Leveraging the Power of Emotions As You Negotiate

 

June 22, 2017

Leveraging the Power of Emotions As You Negotiate

Daniel L. Shapiro

Daniel L. Shapiro
Assistant Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project

We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.

It does not have to be that way. In this interactive workshop, you will discover a powerful framework to help you better understand and address the challenging, emotional dynamics that arise in your everyday negotiations and conflicts. This course will provide a framework that you can immediately put to use to help you deal more effectively with everything from office politics to external relations to customer loyalty.

This program walks you through the Core Concerns Framework, a breakthrough set of tools to enhance the way you address your relationship challenges. You will learn about five “core concerns” – matters that are important to all of us. These five core concerns tend to stimulate many of the emotions that arise in your negotiations. If you know how to deal with them well, you will be better able to motivate others and to build good relationships, even in a contentious situation.

Based on the research of Professors Daniel Shapiro and Roger Fisher (Program on Negotiation co-founder), the Core Concerns Framework has been shown to work in a wide range of negotiations, from improving internal office disagreement; to helping Fortune 500 companies make more amicable deals; to helping resolve serious international conflicts.

Drawing on new findings from psychology, neuroscience, and negotiation, this practical course will allow you to learn how to use the Core Concerns Framework to better understand and address the “invisible” emotional obstacles impeding you from building better relationships and getting a better outcome.

A copy of Beyond Reason will be provided to each participant as part of the course.

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

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