PON – Program on Negotiation at Harvard Law School

For many of us, negotiating salary and benefits is one of the most stressful experiences imaginable. In fact, among 2,000 recent higher-education graduates surveyed by banking app Chime, 54% said they found negotiating their salary ...

Have you ever negotiated with someone who seemed determined to derail the discussion or take unfair advantage? Encounters like these can leave you feeling frustrated and unsure how to move forward. Understanding what it means to negotiate in good faith—and how to recognize when someone may not be doing so—can help you respond more effectively. With a clearer sense of the ...

When we think of win-lose negotiation examples, we often imagine situations where one side’s success seemed to require the other side’s failure. Yet in many of these cases, a win-win negotiation was entirely within reach. Too often, p...

When they think of negotiation, many people imagine a positional bargaining scenario where two people are haggling back-and-forth over the price of an item, both refusing to budge. In positional bargaining, “each side takes a position, argues for it, and makes concessions to reach a compromise,” write Roger Fisher, William Ury, and Bruce Patton in their classic negotiatio...

Labor unions are perhaps the most visible example of negotiating coalitions. When a company negotiates with an individual employee, it can often threaten to hire someone else if the employee’s demands are not m...