Negotiation Master Class Free Program Guide

To learn more or regisTer, visiT www.executive.pon.harvard.edu

September 9–11, 2013 Cambridge, MA

Harvard negoTiaTionmaster classadvanced strategies for experienced negotiators

1 register online at www.executive.pon.harvard.edu

dear Colleague:

as someone who has taken part in negotiation training, you understand the role it plays in shaping deals,

salvaging relationships, and achieving better outcomes at the bargaining table. in fact, many who have attended

a Program on negotiation (Pon) executive education seminar report that it took their game to the next level,

both personally and professionally. and, after a few months or years of putting their negotiation skills and

techniques to work, participants inevitably ask us “what’s next?” That is why i am so pleased to announce this

new program: the harvard negotiation master class.

like my fellow Pon faculty members, i am often asked to advise organizations and their leaders on personal

(and often complex) negotiation challenges. Yet until now, we have not had a forum that allowed for one-on-

one consultations and small group feedback. This first-of-its-kind program offers unprecedented access to

negotiation experts from Harvard law school, Harvard Business school, Harvard medical school, and the

massachusetts institute of Technology—all of whom are committed to delivering a transformational learning

experience.

given the highly personalized nature of this program, it is limited to 60 participants who have all completed a

prior course in negotiation. if you are selected to participate, you will be assigned to small learning groups, take

part in dynamic exercises with two-way feedback, work closely with faculty members to develop a strategy that

addresses your personal negotiation challenges, and participate in intensive simulations. and more than that,

you will have the rare opportunity to step away from your day-to-day responsibilities to improve your negotiation

skills. You will emerge from this program a highly skilled and confident negotiator who can drive negotiations,

no matter how complex, and be the one person at the table who truly understands the game and how to play.

i hope to see you in september at this exciting, new program.

sincerely,

lawrence susskind

Faculty Chair

Harvard negotiation master Class

register online at www.executive.pon.harvard.edu 2

monday, september 9

3:00–5:30 p.m.

5:30–6:45 p.m.

7:15 p.m.

registration

Welcome reception

dinner

tuesday, september 10

7:30–8:30 a.m. Breakfast

8:30–9:00 a.m. introduction and overview

9:00 a.m.–12:30 p.m. analyzing objective and subjective value in negotiation

12:30–1:30 p.m. luncheon

1:30–5:00 p.m. dealing with the Toughest Questions: anticipating and responding effectively

6:30 p.m Working dinner

wednesday, september 11

8:00–9:00 a.m.

9:00 a.m.–12:30 p.m.

12:30–1:30 p.m.

1:30–3:00 p.m.

3:15–4:30 p.m.

Breakfast

diversifying the negotiator’s emotional Portfolio

luncheon

Building a World-Class negotiating organization

synthesize learnings and Wrap Up

� 2.5 days: unprecedented faculty access

Throughout the program, you will have opportunities to meet with four faculty members

in small groups to discuss personal negotiation challenges and opportunities.

/ who can attend /

This advanced program

is strictly limited to 60

participants. in some cases,

proof of prior negotiation

training may be required.

if you have questions

about your eligibility,

please contact negotiation@

law.harvard.edu.

agenda

don’t miss out.For the first time ever, the Program on negotiation (Pon) is offering a master-level course

for negotiators. This new, highly interactive program features:

• networking events

• application and refinement of advanced

negotiation techniques

• renowned faculty and master negotiators

from Harvard Business school, Harvard

law school, Harvard medical school, and

the massachusetts institute of Technology

• small, faculty-led learning groups

• Personalized negotiation assessments

from faculty and peers

• dynamic, technology-enabled simulations

• real-world case studies

• advanced negotiation concepts and

strategies


analyzing objective and subjective value in negotiation9:00 a.m.–12:30 p.m.

led by jared curhan

Conventional wisdom holds that the economic value of a deal is the yardstick by which

negotiation performance should be measured. in contrast, how you feel afterward is

considered to be a fleeting emotion irrelevant to bottom-line performance. Yet recent

research dispels this notion, suggesting instead that the impression you make on your

negotiation counterparts—what’s known as subjective value—often holds more weight

than the monetary, or objective, value of a deal.

led by Professor Jared Curhan, this session will review basic concepts you may have learned

in prior negotiation training, such as how to create and claim value. Then, you will delve into

the more advanced topic of subjective value, which includes feelings about the outcome,

oneself, the process, and the relationship. By doing so, you will learn how to foster subjective

value while preserving objective value.

