| About the Event|

As a mutual gains negotiator, what can you do about hard bargainers and manipulative people who don’t play fair?

How can you be creative when you have to deal with the obstructive behavior of difficult people?

Dealing With Difficult People and Difficult Situations introduces you to a set of breakthrough strategies for dealing with manipulative tactics, stonewalling, obstructive behavior and dirty tricks in negotiation.

This special program of instruction is designed to enhance your skill in mutual gains negotiation and to increase your proficiency in overcoming hard bargainers and/or hard bargaining situations. By the end of the program you will be better prepared for building on your skill in “mutual gains” negotiation.

In learning this approach, you will also learn how to:

• Prepare for difficult negotiations
• Prepare to negotiate when you don’t have much time
• Neutralize threats, lies and insults
• Deal with someone who is more powerful than you
• Handle power more constructively
• Strengthen interpersonal relationships in business
• Regain control of the negotiation
• Locate and control your own tendencies in the face of conflict

We will also teach you to recognize the most common manipulative tactics used by hard bargainers and difficult people as well as the key to neutralizing their effects.

In this one-and-a-half-day session you will discover a proven practical method for dealing with unreasonable bosses, problem employees, tough clients and uncooperative business associates – in a way that enhances the likelihood of lasting agreement and maximum gain.

Specifically designed for Program on Negotiation alumni, Dealing With Difficult People and Difficult Situations is about how to win, not by defeating the other side, but by winning them over. To know how to react to problem behavior, it is first necessary to understand the primary underlying motivation behind the behavior:

• Is the difficult person sitting across the table from you acting from habit, from fear or because they are exploitative?
• What behavior is being exhibited?
• What are your own tendencies?

Negotiating effectively with difficult people requires managing the three tensions inherent in difficult negotiating situations, that include:

1. Identifying problem behavior: Understanding conflict tendencies
2. Recognizing and responding to manipulative, hard bargaining tactics
3. Diagnosing and managing the underlying problem

| Cost to Attend|

Dealing With Difficult People and Difficult Situations 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

| Frequently Asked Questions |

For answers to frequently asked questions, please click here.

| Hotel Accommodations |

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.

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 8-9, 2009

Boston Marriott Cambridge Hotel

Cambridge, Massachusetts

April 20-21, 2010 — June 22-23, 2010

The Charles Hotel

Cambridge, Massachusetts