Negotiation and Leadership: Dealing with Difficult People and Problems

By Michael Phillipson / executive training, Negotiation and Leadership - Live and Online

Negotiation and Leadership

Dealing With Difficult People and Problems
Fall: December 5-7, 2016
Spring: April 18-20, 2017 | May 15-17, 2017 | June 19-21 2017

Become a More Effective Negotiator

Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

  • Improve working relationships and resolve seemingly intractable disputes.
  • Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options.
  • Evaluate your personal tendencies in the face of conflict and learn to manage your strengths and weaknesses.
  • Recognize the most common manipulative tactics used by difficult people —and ways to neutralize their effects.
  • Win, not by defeating the other side, but by winning them over.

Negotiation and Leadership distills cutting-edge research and real-world examples into three days of targeted negotiation training. At Negotiation and Leadership, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies.

Top 5 Reasons to Attend Negotiation and Leadership
  1. Lead at the bargaining table by sharpening your negotiation skills.
  2. Achieve better outcomes by gaining the strategies you need to negotiate in uncertain environments, deal with difficult people, and manage conflict.
  3. Learn from top negotiation experts who have negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes agreements around the globe.
  4. Practice with confidence by taking part in negotiation scenarios alongside a diverse group of executives.
  5. Take a deeper dive by registering for an additional, one-day session that explores a specific aspect of negotiation such as leveraging the power of emotion.
Accelerate Your Negotiation Skills

In sessions taught by our expert faculty, you’ll broaden your understanding of negotiating concepts, acquire proven negotiating techniques, and have the opportunity to put your learning into practice. If you’re ready to become a more skilled negotiator and a more effective leader, register for Negotiation and Leadership today.

About the Program on Negotiation

Widely recognized as the preeminent leader in the field of negotiation, negotiation research, and dispute resolution, the Program on Negotiation (PON) is an interdisciplinary multi-university consortium based at Harvard Law School. Since its founding in 1983, PON has established itself as one of the world’s outstanding executive education negotiation training institutions.

Leaders in Negotiation Executive Education

  • PON’s executive education training programs are designed to help participants become successful negotiators, deal with difficult people and hard bargainers, structure deals, and manage conflict productively.
  • Over 35,000 professionals have attended PON’s flagship program, Negotiation and Leadership.
  • 22 world-renowned faculty from Harvard, MIT and Tufts comprise the teaching team.

Who Should Attend

Negotiation and Leadership attracts a diverse, global audience from both the private and public sectors.

Participants span a wide range of titles and industries. The program is appropriate for CEOs, VPs, directors, and managers across a wide range of job functions including sales, operations, human resources, and marketing as well as for individuals in the education, government and nonprofit sectors.

Past Participants

…And Many More!

Our Team

Max Bazerman

Jesse Isidor Strauss Professor of Business Administration, Harvard Business School

Iris Bohnet

Academic Dean and Professor of Public Policy, Harvard Kennedy School; Director, Women and Public Policy Program; Associate Director, Harvard Decision Science

Robert C. Bordone

Thaddeus R. Beal Clinical Professor of Law, Harvard Law School; Director, the Harvard Negotiation and Mediation Clinical Program

Gabriella Blum

Rita E. Hauser Professor of Human Rights and International Humanitarian Law, Harvard Law School; Co-Director of the HLS-Brookings Project on Law and Security

Jared Curhan

Ford International Career Development Professor; Associate Professor of Organization Studies, MIT Sloan School of Management

Francesca Gino

Professor of Business Administration, Negotiation & Markets Unit of Harvard Business School

Sheila Heen

Lecturer, Harvard Law School, and founder, Triad Consulting

Kessely Hong

Lecturer, Public Policy, Harvard Kennedy School, Faculty Chair of the Executive Education Program on Decision-Making Strategies Under Risk and Uncertainty

Deepak Malhotra

Professor of Business Administration, Harvard Business School

Brian S. Mandell

Director, Kennedy School Negotiation Project; Senior Lecturer in Public Policy, Harvard Kennedy School

Robert H. Mnookin

Samuel Williston Professor of Law, Harvard Law School; Chair, Program on Negotiation at Harvard Law School

Bruce M. Patton

Co-founder and Distinguished Fellow of the Harvard Negotiation Project

Jeswald W. Salacuse

Henry J. Braker Professor of Law and former Dean, Fletcher School of Law and Diplomacy, Tufts University

James Sebenius

Vice Chair of Practice-Focused Research, PON Executive Committee; Gordon Donaldson Professor of Business Administration, Harvard Business School

Daniel L. Shapiro

Ph.D., Assistant Professor of Psychology at Harvard Medical School/McLean Hospital

Douglas Stone

Lecturer, Harvard Law School, and founder, Triad Consulting.

