15
pantone293U
Day 1:!
“Understanding Key
Negotiation Concepts”
MORNING
Negotiation Fundamentals
We will share with you core concepts of negotiation,
including the importance of integrative bargaining and shared
problem-solving. We will outline the course methodology,
which is highly interactive, and show how the Program on
Negotiation has helped develop innovative learning
strategies. This session provides a framework for preparing
for and analysing negotiations. You will examine the key
elements of negotiation:!
&
Learn to clarify your interests and priorities, and then think
about your counterpart’s interests. Which interests are
shared, and which are di"erent?!
&
Learn about the di"erence between interests and
positions.!
&
Identify the range of alternatives you are willing to
consider if your counterpart does not give consent.!
&
Learn to analyse a negotiation problem and seek ways to
create value. Brainstorm possible agreements or
concessions that may creatively satisfy both parties’
interests.!
&
Assess your relationship with your counterpart and
determine if you can take steps to generate positive
emotions and avoid negative reactions.!
&
Prepare for your negotiation, and outline your
communication strategy. What do you want to learn from
them? What are you willing to share? What is your agenda
and how will you handle disagreements or stalemates
What process do you want to propose?!
Through negotiation exercises and interactive discussions,
you will examine ways to structure the bargaining process to
accommodate joint problem solving, brainstorming, and
collaborative fact-finding. You will 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. As a result, you will be
able to think more clearly, make smarter moves, and set the
stage for more productive negotiations.!
AFTERNOON
!
Creating Value Vs. Claiming Value
We will discuss how to handle the
“Negotiator’s Dilemma” and how to create
value while also ensuring your fair share of
distributed value. You will learn about the
need for careful preparation, which
includes thinking about the other side’s
“back table” as well as your own. We will
discuss how to respond to di"erent tactics
and how to feel confident about your
ability to drive the negotiation.
!
&
Learn the advantages of adopting a
cooperative mindset.!
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Learn strategies for building trust.!
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Know when to share information – and
when not.!
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Understand the importance of knowing
or guessing at the “zone of possible
agreement”.!
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Learn to evaluate risk and learn
defensive moves against aggressive
claiming.!
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Consider the implications of opening
o"ers.!
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Know the impor tance of be i ng
aspirational and well-prepared.!
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Dear Executive, !
At the Program on Negotiation (PON) at Harvard Law School, we are
dedicated to studying the theory and practice of negotiation, so that
others can learn to e"ectively manage conflic , solve problems, nd build
stronger relationships in their work, their families, and their communities.!
At PON, co sortium program of scholars fr m Harvard, MIT and Tufts,
w study negotiation throu h many di"erent lens s, including business,
law, government, econo ics, psychology, and education.!
P#$ at Harvard Law School is delighted to be cooperating with I.A.D.R.
to o"er for the first time in Europe our PON Global Negotiation for
Executives Program. This program is modelled on our flagship course
taught in Cambridge, Massachusetts, three days of intensive and
innovative learning. !
PON Global Negotiation for Executives will enable you to have an
i teractive learning experience, taught by a skilled and experienced PON
instructor. You will also be exposed to the thinking of almos a dozen
members of our faculty, through our video modules and in
videoconferencing with Harvard faculty. The course is designed to be
highly interactive, with the use of negotiation exercises and simulations.!
We believe that Negotiation is an essential skill for all leaders and
executives, nd we k ow that with training, everyone can become a
bett r negotiator. W en you are a skilled negotiator, you will have greater
success at closing deals, developing partnerships, and avoiding costly
disputes.!
If you are ready to become a more skilled negotiator and a more e"ective
leader, I strongly encourage you to join us in Athens, Greece and Nicosia,
Cyprus this winter. We look forward to welcoming you to this limited
enrollment program. !
Sincerely, !
Robert H. Mnookin!
Faculty Chair%
Program on Negotiation at Harvard Law School
pantone293U
ATHENS & NICOSIA
2016
