THREE-DAY COURSE | December 6–8, 2021

Negotiation and Leadership: Dealing with Difficult People and Problems

BONUS IN-DEPTH SESSION | December 9, 2021

The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No

Three-Day Program Agenda

Negotiation and Leadership: Dealing with Difficult People and Problems

DAY 1:  Monday, December 6, 2021

Negotiation Fundamentals—Key Concepts and Core Vocabulary
9:00 a.m. – 12:30 p.m. ET
Led by Guhan Subramanian

Negotiation is a high-transaction-cost activity, and the side that is better prepared nearly always has the upper hand. This session will examine core frameworks of negotiation, including the importance of principled bargaining and shared problem solving.

Through negotiation exercises and interactive discussions, you will examine ways to structure the bargaining process to accommodate joint problem solving, brainstorming, and collaborative fact-finding. These frameworks will help you create smarter negotiation conditions, make more strategic decisions, and leave the bargaining table with improved outcomes.


Managing the Tension Between Creating and Claiming Value
1:30 p.m. – 5:00 p.m. ET
Led by James Sebenius

In most negotiations, we pursue two goals: value claiming and value creating. 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.

DAY 2:  Tuesday, December 7, 2021

Managing Emotions and Relationships
9:00 a.m. – 12:30 p.m. ET
Led by Daniel L. Shapiro

Negotiating better outcomes is contingent upon building successful relationships. To be effective, executives must learn to navigate personality differences, diverse agendas, and social pressures. Building on the frameworks learned the previous day, you will examine how positive working relationships are vital to creating and implementing lasting agreements.

By taking part in negotiation simulations, you will gain a better understanding of different negotiation and decision-making strategies—enabling you to determine which approach is most appropriate in a given situation.


Dealing with Difficult Situations
1:30 p.m. – 5:00 p.m. ET
Led by Debbie Goldstein

In this session, you will be introduced to a set of breakthrough strategies for dealing with manipulative tactics, stonewalling, obstructive behavior, and dirty tricks in negotiation. Designed to enhance your skill in mutual gains negotiation and increase your proficiency in overcoming hard bargainers and hard bargaining situations.

You will learn to recognize the most common manipulative tactics used by difficult people, along with strategies for neutralizing their effects. Discover how to succeed, not by defeating the other side but by advocating persuasively for your own.

DAY 3:  Wednesday, December 8, 2021

Complex Negotiations and Organizational Challenges
9:00 a.m. – 12:30 p.m. ET
Led by Robert Wilkinson

In managing internal and external negotiations, what can you do to maximize the deal for both sides—even in the face of obstacles and barriers? What tools work best for managers who need to shape agreements and informal understandings within a complex web of relationships? In this session, you will discover strategies for anticipating and responding to an array of complicating factors—from multiple parties and coalitions to cultural and value differences.


Putting It All Together: Leading Through Negotiation
1:30 p.m. – 5:00 p.m. ET
Led by Brian Mandell

In this culminating session, you will focus on “locking in the learning” by highlighting the key concepts, frameworks, and tools you’ve acquired throughout the program and analyzing how they can be applied in diverse leadership settings. Through relevant case studies, faculty will bring to life different negotiation problems and examine their real-world outcomes. You will emerge with a performance improvement plan aimed at building your negotiation agility and resilience—a tool kit you can use to lead more effectively within and beyond your organization.

Bonus Session:
The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No

December 9, 9:00 a.m.–12:00 p.m. and 1:30 p.m.–5:00 p.m. ET

No is perhaps the most important and certainly the most powerful word in the English language. For many people, it is also the hardest to say. Yet every day we find 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 stand up for what matters to us.

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William L. Ury
Session Leader: William L. Ury

William L. Ury has served as a negotiation adviser and mediator in conflicts ranging from corporate mergers to ethnic wars in the Middle East. Cofounder of Harvard’s Program on Negotiation and senior fellow of the Harvard Negotiation Project, Ury is one of the world’s leading experts on negotiation. He is also the author of The Power of a Positive No: Save the Deal, Save the Relationship—and Still Say No and co-author (with Roger Fisher and Bruce Patton) of Getting to Yes: Negotiating Agreement without Giving In, an eight-million copy best seller translated into more than 30 languages.

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.

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

Guhan Subramanian photo
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

Register Fall 2021

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Pricing and Dates
Negotiation and Leadership 6-Sessions

Bonus day: $1,497 per day
Six half-day sessions over 3 days: $3,497

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): $3,997 — save $997

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.