Program on Negotiation at Harvard Law School;

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The Program on Negotiation

for Senior Executives

December 7-8, 2009

Boston Marriott Cambridge Hotel

Cambridge, Massachusetts

March 15-16,2010 — April 19-20, 2010 — May 17-18, 2010 — June 21-22, 2010

The Charles Hotel

Cambridge, Massachusetts

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Join our distinguished faculty and approximately 150 participating senior executives for a program that could make a significant difference to you, your career, and your organization. Executives from organizations of all sizes will attend. No formal academic training in negotiation is required.

Mutual Gains Negotiation

At the Program on Negotiation, we have developed a powerful, practical, and efficient approach which we believe can improve your negotiating performance.

We call it “mutual gains negotiation,” and we will present it at this special Program on Negotiation for Senior Executives. The mutual gains framework combines the successful strategies of experienced negotiators with proven theory to help you:

  • Prepare for negotiations more effectively
  • Focus on problems and not on personalities
  • Avoid typical “win-lose” situations
  • Deal better with those who play outside the rules

Learn To Be A Better Negotiator

We believe you can learn to achieve better outcomes; become more proficient in long-term decision making; enhance your leadership skills; or more easily reach consensus with people working around you.

We have developed a pragmatic negotiation process which allows you to deal with the kinds of complex problems you face every day. You’ll learn how to build a framework for successful negotiation through expert presentations and interactive simulations. You’ll also learn the elements of mutual gains negotiation:

  • Know your BATNA (Best Alternative To a Negotiated Agreement)
  • Distinguish interests from positions
  • Invent options without committing
  • Insist on objective criteria
  • Separate the people from the problem
  • How to maximize joint gains

Each program segment features a variety of simulations and exercises that allow you to put key lessons immediately into practice.

We will focus on three elements crucial to any successful negotiation:

  1. Setting the Stage for Productive Negotiations: Diagnosing the NegotiationProblem
  2. Negotiating Better Outcomes: Building Successful Relationships
  3. Dealing With Obstacles and Complicating Factors

Since its development, the mutual gains approach to negotiation has been used with remarkable success in a wide range of corporate, industrial and government initiatives throughout the world. Register today to learn how to solve difficult, real-world problems!

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| Agenda |

Day 1

8:00 - 9:00 a.m.

Continental Breakfast

9:00 - 9:15 a.m.

Program Welcome and Agenda Overview

9:15 a.m. - 12:30 p.m.

Setting the Stage for Productive Negotiations: Diagnosing the Negotiation Problem

12:30 - 1:30 p.m.

Luncheon

1:30 - 5:30 p.m.

Negotiating Better Outcomes: Building Successful Relationships

5:30 - 6:30 p.m.

Reception

Day 2

7:45 - 8:30 a.m.

Continental Breakfast

8:30 a.m. - 12:20 p.m.

Dealing with Obstacles & Complicating Factors

12:20 - 12:30 p.m.

Summary and Conclusion

12:30 - 1:30 p.m.

Luncheon


| Cost to Attend|

The Program on Negotiation for Senior Executives is available at a special tuition price of $1,997. The registration fee includes continental breakfasts, luncheons, reception, and a complete program materials package. The fee does not include hotel accommodations.

If three or more people attend, the following discounts apply:

  • 3-5 participants: 15% off of full-price registration
  • 6-10 participants: 20% off of full-price registration
  • 10+ participants: 25% off of full-price registration

register

| Frequently Asked Questions |

For answers to frequently asked questions, please click here.

| Hotel Accommodations |

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Marriott

For December Events:

Boston Marriott Cambridge

Two Cambridge Center

50 Broadway, Cambridge, MA 02142

Room rate: $229 (plus tax, currently 12.45%)

Reservation cut-off : Tuesday,
November 16, 2009

To reserve your room, call 1.800.228.9290 or 617.494.6600

or click here.

Charles

For Spring 2010 Events:

The Charles Hotel

Harvard Square

One Bennett Street

Cambridge, MA 02138

Room rate: $289 (plus tax, currently 12.45%)

Reservation Instructions: To reserve your room, call 617-864-1200 or toll free 800-882-1818 and request Program on Negotiation Room Block or click here and follow the instructions below.

Online Reservation Instructions:

  • Click here to go to the Charles Hotel website (www.charleshotel.com).
  • Click on “Are You Attending An Event” button in the middle of the screen.
  • Enter the Attendee Code: MARCHPON (or the corresponding code listed below)
  • Click on the dates you wish to stay.
  • Click on the room type preferred.
  • Click on Complete contact and billing information.
  • The guest will be emailed a confirmation number.
Reservation Cutoff dates and Attendee Codes:
March Program - cut - off date 2/22/10 Attendee Code: MARCHPON
April Program - cut - off date 3/26/10 Attendee Code: APRILPON
May Program - cut - off date 4/26/10 Attendee Code: MAYPON
June Program - cut - off date 5/23/10 Attendee Code: JUNEPON

| Register Now |

December 7-8, 2009

Boston Marriott Cambridge Hotel

Cambridge, Massachusetts

March 15-16,2010 — April 19-20, 2010 — May 17-18, 2010 — June 21-22, 2010

The Charles Hotel

Cambridge, Massachusetts
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