Executive negotiation training from Harvard

1. Program on
Negotiation
at Harvard Law School
Program on Negotiation
for Senior Executives
September 23-24, 2009
October 19-20, 2009
December 7-8, 2009
Dealing With Difficult People
and Difficult Situations
September 24-25, 2009
December 8-9, 2009
Boston Marriott Cambridge Hotel
Cambridge, Massachusetts
A university consortium dedicated
to developing the theory & practice
of negotiation and dispute resolution.
S
H ARVAR D | M I T | T U FT S
www.executive.pon.harvard.edu

2. _________________ at Harvard Law School
Dear Senior Executive,
Vince Lombardi said, “Winning isn’t everything — it’s the only thing.”
But if you’ve tried to follow Coach Lombardi’s famous dictum,
you may have discovered that football is not the same as real life.
Football is about winners and losers. In the game of life, though,
sometimes everyone comes out a winner. And not by accident.
What some call a “win-win” usually is the product of purposeful
negotiation. Not the take-no-prisoners, Lombardi style, but what
we at Harvard call the “problem-solving approach.”
Since 1983, the Program on Negotiation at Harvard Law School
has probed the secrets of this "problem-solving approach.”
I say "secrets" because these techniques simply are not obvious
Robert H. Mnookin
to the average person — not even to many seasoned negotiators.
Samuel Williston Professor
of Law, Harvard Law School; In fact, they are not “secrets” so much as common sense,
Chair, Program on Negotiation scientifically applied.
at Harvard Law School;
co-author of Beyond Winning Negotiation is not a talent you are born with.
It is a skill you can learn.
Come to Cambridge for three days and learn a new way of resolving
seemingly "intractable" disputes ... and discover how to get what you
want, without "giving in."
The faculty is a Who's Who of negotiation from Harvard
and our consortium partners, MIT, and Tufts.
Please accept this personal invitation to attend. I hope to see you there.
Sincerely,
Robert Mnookin
Chair, Program on Negotiation at Harvard Law School
P.S. Most of the 20,000+ people who have attended these seminars
over the years did so in hopes of advancing their careers. So we're
pleased when they report back how these techniques have accomplished
that, and deepened and enriched their personal lives as well.
“By far the best seminar I have attended in my career.
The approach, curriculum and instructors were excellent.”
Taylor Henderson, Manager, Development,
Renewable Energy Systems Americas, Inc.

3. The Program on Negotiation _________________
Gain Skills For Business ... And Life
Program on Negotiation
Unlike courses that promise how to “get yours and most of theirs too,”
for Senior Executives the Program on Negotiation’s approach is theory-based, yet practical. You’ll
discover that by solving the problem together, all parties at the table "win,"
_ Day 1 _____________________ and learn strategies to:
8:00 – 9:00 a.m. • Build trust and cooperation
Continental Breakfast
• Understand power realities
9:00 – 9:15 a.m. of a negotiation, leading to better
Program Welcome outcomes
and Agenda Overview • Separate the people from
the problem
9:15 a.m. – 12:30 p.m.
Setting the Stage for Productive • Turn differences into mutual gains
Negotiations: Diagnosing • And “win” by being strong but fair
the Negotiation Problem
12:30 – 1:30 p.m. Here are just a few of the specific topics covered:
Luncheon • Spotting hallmarks of a poor working relationship and negotiating
a better one
1:30 – 5:30 p.m.
Negotiating Better Outcomes: • Getting the best from subordinates, by understanding their interests
Building Successful Relationships • Persuading backers, investors, regulators and employees
5:30 – 6:30 p.m.
• Avoiding unnecessary litigation (one averted lawsuit could cover the cost
Reception of your registration a hundred times over)
• Getting better deals from suppliers, producers and consultants
_ Day 2 _____________________ • Influencing partnerships, joint ventures and mergers
7:45 – 8:30 a.m.
• Learning negotiation jujitsu — how the weak gain equal footing
Continental Breakfast with the strong
• Structuring creative options “Terrific, most rewarding and
8:30 a.m. – 12:20 p.m. to break through standoffs,
Dealing with Obstacles enriching program ever attended.”
stalemates and deadlocks
& Complicating Factors Louis Hutcherson, Project Manager,
• Keeping the game on your Branch Highways, Inc.
12:20 – 12:30 p.m home court
Summary and Conclusion
12:30 – 1:30 p.m. You’ ll learn life skills, too. How to negotiate with peers or family members
Luncheon you cannot command, but whose cooperation is vital. How to structure
bargaining situations for maximum return. How to keep interpersonal conflict
from escalating into a deadlock. Learn the fine art of negotiating face to face —
without losing face.
Program Faculty __________________________________________________
Max H. Bazerman Robert C. Bordone Brian S. Mandell Robert H. Mnookin Bruce M. Patton
Jesse Isidor Straus Professor Thaddeus R. Beal Clinical Senior Lecturer in Public Samuel Williston Professor Co-founder of Harvard
of Business Administration, Professor of Law, Harvard Policy, Harvard Kennedy of Law, Harvard Law School; Negotiation Project;
Harvard Business School; Law School; Director, the School; Director, Harvard Chair, Program on Negotiation co-author of Getting to YES
co-author of Negotiation Harvard Negotiation and Kennedy School at Harvard Law School; and Difficult Conversations
Genius and Predictable Surprises Mediation Clinical Program Negotiation Project co-author of Beyond Winning
In difficult times, your skill as a negotiator can be the difference between success and failure...

