PON – Program on Negotiation at Harvard Law School

These days, work can feel increasingly chaotic and unfocused. Leaders and team members alike struggle to keep complex group projects moving forward amid economic uncertainty, rapid technological change, and persistent logistical hurdles. One approach that can help cut through the noise is facilitative leadership—a management strategy that emphasizes empowering employees t...

What is the role of leadership in an organization? Contrary to the traditional view of a single individual firmly steering the ship, effective leadership involves empowering people at every level to make sound, ethical choices in negotiations and beyond. University of California, Berkeley professor

Have you ever heard of the door in the face technique? In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and his colleagues sent research assistants around campus posing as employees of the county’s juvenile detention center. They stopped people randomly on walkways and asked them if they would consider chaperoning a group...

What are the essential ingredients to getting ahead in the workplace? Hard work, communication skills, and a generous dose of luck all play a role, of course. Another important key ingredient—the one that is often overlooked—is the ability to recognize and capitalize on opportunities to negotiate for your future career success. Because your role in your organization ...

As a format for complex deals, email negotiation has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble building trust and rapport in email messages. Furthermore, some research has found that negotiators achieve less