Courses and Training

The Program on Negotiation offers a number of courses taught by leading Harvard faculty and experts in the field of negotiation, mediation, and conflict management. The offerings range from one day and five day workshops to semester length courses. Participants come from around the world from both the profit and non-profit sectors as well as from a variety of professions, including business, diplomacy, law and education.

Negotiation and Leadership – 3 day course on a variety of topics that train professionals to become more successful negotiators.
In-depth, one-day sessions – additional one day sessions that address tough negotiation problems.
The Harvard Negotiation Institute (HNI) – offers week-long training workshops that incorporate theory with practical examples, case studies and interactive discussion.
PON Seminars – Semester-length courses on negotiation and mediation for participants from all disciplines and professions.

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Negotiation and Leadership: Dealing with Difficult People and Problems

Filed in: Executive Education Seminars (3 Day Courses) , Executive Training

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training.

Widely recognized as the preeminent leader in the field of negotiation and negotiation research, the Program on Negotiation is an interdisciplinary, multi-university research center based at Harvard Law School. Our flagship program—newly renamed Negotiation and Leadership—has a long legacy of effectiveness, with more than 25,000 international participants over the past 30 years.

Designed to accelerate your negotiation capabilities, Negotiation and Leadership (formerly called Program on Negotiation for Senior Executives) examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies.

Make Better Decisions: Improve Judgment and Decision-Making

Filed in: 1 Day Courses , Executive Training

In most situations requiring careful judgment, personal biases inevitably enter into the equation. Is it possible to overcome these biases and improve judgment and decision making capabilities? We believe that the answer is yes!

Effective training can offer significant improvement on the quality of managerial judgment. In this one-day course, which combines lecture, hands-on decision exercises, and class discussion, you will explore how to overcome personal and other biases and make better managerial decisions. You will also leave with clear strategies for making more rational decisions.

The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No

Filed in: 1 Day Courses , Executive Training

How can you say “No” to customers – external or internal – who are pressing you to do something not in your organization’s interest? How can you say “No” to an overly demanding employee or a demanding boss without hurting a valuable relationship? How can you save the deal and the relationship and still say “No”?

Saying “No” the right way may be the single most valuable skill in negotiation—absolutely key to getting to “Yes”. As you will learn in this one-day course, the secret to saying “No” while protecting and advancing your core interests without compromising relationships lies in the art of a “Positive No.”

Bargaining With the Devil: When to Negotiate and When to Walk Away

Filed in: 1 Day Courses , Executive Training

The Devil can be defined as anyone perceived as a harmful adversary. In this one-day course, you will learn how to decide whether to negotiate or fight with the Devils you encounter in your everyday life or whether to just walk away. The program, which is based on Professor Mnookin’s book Bargaining with the Devil and takes place June 21, 2012, teaches you how to arrive at a “wise decision” about how to deal with the Devils and avoid emotional, strategic, and political traps.

Spring 2012 Mediation and Conflict Management

Filed in: PON Seminars , PON Seminars (Semester Length Courses)

This course is designed to raise your awareness of your own approach to conflict, introduce a range of theories about mediation and participatory processes, and improve your conflict management skills. While we will discuss a wide range of dispute resolution processes that involve third parties, we will focus on mediation. Each class moves back and forth between theory and skills practice, using theory to improve real world effectiveness, and using experience to improve understanding of theory.

Negotiating to Create Value in Deals and Disputes

Filed in: Harvard Negotiation Institute , Harvard Negotiation Institute (5 Day Courses)

Through the use of lectures, case simulations, discussion, video-recording, and individual coaching, this intensive workshop provides participants with a strategic framework for negotiating while also enhancing their ability to maximize joint gains and neutralize hard bargaining tactics.

Instructors:
Robert Bordone,Thaddeus R. Beal Clinical Professor of Law; Director, Harvard Negotiation and Mediation Clinical Program

Improving Negotiation Effectiveness

Filed in: Harvard Negotiation Institute , Harvard Negotiation Institute (5 Day Courses)

This intensive workshop gives participants a powerful conceptual framework for analyzing, preparing for, and conducting negotiations, plus extensive negotiation practice and personalized framework.

Instructor:
Bruce Patton, Co-founder and Distinguished Fellow, Harvard Negotiation Project

Dealing with Difficult Conversations

Filed in: Harvard Negotiation Institute , Harvard Negotiation Institute (5 Day Courses)

This course offers a systematic approach to diagnosing communication and relationship problems and shows how to transform difficult conversations into learning conversations.

Instructors:
Bruce Patton, Co-Founder and Distinguished Fellow, Harvard Negotiation Project
Sheila Heen, Lecturer at Harvard Law School; Affiliate, Harvard Negotiation Project
Douglas Stone, Lecturer at Harvard Law School; Affiliate, Harvard Negotiation Project

Deal Set-up, Design, and Implementation

Filed in: Harvard Negotiation Institute , Harvard Negotiation Institute (5 Day Courses)

This course provides participants with a systematic framework and tactical tools for effectively navigating their way through complex business deals.

Instructors:
Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School
David Lax, Managing Principal, Lax Sebenius LLC

Intensive Negotiations for Lawyers and Executives

Filed in: Harvard Negotiation Institute , Harvard Negotiation Institute (5 Day Courses)

Targeted for those who may not be able to devote a full week to negotiation training, this condensed workshop gives participants the tools most necessary to improve the substance of their negotiation outcomes and the quality of their negotiation relationships.

Instructor:
Robert Bordone, Thaddeus R. Beal Clinical Professor of Law, Director, Harvard Negotiation and Mediation Clinical Program