Negotiation for Executives

A new executive education offering from the Program on Negotiation at Harvard Law School

A game changing method

Dive deep into a way of thinking that optimizes your position in any given situation.

Learn from reality

Video modules developed specially for the course to simulate real problems and practice on site.

Excel at problem solving

Get the guidance you need to generate descriptive insights for negotiations.

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 effectively 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 different lenses, including business, law, government, economics, psychology, and education.

PON at Harvard Law School is delighted to be cooperating with Cambridge International Consulting, to offer for the first time, our PON Global course in Mexico City. This course is modeled on our flagship program taught in Cambridge, Massachusetts, three days of intensive and innovative learning.

PON Global – Mexico will enable you to have an interactive learning 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.

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 effective leader, I strongly encourage you to join our program in Mexico.

We look forward to welcoming you to this limited enrollment program.

Sincerely,

Robert H. Mnookin

Faculty Chair

Program on Negotiation at Harvard Law School

World Renowned

Widely recognized as a world leader in the field of negotiation and negotiation research, the Program on Negotiation is an interdisciplinary, multi-university research center based at Harvard Law School. Scholars from Harvard, MIT and Tufts develop negotiation principles and skills and share them in innovative courses that help train global leaders.

One of a Kind Program

PON Global “Negotiation for Executives” is a unique program that largely mirrors the extremely popular flagship program that PON has offered in Cambridge, Massachusetts, for more than 30 years. The program will test your beliefs and assumptions and help you overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies.

In this acclaimed program, PON compresses 30 years of groundbreaking research into three thought-provoking days. In sessions taught by expert faculty and with dynamic videos and video conferencing segments, you’ll broaden your understanding of negotiating concepts and acquire proven negotiating techniques.

Cambridge International Consulting

CIC is an international organization, expert in the use of influence as a strategic tool, in all its expressions. Its innovative techniques are based on four lines of action: negotiation, strategic communication, leadership and persuasion, being the more efficient tools for both personal and organizational change management.

CIC was founded fifteen years ago, consisting of a team of consultants trained at Harvard University and other international institutions with solid work experience that guarantees excellence in the provision of advice and training to all kinds of organizations. We have trained more than 25,000 participants and served more than 600 national and international companies.

CIC has participated in regional development programs for public and private organizations, in the areas of negotiation, conflict resolution, persuasion, leadership and communication. Support from these companies has facilitated their success in achieving their strategic objectives. In the United States, CIC has organized 17 Workshops, led by professors and researchers specializing in Negotiation, Persuasion and Leadership, from Harvard University.

Gustavo Velásquez
CIC
President

About the program

Negotiation for Executives – Mexico City

This time – and road-tested – curriculum has been utilized by more than 35,000 executives who have participated in PON’s Executive Education programs.

This autumn, you can join their ranks and acquire a framework for negotiation—equipping you to overcome barriers, manage conflict, and achieve better outcomes at the bargaining table, every single time.

Certificate

Participants who attend all sessions and participate in all simulations will receive an official Certificate of Completion from the Program on Negotiation at Harvard Law School.

Language of instruction

The language of instruction for the course will be English. Participants must be able to communicate at a business level in English.

Six program modules over three days

The PON Global curriculum consists of six modules:

  • Negotiation Fundamentals
  • Creating Value vs. Claiming Value
  • Best Practices for Difficult Situations
  • Dealing Effectively with Emotions and Relationships
  • Negotiating Across Cultures
  • Multi-party Negotiations, Internal Negotiations, and Organizational Challenges

Countries

Years of experience

5 Reasons to Attend

Negotiation for Executives – Mexico City

Develop better leadership skills

Most great leaders are skilled negotiators. While some have innate ability, everyone can improve their ability to negotiate effectively by learning from the negotiation experts. At the Program on Negotiation, with our 30 years of expertise, we accelerate your learning process and focus on techniques that work in the corner office and at the bargaining table, as well as in your personal life and community.

Get the deals you want and build strong relationships

The strategies you learn over this three-day program will help you finalize important deals, negotiate in uncertain environments, improve your working relationships, claim (and create) more value, and resolve seemingly intractable disputes. You’ll work through complex scenarios and learn problem-solving tactics that you can apply to your future negotiations.

Learn by practicing

The PON program is very interactive. In addition to class instruction, you will engage in negotiation exercises that put your new knowledge to work right away. You’ll test ground-breaking theories, practice new approaches, and see how other participants address the same problems. You’ll leave the program with a time-tested toolkit—one that works in both theory and practice.

Give and receive quality feedback

In the real world, we rarely get feedback on how we negotiate. Feedback is essential for continuing to grow and improve. In this course you will learn from others what you did well and what you might want to improve; and you will learn to give feedback to others so that they receive it well and can make adjustments.

Learn from the experts

You will learn from an on-site PON instructor as well as from leading PON faculty in video modules made especially for this course. You will also videoconference with faculty back in Cambridge, Massachusetts, who can answer your questions. PON faculty members have negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes agreements around the globe.

On-site Instructor

instructor

The on-site instructor for this workshop will be Samuel (Mooly) Dinnar. Dinnar is an instructor with the Harvard Negotiation Institute, a strategic negotiation advisor, and an experienced mediator of high-stakes, complex business disputes, with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor.

