preparation Worksheet for Continuous Improvement
- 10 Negotiation Training Skills Every Organization Needs
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- The Importance of a Relationship in Negotiation
- Salary Negotiations
- Teaching Negotiation
- Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
- Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
- Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
- Register Now for the PON 40th Anniversary Symposium and Gala! Space is Limited
- Learn from the Best with the Great Negotiator Case Studies
- Win-Win Negotiations