Deal Set-Up, Design, and Implementation
Navigate complex business deals
In corporate dealmaking, much of the action happens away from the negotiating table. Successful dealmakers understand that deal set-up and design greatly influence negotiation outcomes.
In this program, you will examine the legal, tactical, and structural elements of dealmaking and acquire practical skills and techniques for navigating difficult tactics and pursuing interest-based negotiations.
Whether you are an experienced negotiator or new to the field, you will learn how to abandon behaviors that hinder negotiations and emerge with new conceptual frameworks, practical skills and a systematic approach to navigating complex business deals.
Learning objectives
In this stimulating and interactive program, you will:
- Broaden your understanding of deal set-up and design
- Discover how physical presence and body language affect negotiations
- Learn how to overcome cross-cultural differences
- Acquire problem-solving negotiation techniques
- Gain an understanding of interest-based negotiation
Who should attend?
This program is designed for senior executives who regularly negotiate deals and want to enhance their ability to navigate the deal process. We also welcome lawyers who regularly negotiate business transactions and want to enhance their deal structure and design capabilities. The program attracts a diverse group of professionals from different industries, backgrounds and countries. Previous participants have included government employees, members of the military, small business owners and business CEOs, COOs, and CFOs.
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 intensive program features interactive lectures, negotiation exercises, and real-world case studies. By taking part in negotiation simulations, participants receive valuable feedback on their skills and techniques from fellow participants and program faculty. By comparing deals with others, participants can learn new methods and modify their skills for better results.
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 Material
Guhan Subramanian, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace (Norton 2010).
David Lax & James J. Sebenius, 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (Harvard Business School Press 2006).
Photocopied material provided in class.
Fees and Dates
Dates: June 10-14, 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, and full-time staff and full-time 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.
Guhan Subramanian
Guhan Subramanian is the Joseph Flom Professor of Law and Business at Harvard Law School (HLS) and the Douglas Weaver Professor of Business Law at Harvard Business School (HBS). Professor Subramanian is the first person in the history of Harvard University to hold tenured appointments at both HLS and HBS. At HLS, he teaches courses in negotiations and corporate law. At HBS, he teaches several executive education programs, including Strategic Negotiations, Changing the Game, Managing Negotiators and the Deal Process, and Making Corporate Boards More Effective. Prior to joining the Harvard faculty, he spent three years at McKinsey & Company.
Professor Subramanian’s research explores topics in negotiations, corporate dealmaking, and deal process design. He has published articles in the Stanford Law Review, the Yale Law Journal, the Harvard Business Review, and the Harvard Law Review. His new book, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace, synthesizes the findings from his research and teaching over the past decade. Professor Subramanian has been involved in major public-company deals, such as Oracle’s $10.3 billion hostile takeover bid for PeopleSoft, Cox Enterprises’ $8.9 billion freeze-out of the minority shareholders in Cox Communications, the $6.6 billion leveraged buyout of Toys “R” Us, and Exelon’s $8.0 billion hostile takeover bid for NRG.
Professor Subramanian has taught a course of the same name to students at Harvard Law School since 2005. Click here for an overview of the class from the Harvard Law Bulletin.
David Lax
David Lax is Managing Principal of Lax Sebenius, LLC, a firm that assists companies and governments in complex negotiations and competitive bidding. Dr. Lax was a professor at the Harvard Business School (HBS) and co-founded the Negotiation Roundtable, a forum in which hundreds of negotiations have been examined to extract their most valuable lessons. He currently serves as a Distinguished Fellow of the Harvard Negotiation Project.
With Professor James Sebenius, Dr. Lax has taught Strategic Negotiation, an executive education course at HBS. After leaving HBS, Dr. Lax worked as an investment banker representing labor unions and joined the direct equity investment operation of a wealthy Canadian family, where he was involved in transactions including venture capital investments, acquisitions, leveraged buyouts, joint ventures, privatizations, and financings. Dr. Lax advises on negotiations ranging from commercial contracts, joint ventures, and strategic alliances to large mergers and acquisitions across a wide range of industries.
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Guhan Subramanian is the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School. He is the first person in the history of Harvard University to hold tenured appointments at both HLS and HBS.
David Lax was a professor at the Harvard Business School and in 1982, he co-founded the Negotiation Roundtable, an ongoing forum in which hundreds of negotiations have been examined to extract their most valuable lessons.