harvard negotiation master class

Advanced strategies for experienced negotiators

September 911, 2013 Cambridge, MA

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 whats 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-onone 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 Technologyall 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

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AGENDA

Monday, September 9
3:005:30 p.m. 5:306:45 p.m. 7:15 p.m. Registration Welcome Reception Dinner

/ 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 Breakfast Introduction and Overview Analyzing Objective and Subjective Value in Negotiation Luncheon Dealing with the Toughest Questions: Anticipating and Responding Effectively Working Dinner about your eligibility, please contact negotiation@ law.harvard.edu.

Tuesday, September 10
7:308:30 a.m. 8:309:00 a.m. 9:00 a.m.12:30 p.m. 12:301:30 p.m. 1:305:00 p.m. 6:30 p.m

Wednesday, September 11
8:009:00 a.m. 9:00 a.m.12:30 p.m. 12:301:30 p.m. 1:303:00 p.m. 3:154:30 p.m. Breakfast Diversifying the Negotiators 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.

Dont 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: 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 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

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TUESDAY, SEPTEMBER 10, 2013

/ 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. /

Analyzing Objective and Subjective Value in Negotiation

9:00 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 counterpartswhats known as subjective valueoften 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.

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Dealing with the toughest Questions: Anticipating and Responding Effectively

1:305:00 p.m. Led by Guhan Subramanian Skilled negotiators anticipate and prepare for their counterparts 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 Ill get the level of service that youre saying I will get? And the eternal: Whats 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 bottomline 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 counterparts possible responses and reactions Plan out your first several movesbefore ever sitting down to the table Ensure a productive conversation Respond satisfactorily to the other sides 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. /

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WEDNESDAY, SEPTEMBER 11, 2013

/ Learn how to add emotional preparation to your negotiation toolkit. /

Diversifying the Negotiators 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.

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Building a World-Class Negotiating Organization

1:30 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 organizations 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 negotiators 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. /

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about the faculty

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 worlds 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 MITs Sloan School of Management, where he specializes in the psychology of negotiation and conflict resolution. He is the recipient of Stanford Universitys Lieberman Fellowship for excellence in teaching and university service, MITs institute-wide teaching award, and MIT Sloans Jamieson Prize for excellence in teaching. Professor Curhan also serves on PONs 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.

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Kimberlyn Leary Kimberlyn Leary is an Associate Professor at Harvard Medical School and the Chief Psychologist at the Cambridge Health Alliance. Professor Learys 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 Associations 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 PONs 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 Roberts 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.

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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 Subramanians 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 Oracles $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 Exelons $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.

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FEES AND DATES

Harvard Negotiation Master Class Cambridge, MA September 911, 2013 $4,497 Save $500: Second and subsequent registrants from the same organization will receive a $500 discount when attending the same session.

registration information
Three 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 negotiation@law.harvard.edu. Have questions? Email negotiation@law.harvard.edu or call 1-800-391-8629.

VENUE
Sheraton 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.

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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: negotiation@law.harvard.edu