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pantone293U
Day 3:!
“Addressing Negotiation
Complexities”
MORNING
Negotiating Across Cultures
Learn how to overcome barriers to
negotiating e"ectively across cultures by
understanding di"erences in law, languages,
professions, behaviour, attitudes, values and
other factors. Learn strategies for dealing
with cultural di"erences in negotiation and
be aware of how others may perceive your
culture. Understand how complex your
negotiation counterpart may be and avoid
stereotypes. Acquire strategies for bridging
cultural divides so that you can negotiate
more e"ectively.!
AFTERNOON
Multi-Party Negotiations, Internal
Negotiations, and Organizational
Challenges
The fina l sess ion bui lds on your
accumulated knowledge to generate
descriptive and prescriptive insights for
n e go t i a t i ng a c r o s s a v a r i e t y o f
competitive contexts. Faculty will bring
to life di"erent negotiation problems and
examine their real world outcomes. Learn
sophisticated negotiation moves for
working in highly complex situations and
plan ahead for your future negotiations.
As a result of your participation, you will
become a more e"ective decision maker
and negotiator over the long term. You
will also be better prepared to acquire
support from your organisation as you
lead future negotiations.!
“This program is pivotal in understanding
the necessary tools for e"ective human
resource negotiations. I highly recommend
it to managers of teams and anyone
working in a highly matrixed environment.”!
Madina McDonald,
Senior Program
Manager, EMC
!
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Dear Execu iv , !
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 mod lled on our flagship course
tau ht in Cambrid e, Massachusetts, three days of intensive and
innovative learning. !
PON Global Negotiation for Executives will enable you to have an
interactive l arning experience, taught by a skilled and experienced PON
instructor. You will also be exposed to the thinking of almost a dozen
members of our faculty, through our video modules and in
videoconferencing with Harvard faculty. Th 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 welcoming you to this limited
enrollment progra . !
Sincerely, !
Robert H. Mnookin!
Faculty Chair%
Program on Negotiation at Harvard Law School
pantone293U
ATHENS & NICOSIA
2016