4. _____________________ at Harvard Law School
Get Your Way ... Even With The ‘Difficult Ones’
Dealing With Difficult People
Round out your negotiation “crash course!” Stay with us three full days
and Difficult Situations and master what some view as the toughest negotiation challenge of all —
dealing with difficult people, hard bargainers, those who refuse to cooperate
_ Day 1 _____________________ or bargain in good faith, or those who stonewall and won’t bargain at all.
12:30 - 1:30 p.m.
Registration & Luncheon You’ll learn what to do when the other side resorts to threats, dirty tricks
or personal attacks, and how to break negotiating logjams without giving in,
1:30 - 5:00 p.m. making threats yourself, running away, or otherwise ruining your chances
Dealing With Difficult People of negotiation success.
and Difficult Situations
Some specific topics covered in this special combined three-day event include:
5:00 - 6:00 p.m.
Reception • How to recognize and defuse
“hard” tactics
_ Day 2 ____________________ • How to ask questions to which
the other side can’t say “no”
8:00 - 8:30 a.m.
Continental Breakfast • How to exercise the greatest
power you have — the power
8:30 a.m. – 12:30 p.m. to change the game
Diagnosing and Responding to • How to diagnose your own
Manipulative, Hard Bargaining
tendencies in the face of conflict,
Tactics
and the tendencies of the other side
12:30 – 1:30 p.m. • How to use power without provoking
Luncheon • How the structure of the game dictates the tactics
1:30 - 4:30 p.m. • Plus much more
Putting It All Together: Applying
the Theory to Real-World Your three-day registration is a money-saver, too — more than $1,000 off
Difficult Negotiations the cost of attending both sessions separately.
4:30 p.m.
The combined session including “Dealing with Difficult People and Difficult
Adjournment
Situations” is only offered four times a year ... so it’s an opportunity not
to be missed.
“Dynamic expert lecturers who not only authored the material,
but are strong practitioners in their field of expertise.”
Harper Boucher,
Royal Canadian Mounted Police
_______________________________________________________________
Jeswald W. Salacuse Guhan Subramanian Lawrence E. Susskind William L. Ury Michael Wheeler
Henry J. Baker Professor Joseph Flom Professor Ford Professor of Urban Co-author of Getting to YES; Class of 1952 Professor
of Law; former Dean, Fletcher of Law and Business, Harvard and Environmental Planning, author of Getting Past No: of Management Practice,
School of Law and Diplomacy, Law School; Douglas Weaver The Massachusetts Institute Negotiating with Difficult Harvard Business School;
Tufts University Professor of Business Law, of Technology; co-author People, and The Power of Editor, Negotiation Journal;
Harvard Business School of Breaking Robert's Rules and a Positive No co-author of What's Fair:
Breaking the Impasse Ethics for Negotiators
Register Today!