Guhan Subramanian

Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School

Lawrence E. Susskind

Ford Professor of Urban and Environmental Planning, The Massachusetts Institute of Technology

William Ury

Senior Fellow of the Harvard Negotiation Project

Michael A. Wheeler

Class of 1952 Professor of Management Practice, Harvard Business School; Editor, Negotiation Journal

Daily Agenda

Day 1

Understanding Key Negotiation Concepts

You’ll examine ways to structure the negotiation process, learn how to identify both your and your counterpart’s interests, and to recognize the most common manipulative tactics used by difficult people.

Discover how to succeed, not by defeating the other side, but by advocating persuasively for your own.

Day 2

Managing Interpersonal Dynamics

Building on Day 1, you’ll discover how to manage the tension between empathy and assertiveness. Learn to navigate personality differences, diverse agendas, and social pressures.

By evaluating your personal tendencies in the face of conflict, you’ll learn to manage your strengths and weaknesses to become a more effective negotiator.

Day 3

Addressing Negotiation Complexities

On the final day you’ll learn how to shape agreements and informal understandings within a complex web of relationships.

Through relevant case studies you’ll learn how to apply negotiation theory to real-world situations and will have the opportunity to practice your newfound negotiation skills.

Bonus Day 4 – Save $750

Extending Your Learning

Add a targeted, one-day session:


December 8: Getting to Yes with Yourself


April 21: Bargaining with the Devil
May 18: NEW! Negotiating the Non-Negotiable
June 22: Leveraging the Power of Emotions As You Negotiate

Fees and Dates

Four days: $4,497
Three days: $3,497
One day: $1,750

BEST DEAL: Save $750 when you attend both the three day and the one day!

Plus, groups of two or more qualify for an additional $500 discount off of each registration.

Negotiation and Leadership sessions
December 5-7, 2016
April 18-20, 2017
May 15-17, 2017
June 19-21 2017

With special, focused one-day sessions
December 8: Getting to Yes with Yourself
April 21: Bargaining with the Devil
May 18: NEW! Negotiating the Non-Negotiable
June 22: Leveraging the Power of Emotions As You Negotiate

Group Discount: Second and subsequent registrations from the same organization receive a $500 discount when attending the same session.

The Charles Hotel
Cambridge, Massachusetts

Participant Feedback

“In over 15 years of management, this was the most useful course I have ever taken.”

“Great for any and every level of experience”

“By far the best three days of corporate training in negotiation. A required course for anyone negotiating internally or externally.”

“This program helps one to understand the challenges we encounter everyday. In 3 days, one can learn how to be more effective in their career and personal relationships.”

“There are very few courses where you get more than what you expected in terms of learning and exposure. This course is definitely one of them. It’s a must-do for dealmakers and negotiators alike.”

Targeted One-Day Sessions

Add a focused, one-day session and save $750 when you attend the three day and the one day!Reserve Your Spot Now! Space is limited!

December 8: Getting to Yes with Yourself — You’ll discover how to uncover and overcome the psychological obstacles that are keeping you from getting to the “yeses” you want.

April 21, 2017: Bargaining with the Devil — A business partner betrays you, a competitor steals your company’s intellectual property, or a former employee poaches your clients. In business, the devil has many faces. You must rely on appropriate decision making to cope with the threats that they pose.

May 18, 2017: NEW! Negotiating the Non-negotiable — Some negotiations go smoothly, while others seem completely hopeless, with escalating conflict, increasingly aggressive behavior, and neither side willing to back down. Yet no matter how high the stakes or how protracted the dispute, even the most explosive situations can be defused. When handled effectively, even the worst conflicts have potential solutions.

June 22, 2017: Leveraging the Power of Emotions As You Negotiate — In conflicts and negotiations, emotions are inevitable. Whether you’re hammering out a labor contract, purchasing a new home, negotiating a multi-billion dollar acquisition, or mediating peace with warring parties, emotions play a powerful role.