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The Program on Negotiation publishes the quarterly Negotiation Journal and the monthly Negotiation Briefings newsletter, and distributes the annual Harvard Negotiation Law Review. Throughout the year PON offers a number of courses and training opportunities ranging in length from one day to an entire semester.
He currently teaches the course at University of Pennsylvania School of Engineering and Applied Science as "Engineering Negotiation" and a Negotiations Course at Penn Law School. Diamond's widely acclaimed book on negotiation, Getting More , was a 2011 New York Times best-seller and was used by Google to train 12,000 employees worldwide [ 1 ...
While distributive negotiation assumes there is a fixed amount of value (a "fixed pie") to be divided between the parties, integrative negotiation attempts to create value in the course of the negotiation ("expand the pie") by either "compensating" the loss of one item with gains from another ("trade-offs" or logrolling), or by constructing or ...
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BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
Leigh Thompson is the J. Jay Gerber Professor of Dispute Resolution & Organizations in the Kellogg School of Management at Northwestern University. [1] She is the director of High Performance Negotiation Skills Executive program, [2] the Kellogg Leading High Impact Teams Executive program and the Kellogg Team and Group Research Center.
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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. [1] Subsequent editions in 1991 [2] and 2011 [3] added Bruce Patton as co-author.