June 3-7, 2013 / Bruce Patton

Strengthen your negotiation capabilities

Too many negotiators leave value on the table:  painfully dividing a small pie after a costly battle, while failing to see or capture offsetting opportunities for joint gain; or winning the battle, but at a cost to relationships and reputation that limit long-term gains.  Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, systematic preparation, and honed interpersonal skills.  In this intensive, interactive program, you will acquire a proven framework, tools, techniques, and skills for maximizing the value of your negotiated outcomes by effectively navigating the negotiation process from setup to commitment and implementation.

Learning objectives

• Acquire a systematic framework for analyzing and understanding negotiation
• Assess and heighten your awareness of your strengths and weaknesses as a negotiator
• Learn how create and maximize value in negotiations
• Gain problem-solving techniques for distributing value fairly while strengthening relationships
• Develop skills to deal with difficult negotiators and hard bargaining tactics
• Learn how to match the process to the context
• Discover how effectively to manage and coordinate across- and behind-the-table negotiations

Who should attend?

This program is appropriate for lawyers, judges, executives, government officials, nonprofit leaders, and educators who wish to improve their ability to negotiate, manage negotiators, and achieve better results, especially when the stakes are high and relationships and reputations are on the line.  While participants are welcome from all industries and countries, a strong command of spoken and written English is expected.

Format

Featuring dynamic lectures and demonstrations, role-played negotiations and other skill-building exercises, facilitated small-group discussions, videotaping, and personal coaching, this program is designed to actively involve participants in the learning process.

Faculty

Bruce Patton

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 3-7, 2013

Tuition:

One 5-day workshop: $4,997

Two 5-day workshops: $7,997

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

Reduced tuition of $3,750 is available for judges, government officials, full-time teachers at public interest organizations, and full-time staff and lawyers at public interest organizations. Please note that employees of institutions of higher learning do not qualify for reduced tuition. 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.

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