Research Paper On Negotiation

Submitted By Abhishekpawar87Y
Words: 6628
Pages: 27


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

Copyright © 2014 by Harvard University. This publication may not be reproduced in part or whole without the express written permission of the Program on Negotiation. You may not forward this document electronically.

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

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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.
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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


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.
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School, Harvard Medical School, Harvard Business School, and MIT.

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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.

To learn more, visit