Negotiation and Leadership

Dealing With Difficult People and Problems
Spring: April 18-20, 2017 | May 15-17, 2017 | June 19-21 2017
Fall: September 25-27, 2017 | October 16-18, 2017 | December 4-6, 2017

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 bargaining strengths and weaknesses.
  • Recognize the most common manipulative negotiation 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 executive education 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, integrative 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 negotiation 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 negotiated 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 executive education training 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 negotiation 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 at Harvard Law School

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

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…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 18-20, 2017
May 15-17, 2017
June 19-21 2017
September 25-27, 2017
October 16-18, 2017
December 4-6, 2017

With special, focused one-day sessions
April 21: Bargaining with the Devil
May 18: NEW! Negotiating the Impossible
June 22: Leveraging the Power of Emotions As You Negotiate
September 28: Practical Lessons from Great Negotiators
October 19: Difficult Conversations
December 7: The Art of Saying No

Group Discount: When one person registers from an organization, each subsequent registrant from the same organization, attending the same program, will receive a $500 discount.

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 executive education training session and save $750 when you attend the three day and the one day!Reserve Your Spot Now! Space is limited!

April 21, 2017: Bargaining with the Devil — A business partner betrays you, a competitor steals your company’s intellectual property, or a former employee poaches your clients. In business, the devil has many faces. You must rely on appropriate decision making to cope with the threats that they pose.

May 18, 2017: NEW! Negotiating the Impossible — Some negotiations go smoothly, while others seem completely hopeless, with escalating conflict, increasingly aggressive behavior, and neither side willing to back down. Yet no matter how high the stakes or how protracted the dispute, even the most explosive situations can be defused. When handled effectively, even the worst conflicts have potential solutions.

June 22, 2017: Leveraging the Power of Emotions As You Negotiate — In conflicts and dispute resolution, emotions are inevitable. Whether you’re hammering out a labor contract, purchasing a new home, negotiating a multi-billion dollar acquisition, or mediating peace with warring parties, emotions play a powerful role.

September 28, 2017: Practical Lessons from Great Negotiators — Since 2001, the Program on Negotiation has bestowed the “Great Negotiator Award” on individuals who have successfully negotiated against great odds to accomplish worthy goals. In this fascinating one-day session, you’ll have the rare opportunity to explore how these remarkable negotiators overcame their most formidable challenges—and how to apply these lessons in your own negotiations.

October 19, 2017: Difficult Conversations — Whether dealing with a challenging customer, a difficult supplier, an unhappy employee, an unreasonable official, or a demanding boss, we all have conversations we anticipate with dread.

December 7, 2017: The Art of Saying NoNo is perhaps the most important and certainly the most powerful word in the language. For many people, it is 
also the hardest to say. Yet every day we and ourselves in situations where we need to say no—to people at work, at home, and in our communities—because it is the word we must use to stand up for what matters to us.

Our Team

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Max Bazerman

Jesse Isidor Strauss Professor of Business Administration, Harvard Business School

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Iris Bohnet

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

Robert C. Bordone photo

Robert C. Bordone

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

Gabriella Blum photo

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 photo

Jared Curhan

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

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Francesca Gino

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

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Sheila Heen

Lecturer, Harvard Law School, and founder, Triad Consulting

Kessely Hong

Kessely Hong

Lecturer, Public Policy, Harvard Kennedy School, Faculty Chair of the Executive Education Program on Decision-Making Strategies Under Risk and Uncertainty

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Deepak Malhotra

Professor of Business Administration, Harvard Business School

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Brian S. Mandell

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

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Robert H. Mnookin

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

Bruce M. Patton photo

Bruce M. Patton

Co-founder and Distinguished Fellow of the Harvard Negotiation Project

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Jeswald W. Salacuse

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

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James Sebenius

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

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Daniel L. Shapiro

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

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Douglas Stone

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

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Guhan Subramanian

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

Lawrence E. Susskind photo

Lawrence E. Susskind

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

William Ury photo

William Ury

Senior Fellow of the Harvard Negotiation Project

Michael A. Wheeler photo

Michael A. Wheeler

Class of 1952 Professor of Management Practice, Harvard Business School

Daily Agenda

Day 1

Understanding Key Negotiation Concepts

You’ll examine ways to structure the bargaining 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 techniques.

Bonus Day 4 – Save $750

Extending Your Learning

Add a targeted, one-day executive education training session:

2017

April 21: Bargaining with the Devil
May 18: NEW! Negotiating the Impossible
June 22: Leveraging the Power of Emotions As You Negotiate
September 28: Practical Lessons from Great Negotiators
October 19: Difficult Conversations
December 7: The Art of Saying No