Expert One-Day Program: November 4, 2021, 9:00 a.m. – 5:00 p.m. ET

Leveraging the Power of Emotions as You Negotiate

Faculty: Daniel Shapiro

In conflicts and negotiations, emotions are inevitable. Whether you’re hammering out a labor contract, purchasing a new home, negotiating a multibillion-dollar acquisition, or mediating peace with warring parties, emotions play a powerful role.

Left unchecked, emotions can turn productive negotiations into unprofitable disasters. Managed properly, however, they can serve as a lever for creating greater value, exerting more control, and achieving better outcomes.

In this fascinating workshop, you will discover a powerful framework for understanding and addressing the challenging emotional dynamics that arise in everyday negotiations and conflicts. Drawing on the latest research in the areas of psychology, neuroscience, and negotiation, this popular one-day session will help you address the emotional obstacles that prevent you from building stronger relationships and obtaining better results. In this highly interactive program, you will:

  • Discover how dealing with emotions gives you more power and control, both in negotiations and in relationships.
  • Learn practical tools to navigate emotional challenges and complex relations.
  • Examine the five core concerns that stimulate the emotions that arise in negotiations.
  • Gain an essential framework to better negotiate the emotional challenges you face every day.

Learn more about PON Expert One-Day Programs.



Expert One-Day Program: $1,497
Where: The program will run on Zoom from 9:00 a.m. to 5:00 p.m. ET with two short breaks and a one-hour break.

Daniel L. Shapiro, Associate Professor of Psychology, Harvard Medical School / McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project
Professor Shapiro’s pioneering research focuses on how to address the emotional and identity-based dimensions of negotiation and conflict resolution. He is author of Negotiating the Nonnegotiable and coauthor with Roger Fisher of Beyond Reason: Using Emotions as You Negotiate. He has published extensively in the research literature, developing innovative psychological models to conceptualize the affective and relational factors driving conflict and its resolution. Professor Shapiro specializes in practice-based research—building theory and testing it in real-world contexts. He has launched successful conflict resolution initiatives in the Middle East, Europe, and East Asia and for three years chaired the World Economic Forum’s Global Agenda Council on Conflict Resolution.