Negotiation Training

The MIT Press is proud to announce it is the new publisher of Negotiation Journal, and that the journal will become a diamond open access publication in 2024. Founded in 1984 and copublished with the Program on Negotiation (PON), which is a consortium of Harvard, MIT, and Tufts housed at Harvard Law School, Negotiation Journal … Learn More About This Program

Whether you are facing negotiations with Congress, colleagues, customers, or family members, the following negotiation books, published in recent years by experts from the Program on Negotiation, offer new perspectives on common negotiating dilemmas. … Learn More About This Program

When we think about our own ethics in negotiation, we tend to focus on the ethical and legal lines we may be at risk of crossing through our actions. We often fail to consider how we could end up enabling the unethical and even illegal behavior of our negotiation counterparts and partners.

More broadly, we have … Learn More About This Program

Like it or not, we sometimes have to deliver bad news in negotiation. We spoke with Leslie John, Associate Professor at Harvard Business School, to find out how to accomplish this without ruining a relationship. It began with this question.

Q: I am a real-estate agent working in a relatively active market. Unfortunately, market conditions mean … Learn More About This Program

Organizations across the globe spend many millions of dollars each year on negotiation training for their employees. This training can be in-house, led by consultants and other experts, or employees can travel to training programs at universities and elsewhere. After engaging in a couple of days of training, employees return to the office and attempt … Learn More About This Program

Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in negotiation skills training programs. … Read Make the Most of Negotiation Skills Training

From a life-and-death hostage situation to the Philippines peace process, Joshua Weiss gives us an insider look at the world’s most high-stakes deals to learn what works—and what doesn’t—in negotiation.

Most negotiations fail because the negotiators involved lack the confidence, strategic knowledge, and the basic techniques required to reach the most optimal deals possible. The result? … Learn More About This Program

So, you’re thinking about taking a negotiation course but are not sure if it will be worthwhile. Or maybe you attended one recently (or not so recently) and are wondering whether you are effectively applying what you’ve learned to the negotiations in your business and personal life.

Unfortunately, even after the best negotiation training courses, many … Learn More About This Program

Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran is the first to examine whether feeling guilty affects our competitive drive.

Guilt is often triggered by behavior we’re ashamed of, and it doesn’t feel very good. On the plus … Learn More About This Program