NOW ONLINE!
(AND AT A REDUCED PRICE)
SIX-SESSION COURSE | DECEMBER 2–9, 2020
Negotiation and Leadership: Dealing with Difficult People and Problems
BONUS DAY SESSION | December 10, 2020
Difficult Conversations: How to Discuss What Matters Most
To ensure the health and safety of our participants during the COVID-19 pandemic, we’ll be hosting the December session of Negotiation and Leadership online.
Same expert faculty, same innovative techniques, new format!
Our live online program will feature:
- Role plays and negotiation exercises—You’ll have the opportunity to test what you learn by taking part in realistic negotiations with your fellow participants.
- One-on-one interaction with top faculty—Although the session is live and online, you’ll still have the opportunity to talk one-on-one with negotiation experts from Harvard, Massachusetts Institute of Technology, and other leading institutions.
- Live online collaboration—Collaborate, network, and build relationships with peers from across the nation and around the world.
Our faculty members have negotiated peace treaties, closed multi-million dollar deals, and now they’ve worked together to convert Negotiation and Leadership into a highly interactive, virtual program.
Featuring the same negotiation best practices and cutting-edge research as our in-person program, the December Zoom session allows you to enhance your skills from the comfort of your home or office.
Six Session Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
Session 1: Negotiation Fundamentals – Key Concepts and Core Vocabulary
Wednesday, December 2, 10:00 a.m. – 1:30 p.m. ET
This session will examine core frameworks of negotiation, including the importance of principled bargaining and shared problem solving. Through negotiation exercises and interactive discussion, you will examine ways to structure the bargaining process to accommodate joint problem solving, brainstorming and collective fact-finding.
Faculty: Guhan Subramanian, Faculty Chair, Program on Negotiation at Harvard Law School; Joseph H. Flom Professor of Law and Business, Harvard Law School; H. Douglas Weaver Professor of Business Law, Harvard Business School; Faculty Chair, JD/MBA Program, Harvard University
Session 2: Managing the Tension Between Creating and Claiming Value
Thursday, December 3, 10:00 a.m. – 1:30 p.m. ET
Successful negotiators know how to create more value by negotiating trades across issues and then claim the lion’s share of that value through distributive negotiation strategies.
You will learn how to evaluate the best alternative to a negotiated agreement, create a zone of possible agreement, and implement the mutual gains approach to negotiation.
Faculty: Jim Sebenius, Gordon Donaldson Professor of Business Administration, Harvard Business School; Director, Harvard Negotiation Project
Session 3: Managing Emotions and Relationships
Friday, December 4, 10:00 a.m. – 1:30 p.m. ET
Negotiating better outcomes is contingent upon building successful relationships. To be effective, executives must learn to navigate personality differences, diverse agendas, and social pressures. You will examine how positive working relationships are vital to creating and implementing lasting agreements.
Faculty: Dan Shapiro, Associate Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project
Session 4: Dealing with Difficult Situations
Monday, December 7, 10:00 a.m. – 1:30 p.m. ET
In this session you will learn breakthrough strategies for dealing with manipulative tactics, stonewalling, obstructive behavior, as well as the importance of subjective value in creating lasting relationships and deals. Learn to recognize the most common manipulative tactics uses by difficult people, along with strategies for neutralizing their effects.
Faculty: Debbie Goldstein, Lecturer on Law, Harvard Law School; Lecturer on Education, Harvard Graduate School of Education
Session 5: Complex Negotiations and Organizational Challenges
Tuesday, December 8, 10:00 a.m. – 1:30 p.m. ET
Learn how to manage internal and external organization even in the face of obstacles and barriers. Discover strategies for anticipating and responding to an array of complicating factors – from multiple parties and coalitions to cultural and value differences.
Faculty: Rob Wilkinson, Lecturer, Public Policy and Leadership, Harvard Kennedy School
Session 6: Putting It All Together: Leading Through Negotiation
Wednesday, December 9, 10:00 a.m. – 1:30 p.m. ET
In this culminating session, you will focus on “locking in the learning” by highlighting the key concepts, frameworks and tools you have acquired throughout the program and analyzing how they can be applied in diverse leadership settings. Faculty will bring to life different negotiation problems and examine their real-world outcomes.
Faculty: Brian Mandell, Director, Kennedy School Negotiation Project; Senior Lecturer in Public Policy, Harvard Kennedy School; Vice Chair of Executive Education, PON Executive Committee
Bonus Day Long Session: The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No
Thursday, December 10, 9:00 a.m. – 5:00 p.m. ET
No is perhaps the most important and certainly the most powerful word in the language. For many people, it is
also the hardest to say. Yet every day we and ourselves in situations where we need to say no—to people at work, at home, and in our communities—because it is the word we must use to
… Read More 
Session Leader: William L. Ury
William L. Ury Co-founder, Program on Negotiation; Senior Fellow, Harvard Negotiation Project.
Our Team
The PON team is comprised of world-renowned faculty from Harvard, MIT and Tufts.
Max Bazerman
Jesse Isidor Strauss Professor of Business Administration, Harvard Business School; Co-director, Center for Public Leadership, Harvard Kennedy School
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
Joel Cutcher-Gershenfeld
Professor of Social Policy and Management, Brandeis University; Editor, Negotiation Journal
Francesca Gino
Tandon Family Professor of Business Administration, Harvard Business School
Debbie Goldstein
Lecturer on Law, Harvard Law School and Harvard Graduate School of Education; CEO, Triad Consulting.
Sheila Heen
Lecturer, Harvard Law School
Kessely Hong
Lecturer in Public Policy, Harvard Kennedy School
Kimberlyn Rachael Leary
Associate Professor of Psychology, Harvard Medical School; Associate Professor of Health Policy and Management, Harvard T.H. Chan School of Public Health
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 Emeritus, Executive Committee, Program on Negotiation at Harvard Law School; Director, Harvard Negotiation Project
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
Gordon Donaldson Professor of Business Administration, Harvard Business School; Director, Harvard Negotiation Project
Daniel L. Shapiro
Associate Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project
Douglas Stone
Lecturer, Harvard Law School
Guhan Subramanian
Faculty Chair, Program on Negotiation at Harvard Law School; Joseph H. Flom Professor of Law and Business, Harvard Law School; H. Douglas Weaver Professor of Business Law, Harvard Business School; Faculty Chair, JD/MBA Program, Harvard University
Lawrence E. Susskind
Ford Professor of Urban and Environmental Planning, Massachusetts Institute of Technology
William Ury
Senior Fellow, Harvard Negotiation Project
Michael A. Wheeler
Class of 1952 Professor of Management Practice, Harvard Business School; Former Editor, Negotiation Journal
Robert Wilkinson
Lecturer, Harvard Kennedy School