June 2010

Week 2: June 14 - 18, 2010

Negotiation Workshop: Preparing Systematically and Executing Effectively

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.

Eligibility Requirements:

The workshop is open to lawyers and non-lawyers alike. In recent years, about one-quarter of the participants have been non-lawyers. Fluency in English is a must (suggested minimum score on TOEFL 570).

Course Materials:

Fisher, Ury and Patton, Getting To YES: Negotiating Agreement Without Giving In (2nd Ed., 1991); Fisher and Brown, Getting Together: Building Relationships as We Negotiate (1989); and photocopied materials to be provided.

Instructor:

Bruce Patton, Co-founder and Distinguished Fellow, Harvard Negotiation Project