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

 

April 21, 2017

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

Professor Robert H. Mnookin

Robert H. Mnookin
Samuel Williston Professor of Law, Harvard Law School; Chair, Program on Negotiation at Harvard Law School; author of Bargaining with the Devil; co-author of Beyond Winning

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, 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: $1,750

Combine this author session with Negotiation and Leadership and receive a total discounted rate.

Negotiation and Leadership: $3,497

Author Session: $1,750

Save $750 when you attend both:

Negotiation and Leadership with One-Day Author Session: $4,497

Hotel Information

The Charles Hotel

Harvard Square

One Bennett Street

Cambridge, MA 02138

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