NEGOTIATION
SKILLS
FREE REPORT
NEGOTIATION STRATEGIES AND
NEGOTIATION TECHNIQUES TO HELP
YOU BECOME A BETTER NEGOTIATOR
Executive Committee
Max Bazerman
Harvard Business School
Gabriella Blum
Harvard Law School
Robert Bordone
Harvard Law School
Jared Curhan
MIT Sloan School of Management
Alain Lempereur
Brandeis University
Robert Mnookin
Harvard Law School
Jeswald Salacuse
Tufts University Fletcher School
James Sebenius
Harvard Business School
Guhan Subramanian
Harvard Business School
Lawrence Susskind
MIT Department of Urban Studies
& Planning
About the Program on Negotiation at Harvard Law School
Widely recognized as the preeminent leader in the field of negotiation and negotiation research, the Program on Negotiation (PON) is an interdisciplinary, multi-university research center based at Harvard Law School. Offering timely executive education programs, teaching negotiation resources, the Negotiation Briefings newsletter and
Negotiation Journal, special community events, and webinars, PON is a one-stop resource for both aspiring and accomplished negotiators.
Our faculty have negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes agreements around the globe. They are prominent authors, leading researchers, and distinguished professors—many of whom have originated the negotiation strategies used by many of the world’s must successful leaders…and they teach at PON’s renowned programs: • Negotiation and Leadership
• PON Seminars
• Harvard Negotiation Institute Summer Programs
• Negotiation Master Class
Learn more or register at pon.harvard.edu/executive-education/
Negotiation Briefings, which serves as the basis for this special report, draws on ideas from leading authorities and scholars in the field of negotiation to help you realize greater success within your team, and with your counterparts, peers and employees.
Learn more or subscribe at pon.harvard.edu/publications/
Table of Contents
Make the most of your negotiation training by Katherine Shonk
Page 1
When setting high goals, beware a backlash by Katherine Shonk
Page 4
Are you ready for the “hardest question”? by James K. Sebenius
Page 7
Acting up: Improve your hard-bargaining performance by Katherine Shonk
Page 11
Dear Negotiation Coach: Defusing Negotiation Anxiety by Alison Wood Brooks
Page 14
CONTINUE YOUR
NEGOTIATION LEARNING
ATTEND an upcoming Executive Education Program
ፚፚ Negotiation and Leadership: Dealing with Difficult People and Problems. Thirty years of thinking, compressed into three thought-provoking days.
ፚፚ Harvard Negotiation Institute’s Summer Programs. Ranging in duration from two to five days, each program focuses on a critical aspect of negotiation.
ፚፚ Harvard Negotiation Master Class. Exclusively for Program on Negotiation alumni, this advanced program offers unprecedented access to negotiation experts from Harvard Law
School, Harvard Medical School, Harvard Business School, and MIT.
SUBSCRIBE to Negotiation Briefings, the monthly newsletter
Drawing on ideas from leading authorities and scholars in the field of negotiation, this timely publication provides proven strategies and techniques aimed at improving your ability to get deals done, solve problems, preserve relationships, and manage conflict.
ACCESS materials and publications in the Teaching Negotiation
Resource Center
The Program on Negotiation’s Teaching Negotiation Resource Center features role-play simulations, videos, books, periodicals, and case studies. Most teaching materials are designed for use by college faculty, corporate trainers, mediators, and facilitators, as well as individuals seeking to enhance their negotiation skills and knowledge.
