Successful negotiators work hard to ensure that when they and their counterpart leave a negotiation, both sides feel satisfied with the agreement. Why should you care whether the other side is pleased with negotiations or not?
… Read Managing Expectations in Negotiations 
pon clearinghouse
The following items are tagged pon clearinghouse:
Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching Series
Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius of Harvard Business School, the Program on Negotiation’s Great Negotiator case study series, available from the PON Clearinghouse, highlights the lessons learned by each recipient of PON’s Great … Read More
Why Classic Cases?
Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse … Read Why Classic Cases?
Former Clearinghouse Customers Speak!
In an effort to understand more about how the former PON Clearinghouse does and doesn’t meet its customers’ needs, we interviewed a number of long-time Clearinghouse clients. We asked what teaching materials they found most valuable and for what reasons. We also asked how they found out about the former Clearinghouse and what additional teaching and … Read Former Clearinghouse Customers Speak!
How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy
How can video be used to enhance the teaching of negotiation? This question was addressed by Michael Moffitt from the University of Oregon Law School in his presentation called “How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy” at the NP @ PON faculty dinner seminar on April 21, 2011. … Read More
New PON Teaching Materials About the Work of Martti Ahtisaari, 2010 Great Negotiator Award Recipient
The Program on Negotiation’s 2010 Great Negotiator Award was given to former Finnish President, Martti Ahtisaari, for his many significant achievements in the fields of negotiation and diplomacy. He was central to the Namibian independence negotiations in the late 1980s. He also served as chief United Nations negotiator to Kosovo from 2005-2006, and was instrumental … Read More
Great Negotiator Schedule Announced
Drafts of the case studies of President Martti Ahtisaari’s work in Aceh and Kosovo are available for review in order to prepare for this year’s Great Negotiator discussion.
A Nobel Peace Prize recipient (2008) and former President of Finland (1994-2000), Martti Ahtisaari will be honored with the 2010 Great Negotiator Award by the Program on Negotiation … Read Great Negotiator Schedule Announced
Advertising at a charity walk
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Ocean Splash is a two-party, two-issue scoreable negotiation between a charity and a corporate sponsor regarding the number and placement of advertising banners at a fundraising walk.
SCENARIO: The U.S. Cancer Association (USCA) chapter in Sixton City is organizing its … Read Advertising at a charity walk
Gravel quarry or hiking grounds?
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Rockwell Quarry is a five-party, multi-issue negotiation among elected officials, property owners, and a gravel company over a permit for a gravel quarry in a recreationally valuable canyon.
The Rockwell Quarry Complex Environmental Negotiation is a five-party, multi-issue simulation that … Read Gravel quarry or hiking grounds?
Budget turmoil inside a hospital
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Negotiating Budget Cuts at Newtowne Hospital is a six-person negotiation among hospital administration and employee representatives to reach consensus on budget cuts in three departments.
SCENARIO:
Dr. Van Hagen, a distinguished heart surgeon, will soon join the staff at Newtowne Hospital, … Read Budget turmoil inside a hospital
A fast food chain in your historic town?
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a two-team, multi-issue negotiation between representatives of a restaurant conglomerate and a neighborhood organization over zoning requirements for a possible fast-food restaurant in a historic university neighborhood.
The City of Lamebridge in the State of … Read A fast food chain in your historic town?
Reconciling differences for a joint venture
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.The following role simulation is a two-party, four-issue negotiation between representatives of two companies with different national and corporate cultures regarding a possible joint venture.
Scenario: MedDevice, a U.S.-based Fortune 500 company that manufactures high technology medical equipment, and Lee Medical … Read Reconciling differences for a joint venture
Occupational safety
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a six-person integrative negotiation among representatives of a manufacturing company, an occupational safety agency, a union, a local fire department, and a local technical expert to settle claims of safety violations … Read Occupational safety
Pharma talks
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a three-party, multi-issue contract negotiation among representatives for an HMO and two pharmaceutical companies over the purchase of a new antidepressant drug.
SCENARIO: Hopkins HMO is the largest independent managed health care organization in the … Read Pharma talks
Late term paper
The PON Clearinghouse has nearly 200 role simulations on a wide range of topics. The following role simulation is a two-party, short awareness-building negotiation between a professor and a student over an assignment submitted late due to a death in the student’s family
SCENARIO: Professor Famous teaches a course on the Theory and Practice of … Read Late term paper
Expanding the farm
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Mountain View Farm is a two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor’s land.
