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Academic Programs & Faculty
Program on Negotiation Harvard Law School
Program on Negotiation at Harvard Law School

PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu

Howard Raiffa

For more information on Howard Raiffa, please see:

  • Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

Articles & Insights

  • BATNA
    • Taylor Swift: Negotiation Mastermind?
    • Know Your BATNA: The Power of Information in Negotiation
    • BATNA Strategy: Should You Reveal Your BATNA?
    • The Top Three Defensive Negotiation Strategies You Need to Know
    • BATNA Examples—and What You Can Learn from Them
  • Business Negotiations
    • Hardball Negotiation Tactics: Time Pressure in Major League Baseball
    • Negotiations in the News: Lessons for Business Negotiators
    • Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
    • Top 10 Notable Negotiations of 2022
    • Salary Negotiations in the NBA and Beyond
  • Conflict Resolution
    • Value Conflict: What It Is and How to Resolve It
    • Conflict Styles and Bargaining Styles
    • Top Ten Posts About Conflict Resolution
    • How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table
    • Types of Conflict in Business Negotiation—and How to Avoid Them
  • Crisis Negotiations
    • Police Negotiation Techniques from the NYPD Crisis Negotiations Team
    • AI Negotiation in the News
    • What is Crisis Management in Negotiation?
    • Crisis Negotiation Skills: The Hostage Negotiator’s Drill
    • Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
  • Dealing with Difficult People
    • M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
    • How to Manage Difficult Staff
    • Managing Difficult Employees: Listening to Learn
    • Consensus-Building Techniques
    • Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
  • Dealmaking
    • How Timing Can Influence the Anchoring Effect
    • At the Louvre, a Negotiation Campaign Paints a Fuller Portrait
    • Negotiating Skills: Learn How to Build Trust at the Negotiation Table
    • Managing a Multiparty Negotiation
    • Contract Negotiation Skills: Setting Yourself Up for Success
  • Dispute Resolution
    • How to Negotiate with Friends and Family
    • The Door in the Face Technique: Will It Backfire?
    • What is Alternative Dispute Resolution?
    • 3 Negotiation Strategies for Conflict Resolution
    • Union Strikes and Dispute Resolution Strategies
  • International Negotiation
    • The Importance of Relationship Building in China
    • Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
    • International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
    • Top 10 International Business Negotiation Case Studies
    • Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
  • Leadership Skills
    • Participative Leadership: What It Can Do for Organizations
    • Charismatic Leadership: Weighing the Pros and Cons
    • Confronting Implicit Biases That Hinder Diversity and Inclusion
    • Salary Negotiations: Reducing Gender and Racial Pay Gaps
    • Great Women Leaders Negotiate
  • Mediation
    • How Mediation Can Help Resolve Pro Sports Disputes
    • Using E-Mediation and Online Mediation Techniques for Conflict Resolution
    • Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
    • AI Mediation: Using AI to Help Mediate Disputes
    • Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
  • Negotiation Skills
    • Persuasion Tactics in Negotiation: Playing Defense
    • Irrationality in Negotiations: How to Negotiate the Impossible
    • The Anchoring Effect and How it Can Impact Your Negotiation
    • 10 Negotiation Failures
    • Dear Negotiation Coach: When Silence in Negotiation is Golden
  • Negotiation Training
    • New Negotiation Books Offer In-Depth Solutions to Practical Challenges
    • Cole Cannon Esq. Shares His Negotiation and Leadership Experience
    • 10 Negotiation Training Skills Every Organization Needs
    • 3-D Negotiation Strategy
    • Collaborative Negotiation Examples: Tenants and Landlords
  • Salary Negotiations
    • How to Negotiate a Higher Salary
    • How to Negotiate a Pay Raise or Starting Salary Using AI
    • Renegotiate Salary to Your Advantage
    • How to Negotiate Pay in an Interview
    • In Salary Negotiations, Women Do Ask
  • Teaching Negotiation
    • Teaching Contract Negotiation: Using the Mutual Gains Approach
    • High Stakes Negotiations in the Healthcare Industry
    • Teach Your Students to Negotiate Cross-Border Water Conflicts
    • Bidding in an International Business Negotiation: Euro-Idol
    • Registration for the Summit on AI and Negotiation Will Close on February 24, 2025
  • Win-Win Negotiations
    • How to Create Win-Win Situations
    • What is a Win-Win Negotiation?
    • Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
    • Win-Lose Negotiation Examples
    • Labor Negotiation Strategies

Select Your Free Special Report

  • Negotiation and Leadership Fall 2025 Program Guide
  • 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
  • Teaching Materials and Publications

Stay Connected to PON

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.

PON Publications

  • Negotiation Journal
  • Negotiation Data Repository (NDR)
  • Harvard Negotiation Law Review

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
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