Two-Day Session: July 22–23, 2021

Sidetracked: Understanding the Psychological Barriers that Derail Negotiations


Session Leader: Francesca Gino

Thursday, July 22 and Friday, July 23, 10:00 a.m. to 1:30 p.m. ET

How many among of us have carefully planned for a negotiation, only to end up with a very different outcome because we got caught up in the “heat of the moment”?

In these two-day sessions, Harvard Business School professor Francesca Gino shares her research findings into what causes us to become sidetracked in negotiations—and provides a proven framework for effective decision-making. You’ll learn how to:

–Manage the influences that might derail you in a negotiation

–Overcome the anxiety that you sometimes feel at the bargaining table

–Assess how incidental anger can impact your negotiation

–Predict how your counterpart will react to concessions during a negotiation

–Frame a task, message, or point of view that improves your own decisions and the decisions of others

In addition, you’ll examine the three sets of forces that influence decisions in ways we often fail to anticipate:

1–Forces within ourselves: These include our beliefs about our competencies and abilities; the effects of emotions on unrelated decisions; and the consequences of having an overly narrow focus when evaluating information and making decisions.

2–Forces from our relationships with others: These include our inability to put ourselves in others’ shoes; how sharing superficial features with someone (such as having the same first name) colors our viewpoint and decisions; and how we are affected by comparing ourselves to others.

3–Forces from the outside world: These include the effects of irrelevant information on our decisions; why subtle differences in the way a question is framed can lead to different solutions; and how the structure of our environment can cause us to veer off track.

Author Session: $1,000

Combine this author session with Negotiation and Leadership and receive a total discounted rate.

Negotiation and Leadership: $2,997

Author Session: $1,000

Save $500 when you attend both:

Negotiation and Leadership with One-Day Author Session: $3,497

Francesca Gino

Francesca Gino is the Tandon Family Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She is also formally affiliated with the Program on Negotiation at Harvard Law School, with the Mind, Brain, Behavior Initiative at Harvard, and with the Behavioral Insight Group at Harvard Kennedy School.