Improving Negotiation Effectiveness

June 11 – 15, 2012

formerly titled Negotiation Workshop: Tools for Preparing and Negotiating Effectively

Strengthen your negotiation capabilities

Becoming an expert negotiator requires a keen understanding of the negotiation process, along with thorough preparation and practice. In this intensive, five-day program, you will acquire proven theories, tools, and techniques for effectively navigating the negotiation process from setup to outcome.

Designed to help you anticipate, systematically prepare, and identify leverage points in negotiation, this program provides critical insights into negotiation dynamics, as well as a personal roadmap for improving outcomes at the negotiation table.

Learning objectives

By attending this rigorous Harvard Negotiation Institute offering, you will:

• Acquire insights into common negotiation dynamics
• Examine the 7 elements of principled negotiation
• Become comfortable in the role of negotiator
• Broaden your understanding of collaborative negotiations
• Learn how to modify existing behaviors to become a stronger negotiator
• Gain tools and habits to continue learning as you negotiate
• Broaden your understanding of joint decision making and problem solving

Who should attend?

This program is appropriate for lawyers and business professionals from all backgrounds, industries, and countries who wish to improve their ability to negotiate. Past participants have ranged from recent college graduates to judges and managers of professional sports teams.

While previous negotiation experience is not necessary, proficiency in English is required, 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, engaging demonstrations, small working groups, real-world examples, and interactive simulations, this program is designed to actively involve participants in the negotiation process. At least twice each day, participants engage in role-play exercises and simulations that incorporate the program’s theories and techniques. To help improve personal negotiation capabilities, each participant receives valuable feedback from fellow participants and program faculty.

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:

Fisher, Ury and Patton, Getting To YES: Negotiating Agreement Without Giving In (2nd Ed., 1991); Fisher and Brown, Getting Together: Building Relationships as We Negotiate (1989); and photocopied materials to be provided.

Fees and Dates

Dates: June 11-15, 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.

Bruce Patton

Bruce Patton is a Distinguished Fellow of the Harvard Negotiation Project (HNP), which he co-founded with Roger Fisher and William Ury in 1979 and administered as Deputy Director until 2009. With Fisher, Patton pioneered the teaching of negotiation at Harvard Law School, where he was Thaddeus R. Beal Lecturer on Law for fifteen years.

In 1984 Patton, Fisher, and three HNP alumni founded Conflict Management, Inc., a negotiation consulting and training firm, and Conflict Management Group (now part of Mercy Corps), a not-for-profit entity that works on conflicts of public concern. In 1997, Patton and four CMI/HNP colleagues founded Vantage Partners, LLC, an international consulting firm that helps Global 2000 companies negotiate and manage strategic relationships for bottom-line results. Patton is the co-author, with Roger Fisher and William Ury, of Getting to Yes: Negotiating Agreement Without Giving In, and with Douglas Stone and Sheila Heen of Difficult Conversations: How to Discuss What Matters Most. To date, there are more than 5 million copies of Getting to Yes in print, and Difficult Conversations remains a New York Times business bestseller. Patton received his A.B. from Harvard College and his J.D. from Harvard Law School.

 

For general information about the courses, click here

For frequently asked questions, click here

For logistics, click here