New! PON Global — Online

NOVEMBER 16–18 AND NOVEMBER 23–25, 2020

Now Introducing PON Global — Online

An innovative, blended learning course that has been hosted in cities around the world, PON Global is now being offered online. PON Global is brought to you by the Program on Negotiation at Harvard Law School (PON), which has provided world-class negotiation training to more than 50,000 global professionals. Adapted for online delivery, PON Global — Online’s interactive format is designed to provide you with cutting-edge negotiation skills, teach you to overcome emotional and rational biases, and help you learn a range of cooperative and competitive negotiation strategies.

PON Global — Online will run November 16, 17, and 18 and November 23, 24, and 25 from 10:00 a.m. – 1:30 p.m. ET. Each module will include one, half-hour break as well as approximately one hour of independent work outside of the session. All sessions are scheduled in Eastern Time (ET).

The sessions will be led on Zoom by PON instructors Alain Lempereur and Samuel “Mooly” Dinnar. Plus, you’ll have access to approximately five hours of engaging, pre-recorded educational videos featuring world-renowned PON faculty members. During the program, you will also have the chance to examine and discuss Harvard case studies with an accomplished group of peers from around the world.

During the independent, self-paced work period, you will have the opportunity to watch videos, prep for role-plays simulations, and participate in additional exercises outside of normal class time. Bonus materials will also be available for two weeks following the program.

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November 2020


Six-Session Program Agenda
Module 1: Negotiation Fundamentals

Monday, November 16 from 10:00 a.m. to 1:30 p.m. ET

Examine core frameworks of negotiation, including the importance of principled bargaining and shared problem solving. Through negotiation exercises and interactive discussion, you will master innovative ways to structure the negotiating process to accommodate joint problem solving, brainstorming, and collective fact-finding.

Module 2: Creating Value vs. Claiming Value

Tuesday, November 17 from 10:00 a.m. to 1:30 p.m. ET

In this module you will explore the “Negotiators Dilemma” and strategies for creating value while ensuring your fair share of distributed value. Through case studies and interactive discussions, you will learn to clarify your own interests and priorities and then think about those of your counterpart.

Module 3: Best Practices for Difficult Situations

Wednesday, November 18 from 10:00 a.m. to 1:30 p.m. ET

Discover breakthrough strategies for dealing with manipulative tactics, stonewalling, and obstructive behavior, as well as the importance of subjective value in creating lasting relationships and deals. By learning to manage your personal strengths and challenges, you will become a more personable negotiator who can create positive working relationships.

Module 4: Dealing Effectively with Emotions and Relationships

Monday, November 23 from 10:00 a.m. to 1:30 p.m. ET

To be effective, negotiators must learn to navigate personality differences, diverse agendas, and social pressures. This module focuses on the importance of understanding how your counterpart feels about the negotiation and will offer strategies for generating positive feelings.

Module 5: Negotiating Across Cultures

Tuesday, November 24 from 10:00 a.m. to 1:30 p.m. ET

Negotiating better outcomes is contingent upon building successful relationships across many cultures, including national, regional, professional, and organizational differences. Learn how to overcome cultural barriers as a global negotiator, recognizing differences in language, professions, behavior, attitudes, and values.

Module 6: Multiparty Negotiations and Organizational Challenges

Wednesday, November 25 from 10:00 a.m. to 1:30 p.m. ET

The final module builds on your accumulated knowledge and skill to generate insights for negotiating across a variety of complex problems—and examine their real world outcomes. As a result of your participation, you will become a more responsible and effective decision maker and negotiator.

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November 2020


Your PON Global — Online Instructors

During the program, the PON instructors will facilitate group discussions, negotiation simulations, and role-playing scenarios that complement the video-based modules.

Alain Lempereur is the Alan B. Slifka Professor and Director of the Conflict Resolution and Coexistence Program at Brandeis University’s Heller School for Social Policy and Management. He is an affiliated faculty and Executive Committee member of the Program on Negotiation at Harvard Law School (PON), as well as Academic Editor of PON's newsletter, Negotiation Briefings. He is currently a visiting professor at the Paris School of International Affairs, Sciences Po.

He has written a dozen books, including The First Move: A Negotiator’s Companion, and he has contributed over 100 articles and book chapters. Lempereur has also served as a dialogue facilitator in the African Great Lakes region and in the Near East.

Samuel (Mooly) Dinnar is a lecturer at the Massachusetts Institute of Technology (MIT), where he teaches negotiation and engineering leadership. Dinnar has also been an instructor for the Harvard Negotiation Institute (HNI) and the Program on Negotiation (PON). He has contributed to the development and delivery of several courses, including PON Global and the Harvard Negotiation Institute courses, Mediating Disputes and Advanced Mediation.

He is co-author (with Lawrence Susskind) of Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success, which won the 2019 Axiom award for best business book in the entrepreneurship category.

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November 2020