This workshop, by combining theory and practice, aims to improve the participants’ understanding of negotiation and effectiveness as a negotiator. After introducing some basic vocabulary and tools for problem-solving negotiation, the workshop will focus on the challenges facing negotiators in both deal making and dispute resolution.

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This two-day intensive negotiation course is a condensed version of the five-day workshop offered during week of June 7-11: Basic Negotiation: Creating Value in Deals and Disputes.

Attorneys enrolled in this course will receive an introduction to basic negotiation theory and practice and to the special challenges that lawyers face in negotiating deals and resolving disputes. The course will combine lectures with case simulations and interactive exercises.

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The classes will consist of a blend of theory and practice, with opportunity for participants to engage in a number of simulations drawn from a range of settings, such as family, neighborhood, commercial and public policy. Critical issues (such as the ethical responsibility of the mediator, the role of law and lawyers in the process, confidentiality and enforcement) will also be examined.

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Registration is Closed

The course offers a systematic approach to diagnosing communication and relationship problems and transforming difficult conversations into learning conversations. Through practice and coaching, it will help you improve your communication skills and ability to problem-solve in high conflict situations, focusing on such areas as improving your ability to assert your view powerfully while also empathizing persuasively with others’ views, managing negotiations that involve strong emotions and knock you off balance, and combating difficult tactics.

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This course provides a systematic framework and tactical tools for effectively navigating your way through complex business deals. The course will explore the inevitable tension between creating and claiming value, structural, psychological, and interpersonal barriers that can hinder agreement, “moves away from the table” and the particular complexities inherent in the lawyer’s role as negotiator. While there will be a few role-play exercises, this course will focus more on deal-making tactics and strategy and will provide less opportunity for skill-building than the week-long Negotiation Workshops.

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This workshop gives participants a powerful conceptual framework for analyzing, preparing for, and conducting negotiations, and extensive negotiation practice. This intensive workshop is devoted only in small part to lectures; the major focus is on negotiating and analyzing a series of exercises designed to highlight a range of important dynamics in the negotiation process. These exercises are conducted in working groups of around 20 participants led by teaching assistants trained at the Harvard Negotiation Project.

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