Negotiation and Leadership Frequently Asked Questions

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What is Negotiation and Leadership?

Negotiation and Leadership is a three-day executive education program that examines core decision-making challenges, analyzes complex negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies. In short, it prepares you to achieve better outcomes at the bargaining table, every single time.

Who should attend this program?

Negotiation and Leadership attracts a diverse, global audience from both the private and public sectors. Participants represent a wide range of titles and industries. This program is appropriate for, although not limited to, individuals with titles such as Chief Executive Officer, Vice President, Board Chair, Executive Director, Director of Operations, Department Manager, Assistant Director, Associate Vice President, and Supervisor.

When is Negotiation and Leadership being held this year?

You can attend Negotiation and Leadership on the following dates:

Upcoming Program Dates
September 21-23, 2020 (sold out)
October 14-21, 2020 (now online)
December 7-9, 2020

Augmenting our programs are in-depth, one-day sessions that address tough negotiation problems. Upcoming sessions are:

September 24, 2020: Leveraging the Power of Emotions As You Negotiate
October 22, 2020: Difficult Conversations: How to Discuss What Matters Most
December 10, 2020: The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No

How do I register for Negotiation and Leadership?

There are two simple ways to register:

Online registration: Follow this link to register online for our 2020 programs.

By Phone: Call us at 1-800-391-8629 (in the U.S.) or +1-301-528-2676 (for international callers) between 9 a.m. and 5 p.m. ET, any business day.

How much does Negotiation and Leadership cost?

The 2020 pricing is as follows:


Bonus One day: $1000
Six session course: $2,997
BEST DEAL: Combined program
(six-day program, plus one-day bonus session):
$3,497 — save $500


One day: $1,997 per day
Three days: $4,497
BEST DEAL: Combined four days
(three-day program, plus one-day session):
$5,497 — save $997

Are there any discounts available?

When more than one person registers from the same organization (for the same dates), each registrant receives a $500 discount. This discount does not apply to virtual programs. We are unable to provide any grants, financial aid, or special rates for nonprofit organizations.

What is your payment policy?

Tuition must be paid upon registration except in cases where a wire transfer or purchase order is required. When paying with a wire or purchase order, tuition must be paid within 30 days of registration. If the registration occurs within 30 days of the course, payment is due upon receipt of invoice. Please note: enrollment is not guaranteed until payment has been received.

What is the cancellation policy?

Cancellations received in writing at least 21 business days prior to the start date of the course, will be eligible for a full refund less a $200 administrative fee, issued in the original form of payment (check or credit card). Cancellation requests received within 21 business days prior to the start of the course are subject to full payment of the program fee. In the unlikely event that PON cancels the event, PON is not responsible for any airfare, hotel or other cost or losses incurred by registrants.

Please submit your cancellation request in writing to PON:

What is the transfer policy?

If a participant notifies PON in writing more than 21 business days prior to the start of a course, a full credit for the amount paid may be transferred, one time, to a future PON course within 12 calendar months of the original course date. After the one-year period, all tuition fees will be forfeited. Transferees will be required to pay fee increases, should any take place. After one transfer is granted, any subsequent transfers will be charged a transfer fee of $200, in addition to any penalties for late notification.

Late Transfer Penalty – Due to program demand and the high volume of pre-program preparation, requests for transfers received between one to twenty-one business days of the program start date will incur a fee of $500. For programs beginning on Monday, the deadline for transfer requests is 5:00 p.m. EST the Thursday prior. For programs beginning on Wednesday, the deadline is Monday at 5:00 p.m. EST. Notifications received after these deadlines will be considered cancellations, and are subject to full payment.

What is the substitution policy?

Registrants may transfer a registration to another person within the same organization. All requests must be received in writing no later than five business days prior to the start date of the course.

Where is Negotiation and Leadership held?

During the academic year, Negotiation and Leadership is held at The Charles Hotel in Cambridge, Massachusetts — next door to the Harvard Kennedy School and just steps away from the University’s storied Yard. In July, Negotiation and Leadership is held on the Harvard Law School campus.

Where should I stay when attending Negotiation and Leadership?

Participants are invited to book a room in the PON group block at The Charles Hotel, for in-person programs being held during the academic year (September – June).

The Charles Hotel: An independent luxury hotel, The Charles Hotel overlooks the Charles River in Cambridge’s Harvard Square. The 2020 group rate is $394 (plus tax). To reserve your room by phone, call 1-800-882-1818 (in the U.S.) or +1-617-864-1200 (outside the U.S.). To receive the group discount, you must call during the following booking hours: Monday – Friday, 8 AM – 7 PM and Saturday, 9 AM – 4 PM EST. When you call, please notify the reservations agent that you are attending a course with the Program on Negotiation, and give them the group code listed below. All rooms must be reserved no later than the dates listed below, to receive the group discount.

Group Code: PONDec2020
Group Rate Reservation Deadline: November 16, 2020

What is the closest airport?

The closest airport is Logan International Airport (BOS)

Is there a dress code for the program?

Business casual dress is the expected attire for all program functions, classes, and receptions. Please note that the room in which our program is held is air conditioned and kept at a cool temperature.

Are meals included?

For in-person programs, a continental breakfast, plated lunch, and snacks are included each day of the program. In addition, a reception is held on Monday evening, for attendees at the Negotiation and Leadership program.

Will we receive a certificate?

Yes, a certificate of completion is provided for the Negotiation and Leadership course and the one-day in-depth seminar. Certificates are furnished after successful completion of the program. Participants must attend all sessions to receive a certificate.

Is Negotiation and Leadership accredited?

This is a professional skills program; it is not accredited, and no course credit or continuing education credits are offered.

Prior to attending, is there any preparation required for Negotiation and Leadership?

For the in-person programs, no preparation is required and all course materials will be provided during the course. For sessions taking place online, there will be a few short pre-assignments available via the course learning platform, Canvas, about 1-2 weeks before the program start date.

What materials will I receive at the course? How much reading will there be?

For the in-person programs, you will receive a binder with articles and printed slides upon check-in at the event. During the course of the program you will be given additional handouts, including case studies and exercises to read. You will be asked to prepare for and participate in paired or group negotiations or exercises during the course of the program.

For the virtual program, all course materials will be provided via the course learning platform, Canvas.

What level of English is required?

English proficiency (spoken and written) is required for this course. You must be able to read and discuss complex cases in English, and to engage in negotiation exercises in English with a counter-part. A TOEFFL score of 100 (internet based) or higher is recommended, though it is not necessary to submit test results.

How can I continue my learning after the class?

As a participant in Negotiation and Leadership, you will receive a complimentary one year subscription to our Negotiation Briefings newsletter. We also invite you to join our LinkedIn group, and to find us on Facebook and Twitter. You can also find out about local events and upcoming courses by signing up to receive emails at our website.

I have additional questions about Negotiation and Leadership. How can I contact you?

Contact the PON staff by calling 1-800-391-8629 in the U.S., or +1-301-528-2676 from outside the U.S. You can also reach us via email at