Negotiation: Strategies, Tools, and Skills for Success

June 4 – 8, 2012

formerly titled Negotiation Workshop: Creating Value in Deals and Disputes

Get better results across and behind the bargaining table

Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game—moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table with an opposing party.

Engaged with a professional group of peers, you will participate in discussions and simulations that cover a range of complex scenarios ranging from intellectual property, pricing, and licensing negotiations to international, domestic, public, and private disputes. You will refine your negotiation skills and leave with a set of strategies that you can use to deal with difficult negotiation behaviors and hard bargaining tactics.

Learning objectives

By participating in this intensive five-day program, you will:

• Acquire a systematic framework for understanding negotiation
• Heighten your awareness of your strengths and weaknesses as a negotiator
• Learn how to expand the size of the pie by creating value in negotiations
• Gain problem-solving techniques for distributing value and strengthening relationships
• Ascertain how to choose the right process to craft deals that last
• Learn how to manage across the table and behind the table negotiations

Who should attend?

This program is appropriate for lawyers, judges, government officials, leaders of non-governmental organizations (NGOs), educators, trainers, and executives who wish to improve their ability to create value at the negotiating table. To foster teamwork and extend the learning across the organization, we encourage teams and small groups to attend together. Previous participants have included business executives, judges, government administrators and human resources professionals.

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

Featuring dynamic lectures, facilitated discussions, skills-based exercises, and negotiation simulations, this program also includes two personalized coaching sessions—one at the beginning of the program, and another at the end—in which participants are videotaped and evaluated on their negotiation skills.

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 4-8, 2012

Tuition:

One 5-day workshop: $4,500

Two 5-day workshops: $7,250

Please note that the 2-workshop discounted rate is for one individual taking two courses.

Reduced tuition of $3,500 is available for judges, government officials, full-time teachers, and full-time staff and lawyers at public interest organizations. Applicants requesting reduced tuition are required to submit a letter of employment verification. We do not offer financial aid.

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. He is the co-editor of The Handbook of Dispute Resolution.

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