Negotiation and Leadership

Dealing With Difficult People and Problems
Spring: April 11-13, 2016 | May 16-18, 2016 | June 20-22, 2016
Fall: September 19-21, 2016 | October 24-26, 2016 | December 5-7, 2016

Become a More Effective Negotiator

Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

  • Improve working relationships and resolve seemingly intractable disputes.
  • Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options.
  • Evaluate your personal tendencies in the face of conflict and learn to manage your strengths and weaknesses.
  • Recognize the most common manipulative tactics used by difficult people —and ways to neutralize their effects.
  • Win, not by defeating the other side, but by winning them over.

Negotiation and Leadership distills cutting-edge research and real-world examples into three days of targeted negotiation training. At Negotiation and Leadership, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies.

Top 5 Reasons to Attend Negotiation and Leadership
  1. Lead at the bargaining table by sharpening your negotiation skills.
  2. Achieve better outcomes by gaining the strategies you need to negotiate in uncertain environments, deal with difficult people, and manage conflict.
  3. Learn from top negotiation experts who have negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes agreements around the globe.
  4. Practice with confidence by taking part in negotiation scenarios alongside a diverse group of executives.
  5. Take a deeper dive by registering for an additional, one-day session that explores a specific aspect of negotiation such as leveraging the power of emotion.
Accelerate Your Negotiation Skills

In sessions taught by our expert faculty, you’ll broaden your understanding of negotiating concepts, acquire proven negotiating techniques, and have the opportunity to put your learning into practice. If you’re ready to become a more skilled negotiator and a more effective leader, register for Negotiation and Leadership today.

About the Program on Negotiation

Widely recognized as the preeminent leader in the field of negotiation, negotiation research, and dispute resolution, the Program on Negotiation (PON) is an interdisciplinary multi-university consortium based at Harvard Law School. Since its founding in 1983, PON has established itself as one of the world’s outstanding executive education negotiation training institutions.

Leaders in Negotiation Executive Education

  • PON’s executive education training programs are designed to help participants become successful negotiators, deal with difficult people and hard bargainers, structure deals, and manage conflict productively.
  • Over 35,000 professionals have attended PON’s flagship program, Negotiation and Leadership.
  • 22 world-renowned faculty from Harvard, MIT and Tufts comprise the teaching team.

Who Should Attend

Negotiation and Leadership attracts a diverse, global audience from both the private and public sectors.

Participants span a wide range of titles and industries. The program is appropriate for CEOs, VPs, directors, and managers across a wide range of job functions including sales, operations, human resources, and marketing as well as for individuals in the education, government and nonprofit sectors.

Past Participants

…And Many More!

Fees and Dates

Four days: $4,497
Three days: $3,497
One day: $1,750

BEST DEAL: Save $750 when you attend both the three day and the one day!

Plus, groups of two or more qualify for an additional $500 discount off of each registration.

Negotiation and Leadership sessions
April 11-13, 2016
May 16-18, 2016
June 20-22, 2016
September 19-21, 2016
October 24-26, 2016
December 5-7, 2016

With special, focused one-day sessions
April 14: Bargaining with the Devil
May 19: Winning at Win-Win Negotiation
June 23: Leveraging the Power of Emotions as You Negotiate
September 22: Negotiating the Non-Negotiable
October 27: Dealing with Difficult Conversations
December 8: Getting to Yes with Yourself

Group Discount: Second and subsequent registrations from the same organization receive a $500 discount when attending the same session.

Venue:
The Charles Hotel
Cambridge, Massachusetts

Participant Feedback

“In over 15 years of management, this was the most useful course I have ever taken.”

“Great for any and every level of experience”

“By far the best three days of corporate training in negotiation. A required course for anyone negotiating internally or externally.”

“This program helps one to understand the challenges we encounter everyday. In 3 days, one can learn how to be more effective in their career and personal relationships.”

“There are very few courses where you get more than what you expected in terms of learning and exposure. This course is definitely one of them. It’s a must-do for dealmakers and negotiators alike.”

Targeted One-Day Sessions

Add a focused, one-day session and save $750 when you attend the three day and the one day!

Reserve Your Spot Now! Space is limited!

April 14: Bargaining with the Devil – Explore when you should negotiate with the devils you encounter in everyday life—and when you should walk away.

May 19: Winning at Win-Win Negotiation – Discover a tactical, six-step process for creating additional value—and then claiming the largest share of that value without damaging your relationships.

