Three-Day Course | June 15–17, 2020

Negotiation and Leadership: Dealing with Difficult People and Problems

Bonus 4th Day Session, Save $997 | June 18, 2020

Leveraging the Power of Emotions As You Negotiate

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

World-renowned faculty from Harvard, MIT and Tufts comprise the teaching team.

Max Bazerman photo

Max Bazerman

Jesse Isidor Strauss Professor of Business Administration, Harvard Business School

Iris Bohnet photo

Iris Bohnet

Academic Dean and Professor of Public Policy, Harvard Kennedy School; Director, Women and Public Policy Program; Associate Director, Harvard Decision Science

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

Jared Curhan photo

Jared Curhan

Ford International Career Development Professor; Associate Professor of Organization Studies, MIT Sloan School of Management

Francesca Gino photo

Francesca Gino

Professor of Business Administration, Negotiation & Markets Unit of Harvard Business School

Sheila Heen photo
Sheila Heen

Lecturer, Harvard Law School, and founder, Triad Consulting

Kessely Hong
Kessely Hong

Lecturer, Public Policy, Harvard Kennedy School, Faculty Chair of the Executive Education Program on Decision-Making Strategies Under Risk and Uncertainty

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; Former Chair, Executive Committee, Program on Negotiation at Harvard Law School; Director, Harvard Negotiation Project, Harvard Law School

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

Vice Chair of Practice-Focused Research, PON Executive Committee; Gordon Donaldson Professor of Business Administration, Harvard Business School

Daniel L. Shapiro photo
Daniel L. Shapiro

Director, Harvard International Negotiation Program; Associate Professor in Psychology, Harvard Medical School

Douglas Stone photo
Douglas Stone

Lecturer, Harvard Law School, and founder, Triad Consulting

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, J.D./M.B.A. Program, Harvard University

Lawrence E. Susskind photo
Lawrence E. Susskind

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

William Ury photo
William Ury

Senior Fellow of the Harvard Negotiation Project

Michael A. Wheeler photo
Michael A. Wheeler

Class of 1952 Professor of Management Practice, Harvard Business School

Robert Wilkinson photo
Robert Wilkinson

Robert Wilkinson, Lecturer, Harvard Kennedy School

Register Spring 2020

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Pricing and Dates
Negotiation and Leadership 3-day Session

June 15–17, 2020

Bonus 4th Day Session

June 18, 2020
Leveraging the Power of Emotions As You Negotiate


BEST DEAL—all four days $5,497—Save $997
Three days only: $4,497
One day only: $1,997

Team Discount: When more than one person registers from the same organization, each registrant receives a $500 discount.

The Charles Hotel
Cambridge, Massachusetts

Participant Feedback

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

“Great for any and every level of experience”

“By far the best three days of corporate training in negotiation. A required course for anyone negotiating internally or externally.”

“This program helps one to understand the challenges we encounter everyday. In 3 days, one can learn how to be more effective in their career and personal relationships.”

“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.