Harvard University Law School

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 either apply through Harvard Law Schools' online registration form, or by contacting the conference registrar, Julie Dunbar on +1 781 239 1111.

Nine programs are offered, and they include the following:

1) The Program on Negotiation for Senior Executives

The course allows senior executives the ability to learn the following skills:

• Prepare for negotiations more effectively
• Focus on problems and not on personalities
• Avoid typical "win-lose" situations
• Deal better with those who play outside the rules
• Influence the behaviour of the other side
• Make better deals by creating better options
• Walk away with more

Also offered is a 3 day package that combines this seminar with "Dealing with Difficult People and Difficult Situations".

2008 Dates: March 17-18

Price: $1850

2) Teaching Negotiation in the Organization

This is a 2½ day program that is available twice a year for corporate and training individuals interested in teaching negotiation training to their own company or organization. Some of the highlights include:

• Intensive behind-the-scenes sessions with senior program faculty
• Curriculum development workshops
• Access to extensive clearinghouse of teaching exercises, simulations, videos and other materials produced by the Program on Negotiation and for use in their own training activities

2008 Dates: May 18-20

Price: $2250

3) Dealing with an Angry Public

This 2 day executive seminar program claims to teach techniques to manage or avoid disputes with the public, how to interact with the media, and how to defend controversial decisions. Some of the areas covered include:

• Customers who are dissatisfied because the product doesn't work, or because they think they were deceived
• Concerned interest groups who are blocking a license or permit
• Potential litigants who are seeking to assign liability or file a lawsuit
• Developing media strategies and how to cooperate with opposing groups

2008 Dates: May 1-2

Price: $1950

4) Dealing with Difficult People and Difficult Situations

This 1½ day seminar provides information on how to handle manipulative tactics, unreasonable bosses, problem employees, tough clients and uncooperative business associates.

Contact Julie Dunbar, Program Coordinator on +1 781 239 1111.

2008 Dates: September 25-26

Price: $1850

5) How to Say No - and Still Get to Yes

A two day seminar program that addresses issues such as when the other party tries to get you to make unwanted concessions or presents unreasonable demands. Also covers how to say "No" without losing the deal or damaging a valued relationship with a client. Also teaches how to defend your interests and how not to be pressured into saying "Yes" when it is not in your best interest to do so.

Contact Program Coordinator, Ms. Dorothy Porter at +1 781 239 1111.

2008 Dates: April 7-8

Price: $2150

6) Managing the Difficult Business Conversation

The seminar provides aids on dealing with disgruntled employees, unhappy customers, or a controlling boss, just to name a few. It also discusses the following topics:

• The causes behind difficult conservations
• How to begin a difficult conversation
• Hidden costs when avoiding difficult conversations
• What's going on beneath the surface
• What to do with strong emotion - yours and theirs
• What if they attack what you say and won"t listen to what you are saying
• How to frame the objective of the conversation and maximize the outcome

Contact Program Coordinator, Deborah Carpenter on +1 781 239 1111.

2007 Dates: December 10-11

2008 Dates: March 31- April 1

Price: $2150

7) Negotiating Better Labour Agreements

This 2 day event addresses how to approach complex issues for both union and management leaders in the bargaining environment and avoid adversarial conflicts. Provides new strategies for better collective bargaining. This course includes:

• Preparation for bargaining and creating a negotiation strategy
• How to educate and involve constituents
• Negotiating preliminary agreements and deliver opening statements
• How to bargain under forcing and fostering strategies
• Exploring issues and focusing on durable agreements

Contact Monica Dane, Conference Registrar on +1 781 239 1111.

2008 Dates: April 3-4

Price: $1950

8)Technology Negotiation

A 2 day program that deals with the special issues presented by technology-centered negotiations. How to get both sides to comprehend the technology, joint ventures, purchase agreement terms, and agreement compliance, plus other topics. Some of the facets covered by this course include:

• How to close technology gaps
• How to manage high levels of technology uncertainty
• How to deal with the psychological challenges of technology negotiations
• Ease high levels of frustration and ease communications
• Keep competing internal interests from undermining the deal

Contact Laura Rogers, Conference Coordinator.

2008 Dates: May 18-20

Price: $2150

9)Special Three-Day Combined Program

A special 3-day session held in conjunction with The Program on Negotiation for Senior Executives. At this special program you will learn:

• How to recognize and defuse "hard" tactics
• How to ask questions to which the other side can‘t say "no"
• How to use power without provoking
• How to exercise the greatest power you have as a negotiator — the power to change the game
• How to diagnose your own tendencies in the face of conflict and the tendencies of the other side
• How the structure of the game dictates the tactics

2008 Dates: April 16-18

Price: $2850

10)Dealing with Emotions in Business Negotiations

This new 2 day program promises a powerful, breakthrough approach for identifying and addressing the core psychological needs that lie at the heart of most emotional barriers to agreement.

You will learn how to:

 

• Set the emotional tone of your negotiations and motivate others to seek agreement
• Handle negative emotions without getting overwhelmed by them
• Use emotions as you negotiate to extract value, build durable relationships, and generate mutual gain

2008 Dates: April 24-25

Price: $2150

11)Negotiating Complex Business Deals

A new 2 day program that uses a multi-dimensional approach to dealmaking structured to help executives move to the next level in designing, setting up and negotiating difficult, real-world deals.

You’ll learn how to negotiate more innovative, profitable outcomes and about the exploding growth of business auctions as a mechanism for transferring assets.

Contact Emily Baxter, conference registrar, at 781-239-1111.

2008 Dates: April 24-25

Price: $2150

To visit the PON seminar page: http://www.pon.execseminars.com