Harvard University Law School

The Project on Negotiation is a USA academic research and training umbrella under which various aspects of negotiation are progressed through collaboration.

The Harvard Law School started a "Program on Negotiation" (PON) in 1983 as a special research project. In Negotiation circles the PON has become one of the best known negotiation projects globally. Drawing upon faculty from Harvard, MIT (Massachusetts Institute of Technology), and Tufts University, a number of excellent course seminars have been designed to cover effective approaches to negotiation theory and conflict resolution.

You can apply through Harvard Law Schools' online registration form. To receive PON program information, you can contact by email the PON office by telephone at 617-495-1684, by fax at 617-495-7818, by e-mail at pon@law.harvard.edu.

The offered programs include the following:

1) The Program on Negotiation for Senior Executives

At this special program, executive leaders from all over the world will learn how to:

Recognize and defuse “hard” tactics
Ask questions to which the other side can‘t say “no”
Use power without provoking
Exercise the greatest power they have as a negotiator — the power to change the game
Diagnose their own tendencies in the face of conflict and the tendencies of the other side

When you register for the Program on Negotiation for Senior Executives you have the option to register for one of the author sessions at a total discounted rate.

Program on Negotiation for Senior Executives: $2,997
Author Session: $997

Save $400 when you attend both:
Program on Negotiation for Senior Executives & Author Session: $3,594

2011 Dates:: September 19-21; November 14-16; December 5-7

Price: $2,997

For questions about Executive Education please call The Langfords Group at +12014454811 or email service@the langfordsgroup.com.

2) 3D Negotiation - Author Session

This is a one-day course, based on Professor’s James Sebenius and David Lax’s 3D Negotiation.

Negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension. They will show you exactly why the current one dimensional techniques—face-to-face bargaining-at-the-table tactics—are not enough for your most challenging negotiations.

Lax and Sebenius will show you exactly how to do a “3D scan and barriers audit,” an analysis of the factors that stand between you and the ideal negotiated outcome.

You will learn to identify:

setup flaws
deal problems
people issues

With this barriers audit mind, you will learn:

to tailor a 3D strategy of moves, at and away from the table
to overcome the barriers you’ve identified

2011 Date:: September 22

Price: $997

Participants will be provided with a copy of the book 3D Negotiation at the workshop as part of the course fee.

Combine this author session with the Program on Negotiation for Senior Executives and receive a total discounted rate.
Program on Negotiation for Senior Executives: $2,997
Author Session: $997
Save $400 when you attend both:
Program on Negotiation for Senior Executives & Author Session: $3,594

3) Difficult Conversations - Author Session

Based on over thirty years of research at the Harvard Negotiation Project, this program takes you step by step from understanding the dilemmas that make some conversations seem so challenging, to understanding the key insights that allow you to escape those dilemmas, to practicing the skills required to put those insights successfully into practice. Taught by two co-authors of the international business bestseller Difficult Conversations, this program is not only educational, but fun, with engaging real-life stories, high-energy presentations, hands-on exercises, and on-the-spot experimentation, feedback, and coaching.

2011 Dates:: November 17

Price: $997

Participants will be provided with a copy of the book at the workshop as part of the course fee.

4) Beyond Reason - Author Session

This workshop, by combining theory and practice, aims to improve the participants' understanding of negotiation and effectiveness as a negotiator. After introducing some basic vocabulary and tools for problem-solving negotiation, the workshop will focus on the challenges facing negotiators in both deal making and dispute resolution.

This program walks you through the Core Concerns Framework, a breakthrough set of tools to enhance the way you address your relationship challenges. You will learn about five “core concerns” – matters that are important to all of us. These five core concerns tend to stimulate many of the emotions that arise in your negotiations. If you know how to deal with them well, you will be better able to motivate others and to build good relationships, even in a contentious situation.

2011 Date:: December 8

Price: $997

Participants will be provided with a copy of the book Beyond Reason at the workshop as part of the course fee.

5) Managerial Decision Making

This course is ideally suited for those seeking to make permanent improvements to their judgment and decision making capabilities. Participants will learn how to:

Evaluate current thinking in competitive environments
Determine what they do well
Identify potential areas where improvement is possible

2012 Date:: March 22

Price: $997

Participants will be provided with a copy of the book Judgment in Managerial Decision Making at the workshop as part of the course fee.

6) The Power of a Positive No

Saying “No” the right way may be the single most valuable skill in negotiation–absolutely key to getting to “Yes”. As you will learn in this one-day course, the secret to saying “No” while protecting and advancing your core interests without compromising relationships lies in the art of a “Positive No.”

In this course, you will learn how to:

Protect your own interests
Reduce stress and anxiety
Defuse attacks, manipulation, and guilt tactics
Build healthier relationships to produce win-win outcomes

2012 Date:: April 19

Price: $997

Participants will be provided with a copy of The Power of a Positive No at the workshop as part of the course.

7) Bargaining With the Devil

The Devil can be defined as anyone perceived as a harmful adversary. In this one-day course, you will learn how to decide whether to negotiate or fight with the Devils you encounter in your everyday life or whether to just walk away.

This course is ideally suited for attendees who wish to become more effective in conflict negotiation, prevention, and management in their daily transactions. Learn how to: