Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table with an opposing party. Engaged with a professional group of peers, you will participate in discussions and simulations that cover a range of complex scenarios ranging from intellectual property, pricing, and licensing negotiations to international, domestic, public, and private disputes. You will refine your negotiation skills and leave with a set of strategies that you can use to deal with difficult negotiation behaviors and hard-bargaining tactics.

Learning Objectives

By participating in this intensive five-day program, you will:

• Acquire a systematic framework for understanding negotiation
• Heighten your awareness of your strengths and weaknesses as a negotiator
• Learn how to expand the size of the pie by creating value in negotiations
• Gain problem-solving techniques for distributing value and strengthening relationships
• Ascertain how to choose the right process to craft deals that last
• Learn how to manage across the table and behind the table negotiations

Who Should Attend?

This program is appropriate for lawyers, judges, government officials, leaders of non-governmental organizations (NGOs), educators, trainers, and executives who wish to improve their ability to create value at the negotiating table. To foster teamwork and extend the learning across the organization, we encourage teams and small groups to attend together.

Previous negotiation experience is not required, but participants must demonstrate proficiency in English, as this program is conducted solely in English. Participants should be able to converse fluently in dialogue with the instructor and other students. While a certification of fluency in English is not required, we suggest a TOEFL written exam score of 570 as the minimum proficiency standard.

Format

Featuring dynamic lectures, facilitated discussions, skills-based exercises, and negotiation simulations, this program also includes two personalized coaching sessions—one at the beginning of the program, and another at the end—in which participants are videotaped and evaluated on their negotiation skills.

Certificates

Upon successful completion of this program, you will receive a Certificate of Completion. Certificates are distributed on the final day of the program.

Course Materials

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, and Bruce Patton, (Penguin, 2011); an advance memo, to be sent one month prior to the start of the course, will introduce readings and course particulars.

Faculty 2020

PON’s mediation programs at are led by a distinguished team of educators, authors, thought leaders, and practitioners. Acknowledged experts in their fields, our faculty draw on the latest thinking and research to deliver practical techniques and real-world strategies for effectively conducting personal and professional negotiations.

Rachel Viscomi is an Assistant Clinical Professor at Harvard Law School and the Director of the Harvard Negotiation and Mediation Clinical Program (HNMCP). She also runs the Harvard Dispute Systems Design Clinic, training law students to become problem-solving lawyers who help clients rethink the way they manage conflict within their organizations.

Before joining HNMCP, Viscomi was a Principal at Vantage Partners, a Boston-based consulting firm that helps clients transform the way they negotiate and manage their key relationships. In that capacity, she designed and delivered learning experiences to empower organizations and individuals to approach negotiation, communication, and influence challenges with greater confidence and skill. Viscomi has worked closely with clients from a wide range of industries, including sales, pharmaceutical, energy, software, airlines and entertainment