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Three-Day Course | September 21–23, 2020

Negotiation and Leadership: Dealing with Difficult People and Problems

Bonus 4th Day Session | September 24, 2020

Leveraging the Power of Emotions As You Negotiate

To ensure the health and safety of our participants during the COVID-19 pandemic, we’ll be hosting the September session of Negotiation and Leadership online.

Same expert faculty, same innovative techniques, new format!

Our virtual 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 virtual, you’ll still have the opportunity to talk one-on-one with negotiation experts from Harvard, Massachusetts Institute of Technology, and other leading institutions.
  • Virtual 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 September Zoom session allows you to enhance your skills from the comfort of your home or office.

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 bargaining strengths and weaknesses.
  • Recognize the most common manipulative negotiation 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 executive education 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, integrative negotiation strategies.

Three-Day Program Agenda

Negotiation and Leadership: Dealing with Difficult People and Problems

Day 1: Understanding Key Negotiation Concepts

You'll examine ways to structure the bargaining process, learn how to identify both you 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 have the opportunity to practice your newfound negotiation techniques.

Bonus Day 4: Leveraging the Power of Emotions As You Negotiate

We all experience emotionally challenging conflicts and negotiations. Whether you are negotiating with your board or with your family, over internal resources or with external partners, as the buyer or as the seller, emotions can turn an otherwise productive negotiation into an unprofitable disaster.It does not have to be that way. In this interactive workshop, … Read More 

Session Leader: Daniel L. Shapiro

Daniel L. Shapiro is the Assistant Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project

Our Team

The PON team is comprised of world-renowned faculty from Harvard, MIT and Tufts.

Max Bazerman photo

Max Bazerman

Jesse Isidor Strauss Professor of Business Administration, Harvard Business School; Co-director, Center for Public Leadership, Harvard Kennedy School

Gabriella Blum photo

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
Joel Cutcher-Gershenfeld

Professor of Social Policy and Management, Brandeis University; Editor, Negotiation Journal

Francesca Gino photo

Francesca Gino

Tandon Family Professor of Business Administration, Harvard Business School

Debbie Goldstein photo

Debbie Goldstein

Lecturer on Law, Harvard Law School and Harvard Graduate School of Education; CEO, Triad Consulting.

Sheila Heen photo
Sheila Heen

Lecturer, Harvard Law School

Kessely Hong
Kessely Hong

Lecturer in Public Policy, Harvard Kennedy School

Kimberlyn Rachael Leary
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 photo
Deepak Malhotra

Professor of Business Administration, Harvard Business School

Brian S. Mandell photo
Brian S. Mandell

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

Robert H. Mnookin photo
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 photo
Bruce M. Patton

Co-founder and Distinguished Fellow of the Harvard Negotiation Project

Jeswald W. Salacuse photo
Jeswald W. Salacuse

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

James Sebenius photo
James Sebenius

Gordon Donaldson Professor of Business Administration, Harvard Business School; Director, Harvard Negotiation Project

Daniel L. Shapiro photo
Daniel L. Shapiro

Associate Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project

Douglas Stone photo
Douglas Stone

Lecturer, Harvard Law School

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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 photo
Lawrence E. Susskind

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

William Ury photo
William Ury

Senior Fellow, Harvard Negotiation Project

Michael A. Wheeler photo
Michael A. Wheeler

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

Robert Wilkinson photo
Robert Wilkinson

Lecturer, Harvard Kennedy School

Learn more about the Spring, Summer, and Fall Negotiation and Leadership courses.

Register December 2020

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Pricing and Dates
Negotiation and Leadership 3-day Sessions

Bonus day: $1,000 per day
Six Session Course: $2,997

October One day bonus session - Difficult Conversations: How to Discuss What Matters Most

December One day bonus session - The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No

BEST DEAL—Combined sessions (six-session program, plus bonus-day session): $3,497 — save $500

Participant Feedback

"The best online program I have ever experienced."

"Having the course online gave me the opportunity to attend and get the feel of direct, one-to-one coaching, instead of a cohort of 65 people. Very well orchestrated."

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

"Great for any and every level of experience"

"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."

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.

Attending Companies

ABB Admiral Insurance American Eagle Outfitters American Tower Corporation Autodesk Biogen Blue Shield of California Bombardier Chevron Columbia Law School Covidien Dana-Farber Cancer Institute Department of Defense Deloitte and Touche Fidelity GE Healthcare Google Horace Mann Companies Iowa State University Johnson & Johnson Lifespan Medtronic NSTAR Electric and Gas NYC Department of Education Owens Corning Pfizer Pitney Bowes Raytheon Scheppens Eye Research Institute SKY Brasil Southwest Airlines St. Jude Medical Sterling Jewelers TD Bank U.S. Army, U.Sl Navy University of Maryland Verizon Wireless Walgreens Warner Bros.