Core to this session is a scored negotiation simulation and online system for evaluating

negotiation performance in real time. after the simulation, you will receive extensive,

personalized feedback on multiple dimensions of negotiation performance and be measured

on the following criteria relative to your peers:

• value created

• value claimed

• subjective value

By identifying your strengths and weaknesses, you will learn how to maximize both objective

and subjective value in negotiation and gain greater self-awareness as you understand how

impressions affect your negotiation counterparts.

Pre-reading for this session will include confidential instructions for a negotiation

simulation.

/ learn how to maximize

both objective and subjective

value in negotiation and

gain greater self-awareness

as you understand how

impressions affect your

negotiation counterparts. /


tuesday, september 10, 2013


dealing with the toughest Questions: anticipating and responding effectively1:30–5:00 p.m.

led by guhan subramanian

skilled negotiators anticipate and prepare for their counterpart’s most difficult questions.

more broadly, they visualize potential pitfalls and landmines in the negotiation and preempt

or short-circuit dead-ends that can lead to missed opportunities and broken deals. drawing

from real-world-tested research and theory, this session will provide best practices for

dealing with difficult questions and topics that (through effective preparation) you can

predict with confidence will arise in your negotiation.

after an interactive lecture that describes best practices, you will have the opportunity to

try out your new tools and techniques through a role-play exercise and then see the

approaches utilized by other experienced negotiators on video. “What will you do with the

asset once you own it?” “How do i know i’ll get the level of service that you’re saying i will

get?” and the eternal: “What’s your best price?” You will be able to compare your responses

to those of your peers, and assess the pros and cons of alternative strategies.

after discussing and assessing the difficult questions posed in two Harvard Business

school case studies, we will “roll the tape forward” to view the case protagonists’ actual

responses. By the end of this session, you will be able to more effectively visualize and

respond to challenges that you are likely to face in the room. The result is a better bottom-

line performance and better working relationships.

You will improve your ability to:

• Prepare for negotiations

• anticipate and visualize potential responses to difficult questions or issues that are

likely to arise

• Think through your counterpart’s possible responses and reactions

• Plan out your first several moves—before ever sitting down to the table

• ensure a productive conversation

• respond satisfactorily to the other side’s most pressing concerns

• avoid roadblocks and landmines in the conversation

To prepare for this session, you will receive pre-reading that will include two Harvard

Business School case studies that pose negotiation questions.

/ learn best practices for

visualizing and responding to

challenges that you are likely

to face in the room. /



diversifying the negotiator’s emotional portfolio 9:00 a.m.–12:30 p.m.

led by Kimberlyn leary

identifying interests, running the numbers, and appreciating how other parties assess

the available choices are all part of being prepared for negotiation. But in real-life disputes,

passions matter and emotions play a role in their resolution. Feelings, whether in the

foreground or background, measured or threatening to boil over, can either help or hinder

the search for agreement. Building negotiation capacity requires the ability to discern

the emotional frames that both you and your negotiation counterpart bring to the table.

emotion plays a positive role in decision making, creativity, and relationship building—

all key factors in reaching agreement. recent advances in affective neuroscience, social

psychology, and organizational behavior confirm that emotions play a crucial role in

individual and team decision making. They are the basis for all perception and cognition

and, in fact, emotion precedes appraisal and reflection.

in this session, you will learn how to add emotional preparation to your negotiation toolkit.

Through exposure to research findings, case study discussions, videotaped simulations,

and interactive exercises, you will:

• identify emotional frames that facilitate positive exchanges and outcomes

• learn to recognize differences between self-perceptions and perceptions by others

• appreciate the impact of the other party on your own behavior

• develop counter-measures that are congruent with your personal negotiation style

• Consolidate a sense of your own best practices

As part of a creative exercise in this session, you are asked to bring three to five images

that depict your personal negotiation experience.

/ learn how to add

emotional preparation to

your negotiation toolkit. /

wednesday, september 11, 2013


building a world-class negotiating organization1:30 p.m.–3:00 p.m.

led by lawrence susskind

more than an individual skill, negotiation is an organizational competence. This session

examines three important ways to build a world-class negotiating organization: undertaking

a negotiation audit, implementing negotiation performance reviews, and understanding the

reasons why negotiations often fail.

