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, including negotiation courses and seminars.
harvard university

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 academic delivered course seminars have been designed to cover approaches to negotiation theory and conflict resolution. If theoretically biased courses delivered by Academics are not your thing, and you're more interested in practical toolset based business negotiation training course, or a Sales Negotiation Training, then The Negotiation Experts would love to hear from you.

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

The offered programs include the following:

1) Negotiation and Leadership: Dealing with Difficult People and Problems

This three-day executive education program will prepare executive leaders from all over the world to achieve better outcomes at the bargaining table, every single time.

At the end of these three days in Cambridge, participants will:

  • Gain a better understanding of different negotiation and decision-making strategies.
  • Evaluate personal tendencies in the face of conflict and learn to manage strengths and weaknesses to become a more effective negotiator.
  • Learn to recognize the most common manipulative tactics used by difficult people along with strategies for neutralizing their effects.
  • Discover how to win, not by defeating the other side, but by winning them over.
  • Be better prepared to acquire support from their organisation as they lead future negotiations.
  • Examine ways to structure the bargaining process to accommodate joint problem solving, brainstorming, and collaborative fact-finding.
  • Learn how to evaluate a best alternative to a negotiated agreement (BATNA), create a zone of possible agreement (ZoPA), and implement the mutual gains approach to negotiation.
  • Be enabled to determine which approach is most appropriate in a given situation.
  • Be able to think more clearly, make smarter moves, and set the stage for more productive negotiations.

Negotiation and Leadership (formerly known as the Program on Negotiation for Senior Executives) attracts a diverse, global audience from both the private and public sectors. Participants span a wide range of titles and industries. This program is appropriate, although not limited to, to individuals with the following titles: Chief Executive Officer, President, Executive Director, Director of Human Resources, Director of Sales, Department Manager, Assistant Director and Supervisor.

Team Discount
Groups of two or more qualify for a $500 discount off of each registration.

2) Practical Lessons from the Great Negotiators - One-day course

By comparing and contrasting the strategies used by the Great Negotiators, you will derive practical lessons and proven concepts that can be applied to your own personal negotiation challenges. By attending this program you will:

  • Learn to diagnose barriers and craft strategies for overcoming them
  • Examine away-from-table moves for optimally setting up your at-the-table moves
  • Glean remarkable lessons about creative deal design
  • Acquire persuasive and problem-solving tactics

Combine this one-day course with the Negotiation and Leadership program and receive a total discounted rate.

3) Difficult Conversations - One-day course

As a senior executive, your ability to manage difficult conversations is a key to your effectiveness. It allows you to prevent serious disagreements from crippling the organisation. It helps you bridge the gulf of real differences in what people believe and feel. It helps you confront adversity with aplomb, sustain and strengthen your leadership, and keep your team moving forward and on target.

In this course, you will:

  • Understand the dilemmas that make some conversations seem so challenging
  • Understand the key insights that allow you to escape those dilemmas
  • Practice the skills required to put these insights successfully into practice

Combine this one-day course with the Negotiation and Leadership program and receive a total discounted rate.

4) Getting to YES with Yourself - New one-day course

In this new, one-day program you’ll discover how to uncover and overcome the psychological obstacles that are keeping you from getting to the “yeses” you want. During this program, you will discover the six fundamental steps of the inner yes method that can help you get to yes with others:

  • Put Yourself in Your Shoes
  • Develop Your Inner BATNA
  • Reframe Your Picture
  • Stay in the Zone
  • Respect Them Even If
  • Give and Receive

Combine this one-day course with the Negotiation and Leadership program and receive a total discounted rate.

5) Fall Negotiation and Dispute Resolution

This highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed both to improve understanding of negotiation theory and to build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises.

Students engage in a series of hands-on simulations. Some of the exercises emphasize psychological aspects of bargaining, value creation, and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.

6) Spring Mediation and Conflict Management

This course is designed to raise your awareness of your own approach to conflict, introduce a range of theories about mediation and participatory processes, and improve your conflict management skills. While we will discuss a wide range of dispute resolution processes that involve third parties, we will focus on mediation.

To visit the PON seminar page: http://www.pon.harvard.edu/category/courses-and-training/

Last Updated: 19 Jul 2015



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