They painfully divide a small pie after a costly battle while failing to capture offsetting opportunities for joint gain, or win the battle, but at the cost to relationships and reputation that limit long-term value. Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, systematic preparation, and honed interpersonal skills. In this intensive, interactive program, you will acquire a framework, tools, techniques, and skills for maximizing the value of your negotiated outcomes by effectively navigating the negotiation process from setup to commitment to implementation.
- Acquire a systematic framework for analyzing and understanding negotiation
- Assess and heighten your awareness of your strengths and weaknesses as a negotiator
- Learn how to create and maximize value in negotiations
- Gain problem-solving techniques for distributing value fairly while strengthening relationships
- Develop skills to deal with difficult negotiators and hard-bargaining tactics
- Learn how to match the process to the context
- Discover how effectively to manage and coordinate across and behind-the-table negotiations
Who Should Attend?
This program is appropriate for lawyers and business professionals from all backgrounds, industries, and countries who wish to improve their ability to negotiate. Past participants have ranged from recent college graduates to judges and managers of professional sports teams.
While previous negotiation experience is not necessary, proficiency in English is required, 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.
Featuring dynamic lectures and demonstrations, negotiation role-play and other skill-building exercises, facilitated small group discussions, videotaping, and other personal coaching, this program is designed to actively involve participants in the learning process.
Upon successful completion of this program, you will receive a Certificate of Completion. Certificates are distributed on the final day of the program.
Fisher, Ury and Patton, Getting To YES: Negotiating Agreement Without Giving In (3rd Ed., 2011); Fisher and Shapiro, Beyond Reason: Using Emotions as You Negotiate(2005); and an advance memo will be sent approximately one month prior to the course.
Harvard Negotiation Institute (HNI) programs are led by a distinguished team of educators, authors, thought leaders, and practitioners. Acknowledged experts in their fields, HNI faculty draw on the latest thinking and research to deliver practical techniques and real-world strategies for effectively conducting personal and professional negotiations.
Bruce Patton is a Distinguished Fellow of the Harvard Negotiation Project (HNP), which he co-founded with Roger Fisher and William Ury in 1979 and administered as Deputy Director until 2009. With Fisher, Patton pioneered the teaching of negotiation at Harvard Law School, where he was Thaddeus R. Beal Lecturer on Law for fifteen years.
In 1984 Patton, Fisher, and three HNP alumni founded Conflict Management, Inc., a negotiation consulting and training firm, and Conflict Management Group (now part of Mercy Corps), a not-for-profit entity that works on conflicts of public concern. In 1997, Patton and four CMI/HNP colleagues founded Vantage Partners, LLC, an international consulting firm that helps Global 2000 companies negotiate and manage strategic relationships for bottom-line results. Patton is the co-author, with Roger Fisher and William Ury, of Getting to Yes: Negotiating Agreement Without Giving In, and with Douglas Stone and Sheila Heen of Difficult Conversations: How to Discuss What Matters Most. To date, there are more than 5 million copies of Getting to Yes in print, and Difficult Conversations remains a New York Times business bestseller. Patton received his A.B. from Harvard College and his J.D. from Harvard Law School.