PON Live! Overcoming Resistance in Negotiation: The Influence Equation

PON Live!

Event Date: Wednesday November 30, 2022
Time: 12:00-1:00 pm

The Program on Negotiation at Harvard Law School is pleased to present:

PON Live!

Overcoming Resistance in Negotiation:
The Influence Equation

A virtual discussion with:

Stevenson Carlebach
Affiliate Faculty, The Program on Negotiation at Harvard Law School
Independent Trainer and Consultant, Eque LLC

Wednesday, November 30, 2022
12:00 pm – 1:00 pm ET (US and Canada)
Free and open to the public.

Click here to access the Zoom registration link:

The session will be recorded. Pending faculty approval, we will post the recording on this page after the session.


About the talk:

Whether we are negotiating, giving feedback, managing up, or leading change, we are all familiar with resistance. We lay out a perfectly rational argument and, seemingly inexplicably, the other party resists. Maybe they say no, or more confusingly, they seem to agree but do not follow through. Pushing harder tends to increase the resistance, but giving in not only leads to suboptimal results, it also teaches your counterpart that resistance is a winning strategy. The key is to decipher the cause(s) of the resistance and mitigate them.

Join Stevenson Carlebach in this PON Live! talk to learn how to diagnose the issues behind difficult negotiations, deepen your understanding of the essential elements of persuasion, and help you plan an influence campaign to mitigate resistance.

About the speaker:

Stevenson Carlebach brings a wealth of experience to helping individuals and organizations function more efficiently through improved communication and problem solving. He specializes in teaching Influence, Difficult Conversations™, Negotiation and Leadership. He has a special interest in understanding the hard science behind “soft” skills. In the private sector, Stevenson has worked with Fortune 500 companies all over the world focusing on strategic relationship management. Clients have included Capital One, Merck, Goldman Sachs, Microsoft, IBM, PWC, MathWorks, Pfizer, and Deutsche Bank to name just a few. In the public sector, he has worked with The White House and the Pentagon. Internationally he worked with the Ministries of Education in Israel and Argentina. For the past eight years, he has worked with leaders in hospitals in Australia on Influence and leadership skills. With six children (four teens still living with him) Stevenson hopes that he will learn to practice at home what he teaches on the road.

The Program on Negotiation at Harvard Law School
501 Pound Hall
1563 Massachusetts Avenue
Cambridge, Massachusetts 02138

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