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.

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We all have conversations we anticipate with dread, because they may determine our fate and we don’t know how to make them succeed. Whether it’s trying to keep a customer happy without eroding your profit margin, address unacceptable behavior successfully without losing a high performer, close a critical acquisition without overpaying, or gain alignment on a strategic direction among competing factions without losing the commitment needed for successful implementation, executives face difficult conversations every day. From the boardroom to the factory floor, critical business results depend on whether these conversations are handled well or poorly, and too often they do not produce the results we want.

Through the years, the art of negotiation has been stuck in a tired debate between win-lose and win-win tactics. Now, negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension. They will show you exactly why the current one dimensional techniques—face-to-face bargaining-at-the-table tactics—are not enough for your most challenging negotiations. This all-too-common tactical focus leaves money on the table and is often inadequate for tough negotiations, especially when the other side holds the cards.

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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

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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

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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

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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

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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

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We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.It does not have to be that way. In this interactive workshop, you will discover a powerful framework to help you better understand and address the challenging, emotional dynamics that arise in your everyday negotiations and conflicts. This course will provide a framework that you can immediately put to use to help you deal more effectively with everything from office politics to external relations to customer loyalty.Read more

This workshop introduces participants to the theory and practice of mediation.

Instructors:
Professor Frank E. A. Sander, Bussey Professor of Law, Emeritus
Michael Lewis and Linda Singer, lawyer mediators, Washington, D.C.

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