Fall Negotiation and Dispute Resolution

Toby Berkman

Toby Berkman is an affiliated faculty member at the Program on Negotiation at Harvard Law School. An attorney by training and a former corporate litigator, Toby has facilitated dialogue and mediated complex public disputes for more than a decade. His practice focuses on helping organizations and stakeholders collaborate more effectively around difficult public issues, both domestically and internationally. He has worked with stakeholders and organizations at the local, national, and international level, with the U.S. State Department, the U.S. Department of Defense, the United Nations, and the World Bank. In the Program on Negotiation, Toby teaches courses on collaborative problem-solving and dispute resolution to law students, executives, and professionals from around the world.

Elizabeth (Betsy) Fierman

Elizabeth (Betsy) Fierman is a mediator, facilitator, trainer, and researcher based in Chile with 10 years of experience in the field of conflict management and collaborative problem solving. She has worked with government agencies, NGOs, multilateral organizations, private companies, and communities to address socio-environmental conflicts, design and implement multi-stakeholder engagement processes, and improve dialogue and negotiation skills. Betsy has also worked with a variety of Chilean institutions, such as Casa de la Paz Foundation and the Agency for Sustainability and Climate Change. A skilled educator, she has taught courses on alternative dispute resolution at the Universidad de Chile and the Pontifica Universidad Católica de Valparaíso, to both undergraduates and executive education participants. She is a State of Massachusetts certified mediator, as well as a certified facilitator for the United Nations Alliance of Civilizations.

Faculty: Toby Berkman and Elizabeth (Betsy) Fierman

Enrollment: Click here to join our waitlist

This course wasn’t just theory; it was serious experience. We actually applied the principles during class. Over the course of the program, I used the course concepts and negotiation preparation strategies to engage in multiple real-life negotiations. The result? A completely different understanding of my counter-parties that led to a major shift in our business direction.

Stever Robbins, past seminar participant

No matter how much experience you’ve had negotiating, this course will teach your more about negotiation than you can imagine, and along the way even more about yourself.

Yen-Hsi Liu, past seminar participant

This virtual and highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.

Emphasizing both theoretical and practical insights, this seminar engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.

Throughout the seminar, participants will read and engage with materials from three negotiation books:

  • Getting to Yes (3rd Ed.); Roger Fisher, William Ury, and Bruce Patton
  • Getting Past No: Negotiating in Difficult Situations; William Ury
  • Difficult Conversations: How to Discuss What Matters Most; Doug Stone, Bruce Patton, and Sheila Heen

Supplementary readings from other sources will be provided as needed.

Upon successful completion of this seminar, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.

Eligibility Requirements: PON seminars are open to participants from all disciplines and professional fields. Fluency in English is a must (suggested minimum TOEFL score 570).

Course Materials: Digital materials will be provided to students.

Location: Live sessions via Zoom

Online Requirement: Students taking the course remotely are required to attend every live session via Zoom. Online students are expected to communicate regularly with instructors and classmates within the virtual classroom. In order to connect to class, students must have reliable internet access, a microphone, and speakers.

Tuition: General Tuition: $1997; Graduate Student Tuition: $1497

Enrollment: Click here to join our waitlist

For more information about our courses, registration, or eligibility for the Graduate Student tuition rate, please feel free to call us 1-800-391-8629 (International calls: 1-301-528-2676), or email us at negotiation@law.harvard.edu.