Three-Day Course | December 7–9, 2020

Negotiation and Leadership: Dealing with Difficult People and Problems

Bonus 4th Day Session | December 10, 2020

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



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

No is perhaps the most important and certainly the most powerful word in the language. For many people, it is
also the hardest to say. Yet every day we and 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 … Read More 

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Session Leader: William L. Ury

William L. Ury — Co-author of Getting to YES; author of Getting Past No: Negotiating with Difficult People, and The Power of a Positive No

Our Team

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

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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

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Francesca Gino

Tandon Family Professor of Business Administration, Harvard Business School

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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

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Deepak Malhotra

Professor of Business Administration, Harvard Business School

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Brian S. Mandell

Director, Kennedy School Negotiation Project; Senior Lecturer in Public Policy, Harvard Kennedy School

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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

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Bruce M. Patton

Co-founder and Distinguished Fellow of the Harvard Negotiation Project

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Jeswald W. Salacuse

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

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James Sebenius

Gordon Donaldson Professor of Business Administration, Harvard Business School; Director, Harvard Negotiation Project

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Daniel L. Shapiro

Associate Professor of Psychology, Harvard Medical School/McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project

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Douglas Stone

Lecturer, Harvard Law School

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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

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Lawrence E. Susskind

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

William Ury photo
William Ury

Senior Fellow, Harvard Negotiation Project

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Michael A. Wheeler

Class of 1952 Professor of Management Practice, Harvard Business School; Former Editor, Negotiation Journal

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Robert Wilkinson

Lecturer, Harvard Kennedy School

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

Register Fall 2020

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

December 7–9, 2020

Bonus 4th Day Session

December 10, 2020
The Art of Saying No: Save the Deal, Save the Relationship, and Still Say No


SEPTEMBER PRICING - VIRTUAL

One day: $1,000 per day
Three days: $2,997
BEST DEAL—Combined four days (three-day program, plus one-day session): $3,497 — save $500

OCTOBER AND DECEMBER PRICING

One day: $1,997 per day
Three days: $4,497
BEST DEAL—Combined four days (three-day program, plus one-day session): $5,497 — save $997


Group pricing is for in person events only.

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

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.