Six Session Program Agenda

Negotiation and Leadership: Dealing with Difficult People and Problems

Session 1: Negotiation Fundamentals – Key Concepts and Core Vocabulary

Wednesday, June 16, 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, June 17, 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: Complex Negotiations and Organizational Challenges

Friday, June 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 4: Managing Emotions and Relationships

Monday, June 21, 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 5: Dealing with Difficult Situations

Tuesday, June 22, 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 6: Putting It All Together: Leading Through Negotiation

Wednesday, June 23, 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: Unlocking Value in Complex Business Deals

Thursday, June 24, 9:00 a.m. – 12:00 p.m. and 1:30 p.m. – 5:00 p.m. ET

Dealmaking is often viewed through two lenses: negotiation theory and auction theory. In negotiations, competitive pressure comes from across the table as you negotiate against your counterpart (or counterparts). In auctions, competitive pressure comes from individuals or entities on the same side of the table who drive up the price. Yet, the reality is that most assets are bought and sold through “negotiauctions”—a murky middle ground that falls between pure one-on-one negotiations and pure Sotheby-style auctions.
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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 Zoom session allows you to enhance your skills from the comfort of your home or office.