Negotiation Audit

a negotiation audit is a quick appraisal of an organization’s negotiating strengths and

weaknesses. it also makes it easy to spot the obstacles that keep individual negotiators from

being effective. in this session, you will gain a greater understanding of how basic operating

procedures prevent managers from applying negotiation best practices. For example, the

mutual gains approach to negotiation emphasizes the importance of preparation. Yet, when

individual negotiators try to prepare by getting the input they need from others in their

organization, they are often met with resistance or disinterest. a negotiation audit assists

managers in identifying roadblocks and developing effective approaches for applying

negotiation best practices across all levels of the enterprise.

Negotiation Performance Reviews

The second way to improve negotiation results is to implement individual negotiation

performance reviews. in recent years, some Fortune 100 companies have adopted

negotiation performance review criteria as part of senior executives’ annual reviews.

While there is no “gold standard” set of criteria, it is important to reward good negotiation

performance. To that end, you will examine possible ways of assessing individual negotiation

performance, collecting the necessary information, and giving managers appropriate

feedback. You will also watch a video depicting negotiation efforts and will evaluate the

negotiator’s performance and provide feedback. in addition, you will learn how to incorporate

negotiation evaluation criteria into annual performance reviews and how senior executives

can use these reviews when coaching their direct reports.

Negotiation Training

a third way to improve organizational performance is to understand why negotiation

training often fails. By examining the design of negotiation training, you will be able to

better determine why off-the-shelf approaches often fail to produce measurable gains.

an interactive exercise will focus on the steps company leaders can take to enhance

negotiating capabilities across their organization.

To prepare for this session, you will be asked to carefully review one of the most difficult

negotiations you have faced or will be facing in your organization, using a short set of

questions that are part of a negotiation audit.

/ identify the critical steps

to enhancing negotiation

capabilities across your

organization. /


the harvard negotiation master class is taught by a lineup of distinguished professors,

leading researchers, and renowned authors who have helped develop the negotiation

strategies used by many of the world’s most successful leaders. our faculty members have

negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes

agreements between world leaders. Together, they have developed this first-of-its-kind

program aimed at developing world-class negotiators.

Jared Curhan

Jared Curhan is the sloan distinguished associate Professor of

organization studies at miT’s sloan school of management, where he

specializes in the psychology of negotiation and conflict resolution. He is

the recipient of stanford University’s lieberman Fellowship for excellence

in teaching and university service, miT’s institute-wide teaching award, and

miT sloan’s Jamieson Prize for excellence in teaching. Professor Curhan

also serves on Pon’s executive Committee.

a recipient of support from the national science Foundation, Professor Curhan has

pioneered a social psychological approach to the study of “subjective value” in negotiation

(i.e., social, perceptual, and emotional consequences of a negotiation). His current research

uses the subjective value inventory (svi) to examine precursors, processes, and long-term

effects of subjective value in negotiation.

Professor Curhan is Founder and President of the Program for Young negotiators, inc., an

organization dedicated to the promotion of negotiation training in primary and secondary

schools. His book, Young Negotiators (Houghton mifflin, 1998), is acclaimed in the fields of

negotiation and education and has been translated into spanish, Hebrew, and arabic.

about the faculty


Kimberlyn Leary

Kimberlyn leary is an associate Professor at Harvard medical school and

the Chief Psychologist at the Cambridge Health alliance. Professor leary’s

major areas of teaching, clinical activity, and research are directed at

enhancing effective practice in negotiation, mediation, and psychotherapy.

she is the recipient of the ernest and gertrude Ticho award of the american

Psychoanalytic association and the american Psychological association’s

division of Psychoanalysis award for clinical scholarship.

Her research interests include the role of first impressions in shaping initial dialogues as

well as emotions and negotiation. Her current work is focused on delineating interpersonal

exchanges that promote change and collaborative decision making. she has published an

extended study of “critical moments” in an international mediation to end armed conflict

in aceh, indonesia, and researched a social enterprise venture in the middle east aimed at

capacity building in the region.

Professor leary sits on the editorial boards of the Psychoanalytic Quarterly, the Harvard

mental Health letter, and the Harvard Negotiation Journal. she has received fellowships

from the Ford Foundation, the american Psychoanalytic association, Harvard Kennedy

school, and the Committee on institutional Cooperation (CiC).

Lawrence Susskind

lawrence susskind is the Ford Foundation Professor of Urban and

environmental Planning at the massachusetts institute of Technology

and vice Chair, Pedagogy, Pon.

Professor susskind founded the Consensus Building institute in 1993

and has been delivering tailored learning and organizational development

solutions on a worldwide basis ever since. in Pon’s executive education programs, he has

delivered specialized negotiation training to more than 40,000 executives from around the

world. He has published more than 70 teaching simulations and a dozen teaching videos

and dvds. He has been a visiting lecturer at more than 50 universities in 20 countries,

including Harvard and stanford law schools.