SCENARIO: A Vermont farmer somewhat interested in the possibility of expanding activities … Read Expanding the farm
“Are We Exclusive?”
Ron McAfee, a carpenter and roofing expert, spent considerable time working with a condominium association on the design of a new roof deck. After gaining agreement on the proposed layout, design, and materials, McAfee submitted a written bid of $12,500. One of the board members subsequently showed McAfee’s plans to another roofer, who offered to … Read “Are We Exclusive?”
New Live-Mediation Teaching Video Available for Purchase
In preparation for last May’s Mediation Pedagogy Conference at Harvard Law School, NP@PON produced a video of an actual landlord-tenant small claims mediation – from start to finish, including side-bar conversations. It is rare that actual (as opposed to staged or acted) mediations are available for instructional purposes. The mediator in this case is Charles … Read More
Discussing the bottom line in budget negotiations
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Multimode, Inc. is a two-party intra-organization negotiation between a company’s financial and human resources officers regarding the amount of a budget increase.
SCENARIO: T. Boyd, a Vice President of Budget and Finance at Multimode, Inc., (a manufacturing firm) … Read Discussing the bottom line in budget negotiations
Sharing the market
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The Pepulator Pricing Exercise is a two-team, scoreable, multiple round, “prisoner’s dilemma”-style negotiation between representatives of two companies over the monthly price for fictional products called “pepulators”.
SCENARIO: The pepulator market is controlled by two giant … Read Sharing the market
Teachers and Trainers Gather to Talk About Mediation Pedagogy
By Larry Susskind
Nearly two hundred educators and trainers from eighteen countries gathered on May 15th and 16th to share ideas about teaching mediation. It was unusual for mediation teachers and trainers from fields as diverse as law, family services, public management, business, international relations, urban planning, community development, psychotherapy, and education to share ideas on … Read More
Mediation Pedagogy Conference
Registration is now closed for the NP@PON Mediation Pedagogy Conference.
Professors Lawrence Susskind (MIT) and Michael Wheeler (Harvard Business School) are pleased to announce a Mediation Pedagogy Conference to be held by Negotiation Pedagogy at the Program on Negotiation at Harvard Law School (NP@PON). This two-day Conference will be held Friday, May 15 and Saturday, May … Read Mediation Pedagogy Conference
Negotiating rice and politics
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Pacrim Dispute is a three-party, multi-issue international trade negotiation among three culturally different countries over which of two countries will export rice to the third. This exercise includes coalition and ongoing relationship issues.
This negotiation, which takes place … Read Negotiating rice and politics
Negotiation and Leadership
NEGOTIATION MASTER CLASS
Negotiation Essentials Online
Beyond the Back Table: Working with People and Organizations to Get to Yes
Articles & Insights
BATNA
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dealing with challenging negotiators
- Negotiating with Difficult Personalities and “Dark” Personality Traits
- M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
- Bargaining in Bad Faith: Dealing with “False Negotiators”
- Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
- Dealmaking
- Dispute Resolution
- International Negotiation
- Leadership Skills
- Mediation
- AI Mediation: Using AI to Help Mediate Disputes
- How Mediation Can Help Resolve Pro Sports Disputes
- Mediation Training: What Can You Expect?
- Undecided on Your Dispute Resolution Process? Combine Mediation and Arbitration, Known as Med-Arb
- Types of Mediation: Choose the Type Best Suited to Your Conflict
- Negotiation Skills
- Negotiation Training
- Trust in Negotiation: Does Gender Matter?
- Negotiation Training: What’s Special About Technology Negotiations?
- Cole Cannon Esq. Shares His Negotiation and Leadership Experience
- Gender and Negotiation: New Research Findings
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- Salary Negotiations
- Teaching Negotiation
- Act Now to Purchase Materials for Next Semester and Avoid a Price Increase
- Negotiating Identity and Values-Based Disputes
- Learn from the Best with the Great Negotiator Case Studies
- Casino Two: Updated Version of Casino Available from the TNRC
- Teach Your Students How to Have Difficult Conversations Over Email
- Win-Win Negotiations