Advanced Negotiation Master Class

Introducing the New Advanced Negotiation Master Class

Dear Colleague,

In the mid-1990s, a young JD/MBA student at Harvard was writing a case study about a railroad deal that was ongoing at the time. Somewhat to his surprise, he landed an interview with Bruce Wasserstein, the renowned dealmaker who had pioneered the hostile takeover, and who was a consultant in the railroad negotiations.

It was a fascinating conversation, the student remembers.

“I began to recognize that sophisticated dealmakers play the game at a different level – like a chess game instead of trying to scream and yell louder than others in the room.

“Rather than a frontal assault, sophisticated dealmakers engage in a carefully thought-through sequencing strategy: Get all the pieces lined up, to the point where when you go in the room, it’s basically a done deal.”

Like many of us, this student was hooked by the sweet art of negotiation … and he went on to become a world-renowned dealmaker, instrumental in megadeals such as Oracle’s $10.3 billion hostile takeover bid for PeopleSoft, Cox Enterprises’ $8.9 billion freeze-out of 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.

What would you give to not only meet this pre-eminent negotiator, but to learn his secrets?

This September, you can.

Join us Sept. 9-11 at Harvard University for the first-ever Harvard Advanced Negotiation Master Class, an intimate learning event limited to Program on Negotiation alumni and only to experienced negotiators who are ready to take their skills to the next level.

Negotiation training you can take to the bank

If you’re among those who qualify for this exceptional class, you’ll meet that former MBA student, distinguished Professor Guhan Subramanian.

Professor Subramanian is one of four renowned negotiation experts from Boston’s academic elite who will lead the Harvard Advanced Negotiation Master Class. This is a remarkable opportunity for anyone who is ready to become a master dealmaker.

As a graduate of this course, you can expect to …

Become the go-to negotiator at your company for the biggest deals
Be in demand as a dealmaking consultant
Command compensation commensurate with your new status
Achieve notable, profitable outcomes in every situation

Of course, the Master Class is open only to executives who are senior in their organizations… or those who plan to be. Previous negotiation training is required, as the strategies, techniques and tactics you’ll learn are advanced and complex.

Once you’ve taken part in this highly personalized, in-depth negotiation training from the world’s most distinguished negotiators – the people who invented modern dealmaking – you’ll emerge from this course more confident in your negotiation and business skills than you ever thought possible. Imagine what it will be like to outclass every other negotiator sitting across the bargaining table … to understand the negotiation dynamics so well that opponents will wonder how you read their minds … to simply be unbeatable!

Renowned academics and dealmakers are your instructors

Here is the program you’ll have the privilege to participate in at the Harvard Master Class negotiation training:

Analyzing Objective and Subjective Value in Negotiation

Taught by Professor Jared R. Curhan from MIT’s Sloan School of Management, where he specializes in the psychology of negotiation and conflict resolution. Professor Curhan has pioneered a social psychological approach to the study of “subjective value” in negotiation. His book, Young Negotiators, is acclaimed in the fields of negotiation and education and has been translated into Spanish, Hebrew, and Arabic.

Dealing with Difficult Questions: Anticipating and Responding Effectively

Taught by Professor Subramanian, Professor of Law and Business at Harvard Law School and the Douglas Weaver Professor of Business Law at Harvard Business School. Professor Subramanian is the first person in the history of Harvard University to hold tenured appointments at both Harvard Law School and Harvard Business School. He has written numerous groundbreaking articles and books, and over the past 10 years has been involved as an advisor or expert witness in deals or situations worth over $100 billion in total value.

Diversifying the Negotiator’s Emotional Portfolio

Taught by Kimberlyn Leary, Associate Professor at Harvard Medical School and Chief Psychologist at the Cambridge Health Alliance. Professor Leary’s major areas of teaching, clinical activity, and research are directed at enhancing effective practice in negotiation and mediation and in psychotherapy. Her research interests include the role of first impressions in shaping initial dialogues and emotions and negotiation.

Building a World-Class Negotiating Organization

Taught by Lawrence E. Susskind, Ford Foundation Professor of Urban and Environmental Planning at MIT and Vice-Chair of Pedagogy for Harvard’s Program on Negotiation. Professor Susskind founded the Consensus Building Institute in 1993 and has been delivering tailored learning and organizational development solutions on a worldwide basis ever since. In PON’s executive education programs, he has delivered specialized negotiation training to more than 40,000 executives from around the world.

There simply is no other negotiation training more advanced or more expert than this. Every negotiator with ambition, drive and determination must attend this Harvard Advanced Negotiation Master Class!

What can you expect from the Harvard Advanced Negotiation Master Class negotiation training?

