Six Session Program Agenda
Negotiation and Leadership: Dealing with Difficult People and Problems
Session 1: Negotiation Fundamentals – Key Concepts and Core Vocabulary
Wednesday, May 12, 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, May 13, 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, May14, 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, May 17, 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: Sheila Heen, Lecturer, Harvard Law School; Founder, Triad Consulting
Session 5: Complex Negotiations and Organizational Challenges
Tuesday, May 18, 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, May 19, 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: Difficult Conversations: How to Discuss What Matters Most
Thursday, May 20 and Friday, May 21, 10:00 a.m. – 1:30 p.m. ET
Whether we are dealing with a challenging customer, a difficult supplier, an unhappy employee, an unreasonable official, or a demanding boss, we all have conversations we anticipate with dread. Gain the strategies, tools, and frameworks you need to manage difficult conversations effectively in this program led by negotiation experts Bruce Patton and Douglas Stone. …
Session Leader: Bruce Patton
Bruce Patton collaborated with Roger Fisher to pioneer the teaching of negotiation at Harvard Law School, where he was Thaddeus R.Beal Lecturer on Law for 15 years. He continues to teach the Negotiation Workshop and Advanced Negotiation Workshop in the Harvard Negotiation Institute, the Program on Negotiation for Senior Executives, and occasional courses for law students. Patton is the co-author of Getting to Yes: Negotiating Agreement without Giving In, which has been printed in 35 languages. He also co-authored Difficult Conversations: How to Discuss What Matters Most, a New York Times business bestseller.
Session Leader: Douglas Stone
Douglas Stone is a lecturer at Harvard Law School and has taught the art of negotiation around the world. Stone is co-author, along with Bruce Patton and Sheila Heen, of the New York Times business bestseller Difficult Conversations: How to Discuss What Matters Most and, with Heen, of the acclaimed Thanks for the Feedback.
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 Spring Zoom session allows you to enhance your skills from the comfort of your home or office.