June 23: Leveraging the Power of Emotions as You Negotiate – Gain a powerful framework for understanding and addressing the challenging emotional dynamics that arise in everyday negotiations and conflicts.

September 22: Negotiating the Non-Negotiable – how can we turn conflict from a net loss into an opportunity for mutual gain?

Otober 27: Dealing with Difficult Conversations – Gain the strategies, tools, and frameworks you need to manage difficult conversations effectively.

December 8: Getting to Yes with Yourself – You’ll discover how to uncover and overcome the psychological obstacles that are keeping you from getting to the “yeses” you want.

Our Team

  • Max Bazerman

    Jesse Isidor Strauss Professor of Business Administration, Harvard Business School

  • Iris Bohnet

    Academic Dean and Professor of Public Policy, Harvard Kennedy School; Director, Women and Public Policy Program; Associate Director, Harvard Decision Science

  • Hannah Riley Bowles

    Senior Lecturer, Center for Public Leadership, Harvard Kennedy School; Research Director, Women and Public Policy Program, Harvard Kennedy School

  • Robert C. Bordone

    Thaddeus R. Beal Clinical Professor of Law, Harvard Law School; Director, the Harvard Negotiation and Mediation Clinical Program

  • Gabriella Blum

    Rita E. Hauser Professor of Human Rights and International Humanitarian Law, Harvard Law School; Co-Director of the HLS-Brookings Project on Law and Security

  • Jared Curhan

    Ford International Career Development Professor; Associate Professor of Organization Studies, MIT Sloan School of Management

  • Francesca Gino

    Professor of Business Administration, Negotiation & Markets Unit of Harvard Business School

  • Sheila Heen

    Lecturer, Harvard Law School, and founder, Triad Consulting

  • Deepak Malhotra

    Professor of Business Administration, Harvard Business School

  • Brian S. Mandell

    Director, Kennedy School Negotiation Project; Senior Lecturer in Public Policy, Harvard Kennedy School

  • Robert H. Mnookin

    Samuel Williston Professor of Law, Harvard Law School; Chair, Program on Negotiation at Harvard Law School

  • Bruce M. Patton

    Co-founder and Distinguished Fellow of the Harvard Negotiation Project

  • Jeswald W. Salacuse

    Henry J. Braker Professor of Law and former Dean, Fletcher School of Law and Diplomacy, Tufts University

  • James Sebenius

    Vice Chair of Practice-Focused Research, PON Executive Committee; Gordon Donaldson Professor of Business Administration, Harvard Business School

  • Daniel L. Shapiro

    Ph.D., Assistant Professor of Psychology at Harvard Medical School/McLean Hospital

  • Douglas Stone

    Lecturer, Harvard Law School, and founder, Triad Consulting.

  • Guhan Subramanian

    Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School

  • Lawrence E. Susskind

    Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology

  • William Ury

    Senior Fellow of the Harvard Negotiation Project

  • Michael A. Wheeler

    Class of 1952 Professor of Management Practice, Harvard Business School; Editor, Negotiation Journal

Daily Agenda

Day 1

Understanding Key Negotiation Concepts

You’ll examine ways to structure the negotiation process, learn how to identify both your and your counterpart’s interests, and to recognize the most common manipulative tactics used by difficult people.

Discover how to succeed, not by defeating the other side, but by advocating persuasively for your own.

Day 2

Managing Interpersonal Dynamics

Building on Day 1, you’ll discover how to manage the tension between empathy and assertiveness. Learn to navigate personality differences, diverse agendas, and social pressures.

By evaluating your personal tendencies in the face of conflict, you’ll learn to manage your strengths and weaknesses to become a more effective negotiator.

Day 3

Addressing Negotiation Complexities

On the final day you’ll learn how to shape agreements and informal understandings within a complex web of relationships.

Through relevant case studies you’ll learn how to apply negotiation theory to real-world situations and will have the opportunity to practice your newfound negotiation skills.

Bonus Day 4 – Save $750

Extending Your Learning

Add a targeted, one-day session:

April 14: Bargaining with the Devil
May 19: Winning at Win-Win Negotiation
June 23: Leveraging the Power of Emotions as You Negotiate
Sep 22: Negotiating the Non-Negotiable
Oct 27: Dealing with Difficult Conversations
December 8: Getting to Yes with Yourself