December 12, 2013

Bargaining With the Devil: When to Negotiate and When to Walk Away

Professor Robert H. Mnookin

Dealing with the Devil at the Bargaining Table…and Everywhere Else

In today’s world, the Devil has many faces—terrorist, kidnapper, suicide bomber, even the head of a rogue nation—and we rely on our nation’s leaders to make the appropriate decisions on coping with the threats these Devils pose.

There are Devils, too, in our own lives. They may appear in corporate as well as private disputes. One business partner betrays the other. A competitor steals your company’s intellectual property. A spouse makes extortionist demands at the end of a marriage.

The Devil can be defined as anyone perceived as a harmful adversary. In this one-day course, you will learn how to decide whether to negotiate or fight with the Devils you encounter in your everyday life or whether to just walk away. The program, which is based on Professor Mnookin’s book Bargaining with the Devil and takes place December 12, 2013, teaches you how to arrive at a “wise decision” about how to deal with the Devils and avoid emotional, strategic, and political traps.

Along with cogent analysis, the course examines four general guidelines for determining the best course of action:
• Systematically comparing the cost-benefit ratios of negotiating or fighting
• Collecting advice from others
• Tipping the scales in favor of negotiation before fully committing
• Not allowing moral intuition to override pragmatic assessment

This course is ideally suited for attendees who wish to become more effective in conflict negotiation, prevention, and management in their daily transactions. Learn how to:
• Evaluate the costs and benefits of alternative courses of action
• Avoid the psychological and emotional traps that distort clear thinking
• Make wise decisions

Lessons learned in this course will help decision makers focus their thoughts in a variety of challenging situations. A copy of Bargaining with the Devil will be provided to each participant at the program as part of the course.

Professor Mnookin is co-author of Beyond Winning and a member of the CPR Institute’s National Panel of Distinguished Neutrals. He has resolved a large number of complex disputes, and has also served as a consultant to a number of governments and international agencies.

Professor Mnookin received his A.B. in Economics from Harvard College in 1964 and his law degree from Harvard Law School in 1968.

Author Session: $1,597

Combine this author session with the Negotiation and Leadership: Dealing with Difficult People and Problems and save $597.0

Negotiation and Leadership: $2,997
One day, in-depth session: $1597

Save $597 when you attend both:
Negotiation and Leadership & Author Session: $3,997

Groups of 2 or more save $500 on each registration.

Hotel Information
The Charles Hotel
Harvard Square
One Bennett Street
Cambridge, MA 02138

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

Hotel reservations & attendee code:

April Program
To receive the discounted hotel rate, please book your room by: 11/12/13
Attendee Code: DECPON2013

Reservation instructions:
To reserve your room, call +1 617-864-1200 or toll free at +1 800-882-1818 and request Program on Negotiation Room Block or click here and follow the instructions below.

Online reservation instructions:
• Click on the Groups link at the top of the page.
• Enter the Attendee Code for the event date you are planning to attend.
• Room rates are guaranteed until the date listed above the corresponding attendee code.