Program Overview
This virtual and highly interactive semester-length course explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. The course will meet once a week and the sessions will be delivered live via Zoom.
Emphasizing both theoretical and practical insights, this course engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.
Throughout the course, participants will read and engage with materials from three negotiation books:
- Getting to Yes (3rd Ed.); Roger Fisher, William Ury, and Bruce Patton
- Getting Past No: Negotiating in Difficult Situations; William Ury
- Difficult Conversations: How to Discuss What Matters Most; Doug Stone, Bruce Patton, and Sheila Heen
Supplementary readings from other sources will be provided as well.
Upon successful completion of this course, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.
About the Program on Negotiation at Harvard Law School
The Program on Negotiation (PON) is a university consortium dedicated to developing the theory and practice of negotiation and dispute resolution. As a community of scholars and practitioners, PON serves a unique role, nurturing the next generation of teachers and scholars, and helping students become more effective negotiators. We achieve this through research, seminars, courses, conferences, publications and special events.