NOW ONLINE!

(AND AT A REDUCED PRICE)

SIX-SESSION COURSE | OCTOBER 14–21, 2020

Negotiation and Leadership: Dealing with Difficult People and Problems

BONUS DAY SESSION | October 22, 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 October 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, live online program.

Featuring the same negotiation best practices and cutting-edge research as our in-person program, the October 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, October 14, 10:00 am – 1:30 pm EST

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, October 15, 10:00 am – 1:30 pm EST

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, October 16, 10:00 am – 1:30 pm EST

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, October 19, 10:00 am – 1:30 pm EST

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, October 20, 10:00 am – 1:30 pm EST

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

Session 6: Putting It All Together: Leading Through Negotiation

Wednesday, October 21, 10:00 am – 1:30 pm EST

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, October 22, 9:00 am – 12:00 pm and 1:30 pm – 5:00 pm EST

Whether 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 one-day program led by negotiation experts Bruce Patton and Douglas Stone.
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Session Leader: Sheila Heen

Sheila Heen is Co-founder of the Harvard Negotiation Project; Co-author of Getting to YES and Difficult Conversations.

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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 best seller Difficult Conversations: How to Discuss What Matters Most, and with Heen of the acclaimed Thanks for the Feedback.

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.

Our Team

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

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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

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

Click here to join our waitlist

Download Brochure
Pricing and Dates
Negotiation and Leadership 3-day Sessions

OCTOBER PRICING - NEW LIVE AND ONLINE
Bonus day: $1,000 per day
Six Session Course: $2,997
One day bonus sessionDifficult Conversations: How to Discuss What Matters Most
BEST DEAL—Combined sessions (six-session program, plus bonus-day session): $3,497 — save $500

DECEMBER PRICING
One day: $1,997 per day
Three days: $4,497
One day bonus session - The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No
BEST DEAL—Combined four days (three-day program, plus one-day session): $5,497 — 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.