Session Leader: Guhan Subramanian
Dealmaking is often viewed through two lenses: negotiation theory and auction theory. In negotiations, competitive pressure comes from across the table as you negotiate against your counterpart (or counterparts). In auctions, competitive pressure comes from individuals or entities on the same side of the table who drive up the price. Yet, the reality is that most assets are bought and sold through “negotiauctions”—a murky middle ground that falls between pure one-on-one negotiations and pure Sotheby-style auctions.
In this focused, one-day session, Guhan Subramanian shows you how to successfully navigate complex deals, including negotiauctions, by bringing together auction and negotiation strategies in a meaningful way. You’ll explore proven frameworks for achieving better outcomes in complex negotiations—and learn how to take your negotiation game to the next level.
Through interactive lectures, freeze/unfreeze experiencebased learning exercises, and personalized feedback, you will enhance your ability to prepare for complicated bargaining situations. You’ll also learn how to boost leverage by creating the right kind of competition (or, in some cases, merely the perception of competition) and examine the four critical considerations of complicated negotiation situations: the parties, their interests, alternatives to agreement on all sides, and incentives of those at the table.
You will also explore three primary negotiauction moves:
- Set-up: Establishing the negotiation conditions under
which you are willing to engage.
- Rearranging: Adjusting the assets or parties (or both)
in ways that unlock new value.
- Shut-down: Short-circuiting the auction process in
order to create value—for yourself and potentially for
your counterparty as well.
In this session, you will go beyond traditional negotiation frameworks and techniques and learn how to incorporate relevant, cutting-edge tools into 21st century deals—and shape them to your advantage.
Guhan Subramanian The first person in the history of Harvard University to hold tenured appointments at both Harvard Law School (HLS) and Harvard Business School (HBS), Guhan Subramanian is a consummate educator, dealmaker, and leader. As the chair of the Program on Negotiation, he spearheads negotiation and mediation training programs for the more than 3,000 professionals who attend every year. At HLS, Subramanian teaches courses on negotiation and corporate law. At HBS, he teaches in several executive education programs, including Strategic Negotiations, Changing the Game, Making Corporate Boards More Effective, and Mergers and Acquisitions, of which he is faculty chair.
Combine this one-day session with the Negotiation and Leadership and receive a total discounted rate.
Negotiation and Leadership: $2,997
One-Day Session: $1,000
Save $500 when you attend both:
Negotiation and Leadership with One-Day Session: $3,497