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pantone293U
Day 2:!
“Managing
Interpersonal
Dynamics”
MORNING
!
Best Practices for Di"cult Situations
What makes some negotiation situations
di'cult and how do most people deal with
them? We will discuss typical responses and
better ways to respond when there are
challenging people or problems with which to
deal. You will learn practical skills and the
importance of “active listening”. You will also
improve your ability to analyse a situation and
choose the appropriate strategy and
response.!
%
AFTERNOON
Dealing E#ectively with Emotions and
Relationships
To be e"ective, executives must learn to
navigate personality di"erences, diverse
agendas, and social pressures. You will
learn that how your counterpart feels
about the negotiation with you matters
and what you can do to generate
positive feelings. You will be taught how
to have the “di'cult conversation” and
how to separate out intention from
impact. You will learn the Core Concerns
that need to be addressed in order to
manage emotion in negotiations. Finally,
you will do an exercise that helps you
understand your own style of negotiation
and the style of others.!
“The negotiation framework that I learned had a
profound impact on my operational DNA and I
confidently endorse this program for those
seeking a world-class negotiation framework
from a University with best-in-class professors
and the opportunity to engage and learn with
participants with a range of global experiences.”
!
Caswell Saunders
, Senior Global Program
Manager, Motorola Mobility
!
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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 conflict, solve problems, and build
stronger relationships in their work, their families, and their communities.!
At PON, a consortium program of scholars from Harvard, MIT and Tufts,
we study negotiation through many di"erent lenses, including business,
law, government, economics, 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
int ractive learning experience, taught by a skilled and experienced PON
instructor. You will also be exposed to the thinking of almo t 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, and we know that with training, everyone can become a
better negotiator. When 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 welc mi g you to this limited
enrollment program. !
Sincerely, !
Robert H. Mnookin!
Faculty Chair%
Program on Negotiation at Harvard Law School
pantone293U
ATHENS & NICOSIA
2016
