How can organizations increase the odds that executive education in negotiation will lead to beneficial long-term results?
After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. The unmet challenge of executive education is the transfer of knowledge from the classroom to the real world.
Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in executive education programs.
In the best negotiation courses, executive education focuses not only how to effectively manage the negotiations they face, but also how to uncover new negotiation opportunities they may otherwise have missed.
When looking for a executive training program for yourself or your team, be sure to consider the following questions:
Does the negotiation training promise to give you opportunities to practice joint problem-solving and fact-finding?
Is the negotiation training program led by experts who have experience studying observing, and engaging in complex negotiation situations where a competitive mindset can be difficult to break?
Does the negotiation training teach principles of negotiation in business that you believe you will be able to adapt to negotiations and disputes in your career?
If the executive education you are considering can answer these questions in the affirmative, it is likely to teach the kind of collaborative approach to negotiation that breaks disputes and leads to win-win agreements.
How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School.
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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:
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Over the years thousands of professionals have participated in negotiation programs at the Program on Negotiation (PON) at Harvard Law School. And after a few months or years of putting their negotiation skills and techniques to work, participants inevitably ask us, what’s next?
The Program on Negotiation is pleased to announce the Negotiation Master Class, … Read More
At the Program on Negotiation at Harvard Law School, William Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, and faculty members filled Austin Hall to hear Ury … Read More
Course Dates: This course is closed
In corporate dealmaking, much of the action happens away from the negotiating table. Successful dealmakers understand that deal set-up and design greatly influence negotiation outcomes. In this program, you will examine the legal, tactical, and structural elements of dealmaking and acquire practical skills and techniques for navigating difficult tactics and … Read More
Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s growth, I’d like to install quality-control measures to ensure that all our attorneys are effectively negotiating settlements when appropriate and taking cases to trial when not. What are … Read More
Course Dates: This course is closed
When negotiations become difficult, emotions often escalate and talks break down. To overcome barriers and turn negotiations from difficult to collaborative, from breakdown to breakthrough, you must learn to understand the inter- and intra-personal dynamics at play. In this program, you will examine how your own assumptions and behaviors can … Read More
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will need advanced salary negotiation skills during the course of her career to deal with a scenario that is, in many ways, the definition of a … Read More
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. In light of the COVID-19 pandemic, all sessions will be delivered live … Read More
At Negotiation and Leadership, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies. In this acclaimed program, we compress 30 years of groundbreaking research into three thought-provoking days. In sessions taught by our expert faculty, you’ll broaden your … Read More
Nicole Bryant will be joining the Program on Negotiation on January 25, 2021 as our next Managing Director. She brings to the position a proven track record of successful management and growth of large-scale continuing education programming in an international context.
Bryant joins the Program on Negotiation from Tufts University, where she served as the Director … Read More
For 19 years, the Program on Negotiation (PON) at Harvard Law School has grown and thrived under the leadership of Managing Director Susan Hackley. As PON’s chief administrative and financial officer, Hackley has overseen all activities, including academic events, executive education, interdisciplinary programs, and publications, including Negotiation Briefings. Hackley, who has taught negotiation seminars around … Read More
Leadership in negotiation
In academia, there are often subtle conflicts between the executive staff who run programs and centers, and the academics connected to them. Only a talented leader can consistently weave together such groups and integrate very different views. Susan has been such a leader for many years. She provides a vision of doing all we … Read More
Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it turns out, behavior that negotiators often view as evidence of irrationality may in fact indicate something entirely different.
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Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in negotiation skills training programs.
… Read More
Join us in Cambridge on Friday, November 15th, 2019 for a conference on excellence and innovation in teaching negotiation.