5. Program Registration ___________________ Register for the
3-Day Seminars!
Save
Who Should Attend more than
Calendar____________________________
$1,000
This program is appropriate for Chief Executive Officers;
SEPTEMBER 3-DAY SEMINAR
Presidents; Board Chairs and Board Members; Executive
9.23.09 - 9.24.09
Vice Presidents; Vice Presidents of Operations, Program on Negotiation for Senior Executives
Administration, Human Resources, Marketing, Faculty: Bruce Patton | Michael Wheeler | Brian Mandell
Manufacturing and Finance; Corporate Counsel; and other
9.24.09 - 9.25.09
executives who face the pressures of resolving conflicts Dealing With Difficult People and Difficult Situations
that have direct effect on both successful day-to-day Faculty: Robert Mnookin | Robert Bordone | Guhan Subramanian
management and long-term strategies.
OCTOBER
10.19.09 - 10.20.09
Program on Negotiation for Senior Executives
Faculty: Robert Bordone | Max Bazerman | Lawrence Susskind
DECEMBER 3-DAY SEMINAR
12.07.09 - 12.08.09
Program on Negotiation for Senior Executives
Faculty: Robert Mnookin | Guhan Subramanian | Jes Salacuse
12.08.09 - 12.09.09
Dealing With Difficult People and Difficult Situations
Faculty: William Ury
I Plan to Attend:
The Program on Negotiation for Senior Executives $1,997 qSeptember 23-24 qOctober 19-20 qDecember 7-8
Dealing With Difficult People and Difficult Situations $1,997 qSeptember 24-25 qDecember 8-9
Combined 3-Day Seminar $2,997 qSeptember 23-25 qDecember 7-9
Packages Include: Course materials, all meals & networking receptions.
Attendee Registration: Please complete all information.
Mr/Ms/Dr __________________ First Name on badge __________________________on certificate __________________________________
Title _______________________ Organization ____________________________________ Address __________________________________
City _______________________ State/Country ____________________________ Zip/Postal Code __________________________________
Phone _____________________ Fax ______________________________________________ E-mail __________________________________
Team Registration: Others registering with me:
Mr/Ms/Dr __________________ Title ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ _ E-mail __________________________________
Mr/Ms/Dr __________________ Title ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ _ E-mail __________________________________
Mr/Ms/Dr __________________ Title ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ ___ _ E-mail __________________________________
Attach title, name, address, phone number, and e-mail for each additional attendee.
A Note About Team Attendance: Others who have taken part in the Program on Negotiation for Senior Executives have found team attendance to be beneficial. Team members do not
interact with each other during negotiation exercises but are assigned other negotiating partners at random. The benefit is exposure to a wide range of negotiating styles and approaches,
and a common baseline for approaching negotiation back at work.
Payment Options: q Credit Card q Check enclosed q Please bill me
Please make checks payable in U.S. dollars to The Program on Negotiation at Harvard Law School. Full payment is expected prior to the program.
Mail or Fax completed form to Customer Service:
The Langfords Group | 19 West Prospect Street, Suite 2 | Waldwick, NJ 07463 | Fax 201.445.7002
Questions? Call 201.445.4811 | service@thelangfordsgroup.com | www.executive.pon.harvard.edu
Attendance at all programs will be reserved on a first-come, first-served basis.
Cancellations and Substitutions
Written cancellations received at least 21 calendar days prior to the start date of the event will receive a refund – less a $200 administration fee. No cancellations
will be accepted – nor refunds issued – within 21 calendar days from the start of the event. A credit for the amount paid may be transferred to any future PON
event. Substitutions may be made at any time. No-shows will be charged the full amount. In the unlikely event that PON cancels the event, PON is not responsible
for any airfare, hotel or other costs or losses incurred by registrants. Topics and faculty may change without notice.
www.executive.pon.harvard.edu

6. Program on Negotiation
Harvard Law School Presorted
Pound Hall 513 Standard
1563 Massachusetts Avenue U.S. Postage
Cambridge, Massachusetts 02138 PAID
Boston, MA
Permit No. 54162
About the Program on Negotiation at Harvard Law School
The Program on Negotiation was founded in 1983 as a special research project
at Harvard Law School, and includes faculty, students, and staff from Harvard University,
Massachusetts Institute of Technology and Tufts University. A dynamic, interdisciplinary
research center, PON serves a unique role in the world negotiation community. The
Program on Negotiation develops new thinking on negotiation theory, creates new
material for negotiation education, and nurtures a new generation of negotiation
teachers and scholars. Each year, business and government leaders, corporate trainers
and corporate counsel are among the 2,500 people who participate in PON's
negotiation training courses.
Location and Hotel Accommodations
Boston Marriott Cambridge | Two Cambridge Center | 50 Broadway | Cambridge, MA 02142
For September events:
Room rate: $269 (plus tax, currently 12.45%) - Reservation cut-off: Tuesday, September 1, 2009
For October event:
Room rate: $269 (plus tax, currently 12.45%) - Reservation cut-off: Monday, September 28, 2009
For December events:
Room rate: $229 (plus tax, currently 12.45%) - Reservation cut-off: Monday, November 16, 2009
Harvard Law School
To reserve your room, call 1.800.228.9290 or 617.494.6600.
Be sure to tell the hotel you are with the Program on Negotiation (PON). To avoid
confusion with other Harvard University programs, be sure to use the designated code
PON. Hotel room rates are valid until the cut-off date, but are subject to availability.
Make your reservations early!
Register Today!