Intensive Negotiations for Lawyers and Executives

June 14 – 15, 2012 – Two-day Intensive Course

formerly titled 2-Day Intensive Negotiation Workshop for Lawyers and Working Professionals

Equip yourself for negotiation success

Whether you’re a vice president, litigator, manager, or transactional attorney, negotiation is central to nearly every professional activity. Systematic and thorough preparation, as well as an ability to manage shared, different, and conflicting interests, is critical to success.

Designed to address the core issues that you experience as you negotiate on behalf of your clients, organizations, or yourself, this intensive two-day program provides a theoretical framework for thinking about business and legal negotiations. You will address distinct challenges faced by lawyers and professionals – ranging from multi-party, complex negotiations to situations involving difficult people and behaviors – and acquire proven strategies for overcoming them.

Targeted for those who may not be able to devote a full week to negotiation training, this condensed workshop gives participants the tools most necessary to improve the substance of their negotiation outcomes and the quality of their negotiation relationships.

Note: Participants who have already taken the five-day  Creating Value in Deals and Disputes Course offered through HNI will find this course an attractive refresher. However, there is overlap between case materials used in the two courses, so participants are advised not to take this course and the Negotiating to Create Value in Deals and Disputes course back-to-back.

Learning Objectives

In this compressed, highly interactive program, you will:

• Learn how to manage shared, differing, and conflicting interests
• Discover your strengths and weaknesses as a negotiator
• Acquire a systematic framework for handling deals and disputes
• Explore ways to deal with challenging negotiators and difficult behaviors and tactics
• Gain skills in handling complex and multiparty negotiations

Who should attend?

This program is designed for lawyers and professionals who wish to improve their ability to negotiate effectively and create more value in deals and disputes.

Previous participants have included business executives, judges, public school administrators and physicians.

To deliver the personalized learning experience for which this program is known, enrollment is strictly limited to 48 participants.

Previous negotiation experience is not required, but participants must demonstrate proficiency in English, as this program is conducted solely in English. Participants should be able to converse fluently in dialogue with the instructor and other students. While a certification of fluency in English is not required, we suggest a TOEFL written exam score of 570 as the minimum proficiency standard.

Format

This fast-paced, intensive program features dynamic lectures, skill-based exercises, debriefs, and real-world case studies. Core to this program are negotiation simulations in which participants receive and give feedback about each other’s negotiation skills and techniques.

Credits and Certificates

Upon successful completion of this program, you will receive a Certificate of Completion. Certificates are distributed on the final day of the program.

This program has been approved for continuing legal education (CLE) credits in the United States.

Course Materials

Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello, (Harvard University Press 2000).

Fees and Dates

Dates: June 14-15, 2012

Tuition: $3,000

SUMMER PROGRAM FACULTY

Harvard Negotiation Institute (HNI) programs are led by a distinguished team of educators, authors, thought leaders, and practitioners. Acknowledged experts in their fields, HNI faculty draw on the latest thinking and research to deliver practical techniques and real-world strategies for effectively conducting personal and professional negotiations.

Robert C. Bordone

Robert Bordone is the Thaddeus R. Beal Clinical Professor of Law at Harvard Law School and the Director of the Harvard Negotiation & Mediation Clinical Program. In 2007, Professor Bordone received The Albert Sacks-Paul Freund Teaching Award at Harvard Law School, presented annually to a member of the Harvard Law School faculty for teaching excellence, mentorship of students, and general contributions to the life of the Law School.

As a professional facilitator and conflict resolution consultant, Professor Bordone works with individual and corporate clients across a spectrum of industries. He specializes in assisting individuals and groups seeking to manage conflicts in highly sensitive, emotional, or difficult situations. His research interests include the design and implementation of dispute resolution systems, the development of a problem-solving curriculum in law schools, and ADR ethics. Professor Bordone is the co-editor of The Handbook of Dispute Resolution. He is a summa cum laude graduate of Dartmouth College where he majored in Government and a cum laude graduate of Harvard Law School where his coursework focused on negotiation, mediation, and dispute resolution.

 

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