PON Faculty Video Modules

Alain Lempereur

Professor at Brandeis University

Alan B. Slifka Professor at Brandeis University, Director of the Masters’ Programs in Coexistence and Conflict at the Heller School for Social Policy and Management

    Daniel Shapiro

    Professor of Psychology

    Associate Professor of Psychology at Harvard Medical School/McLean Hospital, Associate Director of the Harvard Negotiation Project

      GUHAN SUBRAMANIAN

      Professor of Law and Business

      Joseph H. Flom Professor of Law and Business at Harvard Law School, H. Douglas Weaver Professor of Business Law at Harvard Business School

        JAMES SEBENIUS

        Professor of Business Administration

        Gordon Donaldson Professor of Business Administration at Harvard Business School, Director of the Harvard Negotiation Project

          Jared Curhan

          Professor of Organization Studies

          Sloan Distinguished Associate Professor of Organization Studies at MIT’s Sloan School of Management

            Jeswald Salacuse

            Professor of Law

            Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy at Tufts University

              Lawrence Susskind

              Professor of Urban and Environmental Planning

              Ford Professor of Urban and Environmental Planning at the Massachusetts Institute of Technology, Director of the MIT- Harvard Public Disputes Program

                MAX BAZERMAN

                Professor of Business Administration

                Jesse Isidor Straus Professor of Business Administration at Harvard Business School, Co-Director of the Center for Public Leadership at Harvard Kennedy School

                  Robert Bordone

                  Professor of Law

                  Thaddeus R. Beal Clinical Professor of Law at Harvard Law School, Founding Director of the Harvard Negotiation and Mediation Clinical Program

                    Robert Mnookin

                    Professor of Law

                    Samuel Williston Professor of Law at Harvard Law School, Chair of the Program on Negotiation at Harvard Law School, Director of the Harvard Negotiation Research Project

                      SHEILA HEEN

                      Lecturer on Law

                      Lecturer on Law at Harvard Law School, co-author of “Difficult Conversations” and “Thanks for the Feedback”

                        The Course

                        Participants will have the opportunity to test their beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios to learn a range of competitive and cooperative negotiation strategies.

                        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 different?
                        • Learn about the difference 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.

                        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 different tactics and how to feel confident about your ability to drive the negotiation.

                        • Learn the advantages of adopting a cooperative mindset.
                        • Learn strategies for building trust.
                        • Know when to share information – and when not.
                        • Understand the importance of knowing or guessing at the zone of possible agreement.
                        • Learn to evaluate risk and learn defensive moves against aggressive claiming.
                        • Consider the implications of opening offers.
                        • Know the importance of being aspirational and well-prepared.

                        MORNING
                        Best Practices for Difficult Situations

                        What makes some negotiation situations difficult 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.

                        To be effective, executives must learn to navigate personality differences, 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 “difficult 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.

                        MORNING
                        Negotiating Across Cultures

                        Learn how to overcome barriers to negotiating effectively across cultures by understanding differences in law, languages, professions, behaviour, attitudes, values and other factors. Learn strategies for dealing with cultural differences 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 effectively.

                        The final session builds on your accumulated knowledge to generate descriptive and prescriptive insights for negotiating across a variety of competitive contexts. Faculty will bring to life different 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 effective decision maker and negotiator over the long term. You will also be better prepared to acquire support from your organization.

                        PON around the world

                        Since last year PON has expanded its wings from an inside course at Harvard, to a world driven project.

                        Price

                        Hurry up and grow your negotiation skills 

                        NOV 29th, 30th and DEC 1st

                        Presale I
                        2.950USD
                        • Payment must be received in full in order to reserve a place in the course.
                        • Groups of 3 get a 5% discount.
                        • Tuition includes all course materials
                        • lunches and coffee breaks on all three days.
                        CHECKOUT
                        CERTIFICATE:

                        Participants who attend all sessions and participate in all simulations will receive an official Certificate of Completion from the Program on Negotiation at Harvard Law School.

                        WHO SHOULD ATTEND:

                        The PON Global “Negotiation for Executives” course attracts a diverse audience from both the private and public sectors. Participants span a wide range of titles and industries. Those who attend typically include: Chief Executive Officers, Company Presidents and Officers, Board Chairs and Board Members, Executive Directors, Managing Directors, Directors of Operations, Human Resources, Purchasing, Marketing, and Sales Managers, Lawyers, Mediators and Program Directors.

                        THE REQUIREMENTS:

                        The language of instruction for the program will be English without interpretation. Participants must be able to communicate at a business level in English.

                        Testimonials

                        “In my 30 year professional experience, this is the best negotiation program I have participated in. I am a dedicated ambassador to spread the word as to its value!”
                        Konstantina VitoratouNicosia PON Global Participant
                        “An excellent course, very advantageous for executives, gives new perspectives, very useful to personal, professional and social life.”
                        Anastasia PetsinariAthens PON Global Participant
                        “This program opened new dimensions in my perception of negotiations, giving me practice tools that I will use in the future, and deep insights as to the tool of negotiations in our society.”
                        Shulamit GeriTel Aviv PON Global Participant

                        Contact

                        CAMBRIDGE INTERNATIONAL CONSULTING, C.A.

                        Venue