If you are selected to participate, you’ll take part in small learning groups and dynamic exercises with two-way feedback. You’ll work closely with faculty members to develop a strategy that addresses your personal negotiation challenges, and take part in intensive simulations. And more than that, you’ll have the rare opportunity to step away from your day-to-day responsibilities to …

Identify and eliminate your weaknesses
Learn how to leverage your skills in new ways
Become expert at resolving and defusing conflict anywhere
Develop skills necessary for C-suite and upper management
Master new strategies, developed by your world-renowned instructors, that most negotiators have never heard of

Remember, Harvard’s Program on Negotiation has never before shared these advanced concepts and strategies in such an intensive, intimate learning environment. It’s an unequalled opportunity to dig into new ideas that will transform your negotiating skills. And the advantages you’ll gain over future opponents will make you a superior dealmaker … a master mediator … a sought-after negotiator … a leader … a winner.

Negotiation training you can’t afford to miss:

Fees: $4,497 per person

Groups of two or more qualify for a $500 discount off of each registration

Perhaps you’re not yet convinced of the value of the Harvard Advanced Negotiation Master Class. After all, as an experienced and shrewd negotiator, you demand all the details that can make or break the deal. So allow me to outline just a sample of the new concepts and skills that will be taught in the Master Class, skills that you certainly can’t afford to be without – especially if you’re facing someone across the negotiating table who has mastered them:

Discover the four dimensions of subjective value – feelings about the instrumental outcome, feelings about oneself, feelings about the process, and feelings about the relationship – and learn how to foster subjective value while preserving economic outcomes in all your future negotiations.

Visualize potential pitfalls and landmines in the negotiation. Learn how to anticipate and prepare for your counterpart’s most difficult questions, and preempt and short-circuit dead-ends that can lead to missed opportunities and broken deals. You’ll see improved bottom-line performance and better working relationships once you master these skills.

Incorporate emotional preparation into every negotiation. You’ll be able to Identify emotional frames that facilitate positive exchanges and outcomes, recognize the impact of the other party on your own behavior, and develop counter-measures that work with your personal negotiation style.

Conduct a business-critical negotiation audit of your organization in order to remove obstacles from successful negotiations. You’ll also learn how negotiation performance reviews can improve your company’s deal outcomes and enhance your training programs.

Understand why negotiation training often fails. The smart negotiation manager knows how to individualize training to his organization and avoids one-size-fits-all approaches.

Whether you’re in industry, government or the non-profit arena, you don’t want to be the only negotiator in the room without these advanced skills. Picture yourself being overwhelmed by such a superior dealmaker. Why wouldn’t you arm yourself with these bulletproof strategies?

Negotiation training that makes you the most valuable person in your organization

Of course, being a master negotiator isn’t just about cold, hard cash. When you understand the concepts that our world-renowned experts teach, you have become the person who resolves conflicts every day, communicates with difficult clients or partners, smooths and salvages relationships both in and outside the company, and serves as a trustworthy, knowledgeable leader.

In short: We are teaching you the skills that qualify you for the highest levels in your industry. We will help you lead the most important negotiations, the biggest megadeals, and the most politically sensitive diplomacy.

So add up the advantages and benefits to your career and your life that you stand to gain by enrolling in the Harvard Master Class negotiation training. It’s three days that will change your career, even your life.

Remember, we strictly limit this program to Program on Negotiation alumni and experienced negotiators who are ready to take their skills to the next level, in order to facilitate the personal teaching relationship, role-playing and other exercises, and individual feedback you’ll get from our elite instructors. So please don’t delay, because I’d hate for you to be left out, and be completely unprepared in a future negotiation against a Master Class graduate!

We all look forward to meeting you this September, and to helping you take your game and your career to the highest level.

Best regards,

Robert Mnookin

Robert Williston Professor of Law

Chair, Program on Negotiation at Harvard Law School

PS: To sum up just a few of the benefits you’ll gain from attending the Master Class negotiation training:

Understand the intangibles that are the foundation of powerful negotiating techniques, and learn to deploy them in real negotiations.
Discover how to create a game plan for success before ever getting to the boardroom
Predict challenges and prepare solutions long before negotiations start.
Learn how to use emotions – yours and theirs – to your benefit.
Be prepared to train top negotiators for your organization.
Take more money from the negotiating table and never leave anything behind.
Find out how to finesse a negotiation or take a longer route to the outcome, and, conversely, how and when to straight to the point.

PPS: Our pool of qualified applicants is much larger than those we can accomodate! Please respond right away so we can quickly assess your qualifications and reserve your seat at our negotiation training table!