Harvard Negotiation Master Class

Advanced Strategies for Experienced Negotiators
November 13-15, 2017

Take Your Negotiation Skills to the Master Level

What if you could negotiate at an even higher level? The Harvard Negotiation Master Class is designed for people like you: strong negotiators who want to become even better.

Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, Harvard Business School, and the Massachusetts Institute of Technology—all of whom are committed to delivering a transformational learning experience. By working closely with them, you will:

  • Discover the four dimensions of subjective value
  • Visualize potential pitfalls and landmines in your negotiations
  • Incorporate emotional preparation into every negotiation
  • Assess your organization’s negotiating capacity
  • Understand why negotiation training often fails

Through small learning groups, dynamic exercises with two-way feedback, and intensive simulations, you will gain proven frameworks for addressing your most complicated negotiation challenges—emerging a highly skilled and confident dealmaker.

Top 5 Reasons to Attend the Harvard Negotiation Master Class
  1. Identify and eliminate your negotiating weaknesses.
  2. Learn how to leverage your bargaining skills in new ways.
  3. Become expert at resolving and defusing conflict anywhere.
  4. Develop the skills necessary to remain in—or ascend to—the C-suite and upper management.
  5. Master new strategies that most negotiators have never seen before.
Join the Ranks of the Master Dealmakers

The Harvard Negotiation Master Class offers the rare opportunity to step away from your day-to-day responsibilities to focus on developing a competency that will serve you the rest of your professional life. After three intensive days, you will emerge a highly confident negotiator who truly understands the game—and how to play it.

About the Program on Negotiation

Widely recognized as the preeminent leader in the field of negotiation, negotiation research, and dispute resolution, the Program on Negotiation (PON) is an interdisciplinary multi-university consortium based at Harvard Law School. Since its founding in 1983, PON has established itself as one of the world’s outstanding executive education negotiation training institutions.

Leaders in Negotiation Executive Education

  • PON’s executive education training programs are designed to help participants become successful negotiators, deal with difficult people and hard bargainers, structure deals, and manage conflict productively.
  • Each session of the Harvard Negotiation Master Class is limited to just 60 participants to ensure a highly personalized experience.
  • World-renowned faculty members from Harvard and MIT comprise the teaching team.

Who Should Attend

The Harvard Negotiation Master Class attracts a diverse group of participants—all of whom are proficient negotiators who wish to take their skills to the next level.

Participants typically have 10-20 years of negotiation experience and have taken a prior course with the Program on Negotiation or a comparable program. 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.

Past Participants

…And Many More!



Fees and Dates

Three days: $4,995

Harvard Negotiation Master Class sessions:
November 13-15, 2017

Venue:
Kimpton Marlowe Hotel
Cambridge, Massachusetts

Participant Feedback

“This course is designed to truly change the way one thinks about negotiating on many levels.”

“This is the best program of negotiation in the world.”

“This is definitely a very good investment of time, effort, and money.”

“This program brings real-world negotiation skills into focus.”

 

Our Team

Jared Curhan

November 2017 session

November 2017 session

November 2017 session

Ford International Career Development Professor; Associate Professor of Organization Studies, MIT Sloan School of Management

Kimberlyn Leary

November 2017 session

November 2017 session

November 2017 session

Associate Professor of Psychology, Harvard Medical School; associate professor of health policy and management, Harvard T.H. Chan School of Public Health; Enabling Change program director, Harvard T.H. Chan School of Public Health

Guhan Subramanian

November 2017 session

November 2017 session

November 2017 session

Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School

Lawrence E. Susskind

November 2017 session

November 2017 session

November 2017 session

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

November 2017 Agenda

Session 1

Analyzing Objective and Subjective Value in Negotiation

Led by Jared Curhan

You’ll learn how to maximize both objective and subjective value in negotiation and gain greater self-awareness as you understand how impressions affect your negotiation counterparts. Core to this session is a scored negotiation simulation and online system for evaluating negotiation performance in real time. After the simulation, you will receive extensive personalized feedback on multiple dimensions of your negotiation performance.

You’ll learn how to add emotional preparation to your negotiation toolkit. Through case study discussions, videotaped simulations, and interactive exercises, you’ll improve your negotiating outcomes by identifying the emotional frames that both you and your counterpart bring to the table.

Session 2

Managing Competition for the Deal

Led by Guhan Subramanian

As markets become more global, high-tech, and price sensitive, competitive bidding processes are becoming increasingly common. Neither pure auctions nor pure negotiations, these processes lie in the middle ground, in what Guhan Subramanian terms a “negotiauction.”

A negotiauction is a transaction in which both auction-style bidding and one-on-one negotiation occur in the course of a single deal. For sellers, negotiauctions can offer the best of both worlds: they attract multiple competitive bidders while also opening up discussion of issues other than price. Negotiauctions also allow parties to compete on both sides of the table. In fact, many (if not most) complex deals between buyers and sellers—from home sales to purchasing auctions to corporate mergers—qualify as negotiauctions.

In this interactive Master Class session, you will explore the advantages and disadvantages of various auction process choices such as seal or open bid, single or multiple rounds, and bid increments. Through case study discussions and interactive exercises, you’ll learn how to transform complex business deals into value-creating negotiauctions.

Session 3

Diversifying the Negotiator’s Emotional Portfolio

Led by Kimberlyn Leary

Identifying interest, running the numbers, and appreciating how other parties assess the available choices are all part of being prepared for a negotiation. In this session, you’ll learn how to add emotional preparation to your negotiation toolkit. Recent advances in affective neuroscience, social psychology, and organizational behavior confirm that emotions play a crucial role in individual and team decision making. Through case study discussions, videotaped simulations, and interactive exercises, you’ll improve your negotiating outcomes by identifying the emotional frames that both you and your counterpart bring to the table.

Session 4

Multiparty Negotiations: Strategies for Improving Individual Performance

Led by Lawrence Susskind

As a participant in this advanced program, you’re undoubtedly familiar with what it takes to succeed in two-party negotiations. However, multiparty negotiations, whether inside your own organization or with external parties, are far more complex. When there are more parties, the usual two-party approach to negotiation or problem-solving won’t be sufficient to ensure good results. This session focuses on the three key ways to achieve success in multiparty negotiations. Learn how to:

1. Build Coalitions
2. Manage Multiparty Negotiations
3. Experience Informal Problem-solving

To highlight theoretical lessons and help you develop key multiparty negotiation skills, this session includes two interactive simulations, along with case studies, and engaging classroom discussions.