The Teaching Negotiation Resource Center (TNRC) at the inter-university Program on Negotiation at Harvard Law School is pleased to announce that the 2019 Negotiation Pedagogy Conference will take place on Friday, November 15th, 2019 at Harvard Law … Read More
In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Read More
You’ve told us that using technology in your teaching is important so we spent some time evaluating various platforms and software that help negotiation teachers and trainers to utilize the power of role-plays in their classes. The team at iDecisionGames has created a web-based platform that offers many benefits and opportunities to transform how you … Read More
Understanding how to arrange the meeting space is a key aspect of preparing for productive negotiations. In this video, Guhan Subramanian, professor at Harvard Law School and Harvard Business School, discusses a real world example of how seating arrangements can influence a negotiator’s success. The discussion was held in his negotiation training workshop “Setting the … Read More
Negotiation research you can use
In negotiation, reading others’ emotions is a critical skill. When you can accurately assess whether a job candidate is pleased by a salary offer, if a potential customer is growing impatient with a sales pitch, or if a colleague was hurt by something you said, you will be able to respond … Read More
The Program on Negotiation at Harvard Law School is pleased to host
the New England Association for Conflict Resolution 2015 Fall Program:
Identity, Culture and Conflict Resolution
Wednesday, October 21, 2015
Registration – 6:30 – 7:15 pm
NE-ACR Fall Program – 7:15 pm to 9:20 pm
Location: Austin Hall North, Harvard Law School
Free and open to the public.
Robert Barnett, a corporate attorney based in Washington, D.C., moonlights as a book agent for celebrity politicians—including Barack Obama, Laura Bush, and Bill and Hillary Clinton. New York editors line up to sign Barnett’s clients and, they hope, rake in blockbuster profits.
Barnett’s technique is to introduce his latest superstar to the major publishing houses and … Read More
Founded in 1983, the Program on Negotiation at Harvard Law School is a pioneer in the fields of negotiation, mediation, and alternative dispute resolution.
In commemoration of the program’s 30th anniversary this year, the Program on Negotiation is proud to present a video describing many of PON’s various educational and research activities.
According to Chair Robert Mnookin, … Read More
After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge – only to find 200 emails and 2 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. The unmet challenge of executive education is the … Read More
Katrin Bennhold, staff writer for the International Herald Tribune, and Paula Gutlove, Professor of Negotiation and Conflict Management Practice at the Simmons College School of Management, will present a talk on Women and Negotiation.
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In this video, Eileen Babbitt, Director of the International Negotiation and Conflict Resolution Program at Fletcher School of Law and Diplomacy, outlines three types of obstacles that generate barriers in negotiations, and how to move beyond them. This video includes excerpts from a session taught by Dr. Babbitt at the Program on Negotiation for Senior … Read More
Great negotiators utilize multiple strategies for dealing with obstacles and overcoming complications in negotiations. Key tactics include preparing systematically in advance, and focusing relentlessly on the interests of the other party, as well as one’s own.
In this video, Professor Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, shares his thoughts on … Read More
PON Chair Robert Mnookin discussed his book Bargaining with the Devil: When to Negotiate, When to Fight on Nevada Public Radio on February 24th.
To listen to the interview, click here.
Professor Mnookin will be teaching a one-day Executive Education course based on Bargaining with the Devil on April 21. Click here to learn more about the … Read More
This negotiation video is a segment taken from PON’s “Negotiation Pedagogy Series, Part 2.” MIT Professor Lawrence Susskind uses the case “Teflex Products” to teach an Executive Education Seminar on how to deal with an angry public.
To watch more PON Videos, click here.
To watch PON videos on YouTube, click here.
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Adapted from “Transferring Negotiation Knowledge,” first published in the Negotiation newsletter.
After attending intensive executive education courses, managers typically return to the office with a sense of excitement about applying their new knowledge—only to find 200 e-mails and 25 voicemail messages waiting for them. Amid the chaos, the lessons of the past few days are forgotten. … Read More
PON Professor James Sebenius answers these critical questions during an interview before last month’s Executive Education classes:
Why is it so important for managers and business people to become skilled negotiators?
Why is preparation and set up so important in negotiations?
Why do you enjoy teaching students in Executive Education courses?
To watch more PON Videos, click here.
To watch … Read More
Adapted from “Leverage Time to Your Advantage,” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter.
Businesspeople often make the mistake of beginning negotiations only after an offer is on the table or after an old contract has expired. Why is this a problem? When money is at stake, it can be … Read More
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.