Professor susskind is the author or co-author of 18 books, including Breaking Robert’s

Rules: The New Way to Run Your Meeting, Build Consensus, and Get Results (oxford

University Press), Built to Win: Creating a World-Class Negotiating Organization (Harvard

Business school Press), and Multiparty Negotiation (sage 2008). He has won a number of

prizes and awards, including a Pioneer award from the association for Conflict resolution.

Two of his books, The Consensus Building Handbook (sage) and Dealing with An Angry

Public (Free Press), won best dispute resolution book of the year awards.


about the faculty (continued)

Guhan Subramanian

guhan subramanian is the Joseph Flom Professor of law and Business at

Harvard law school (Hls) and the douglas Weaver Professor of Business law

at Harvard Business school (HBs). Professor subramanian is the first person

in the history of Harvard University to hold tenured appointments at both Hls

and HBs. at Hls, he teaches courses in negotiation and corporate law. at

HBs, he teaches several executive education programs, including strategic

negotiations, Changing the game, managing negotiators and the deal Process, and making

Corporate Boards more effective. He is the faculty chair for the Jd/mBa program at Harvard

University and the vice Chair for research at Pon. Prior to joining the Harvard faculty, he

spent three years at mcKinsey & Company.

Professor subramanian’s research explores topics in corporate governance and negotiation.

He has published articles in the Stanford Law Review, the Yale Law Journal, the Harvard

Business Review, and the Harvard Law Review, among other places. His recent book,

Dealmaking: The New Strategy of Negotiations, synthesizes the findings from his research

and teaching over the past decade. This book has been translated into Chinese (mandarin),

german, Japanese, Portuguese, and spanish. He is also co-author of Commentaries and

Cases on the Law of Business Organization, a leading textbook in the field of corporate law.

Professor subramanian has been involved in major public-company deals, such as

oracle’s $10.3 billion hostile takeover bid for Peoplesoft, Cox enterprises’ $8.9 billion

freeze-out of the minority shareholders in Cox Communications, the $6.6 billion leveraged

buyout of Toys “r” Us, and exelon’s $8.0 billion hostile takeover bid for nrg. He also

advises individuals, boards of directors, and management teams on issues of dealmaking

and corporate governance. over the past 10 years he has been involved as an advisor or

expert witness in deals or situations worth over $100 billion in total value.


fees and datesharvard negotiation master class

cambridge, ma

september 9–11, 2013

$4,497

Save $500: Second and subsequent registrants from

the same organization will receive a $500 discount

when attending the same session.

venuesheraton commander hotel

located only a few minutes’ walk from Harvard law school

and Cambridge Common, the sheraton Commander Hotel

has been a landmark in Harvard square since 1927. rooms

are available at a group rate for program attendees. To

make reservations, call (617) 547-4800 or 1-800-535-5007,

or visit http://www.sheratoncommander.com. Be sure

to mention that you are attending the Harvard master

negotiation Class with the Program on negotiation when

you make your reservations.

registration informationthree easy ways to register

1. Online

visit www.executive.pon.harvard.edu

2. By phone

Call 1-800-391-8629 between 9:00 a.m. and 5:00 p.m. esT,

any business day.

outside the U.s., please call +1-301-528-2676.

3. By mail

download the registration form at

www.executive.pon.harvard.edu and send it to:

Program on negotiation at Harvard law school

Pound Hall 501

1563 massachusetts avenue

Cambridge, ma 02138

Fax: +1-240-599-7679

what to bring

Please bring a laptop or tablet (e.g., iPad) with wireless

internet capability (WiFi) so that you can access the internet

for activities and assignments during class. We will provide

information on accessing the wireless network when you arrive.

requirements

Participants must demonstrate proficiency in english and

be able to converse fluently in dialogue with the instructor

and other students. a certification of fluency in english is not

required, though we suggest a ToeFl written exam score of

570 as the minimum proficiency standard.

Previous negotiation training experience is required. in

some cases, proof of participation may be required. if

you have questions about your eligibility, please contact

[email protected].

have questions?

email [email protected] or call 1-800-391-8629.

To learn more or regisTer, visiT www.executive.pon.harvard.edu

Program on negotiation

at Harvard law school

Pound Hall 501

1563 massachusetts avenue

Cambridge, ma 02138

T: 1-800-391-8629

F: 1-240-599-7679

e: [email protected]

Negotiation Master Class Free Program Guide

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