Course Dates: May 20 - 21, 2024
Course Times: 10:00a.m. - 5:30p.m. Eastern / 7:00a.m. - 3:30p.m. Pacific
Tuition: $2750.00
*CLE-approved in California, New York for California, New York, and the jurisdictions that accept California-approved courses.
Course Description: Join us for this special virtual offering of the same curriculum you would experience in our 2-day in-person intensive. The Negotiation Intensive course was formerly offered through the Harvard Program on Negotiation, and is now offered by CNI and taught by the same faculty who delivered the course at Harvard Law School for many years.
Most professionals, irrespective of their specialty, must negotiate. Yet most professionals have devoted little organized thinking and experience to understanding the negotiation process and the approaches and techniques available to them.
By combining theory and practice, this course will aim to improve the participants’ understanding of negotiation and their effectiveness as negotiators. Participants will spend much of their time engaged in negotiation exercises and in reviewing and critiquing what worked, what did not, and why.
The workshop will provide participants a conceptual framework for analyzing, preparing for, and conducting negotiations. While we will teach from a variety of research traditions and perspectives, the main organizing frameworks will be drawn from several groundbreaking books written by Harvard Law School faculty, including Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, Bill Ury, and Bruce Patton; and Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton, and Sheila Heen. Participants in the workshop will be introduced to the theory of negotiation developed in these texts. This approach seeks to teach participants the value of negotiating from a principled or problem-solving position.
The course is structured around a series of lectures, case studies, and group de-briefings. Participants will negotiate in groups and one-and-one. The course will use case study materials developed at the Program on Negotiation at Harvard Law School. After participants negotiate each case, the instructors will lead the class in a structured review designed to pull out the main learning points.
At the end of the course, participants will:
Improve their theoretical understanding of negotiation
Increase their own self-awareness of themselves and others in conflict
Learn how to prepare effectively for negotiation and how to measure success after a negotiation
Practice critically important negotiation skills including framing, listening, empathy, and effective assertion.
Develop strategies for handling hard bargaining behaviors
Improve in their understanding of partisan perceptions, emotions, and identity in conflict situations
Improve in their ability to manage complex dynamics at the negotiation table.
Enhance their capacity to build consensus, create winning and blocking coalitions, and manage multiparty negotiations
The course is designed for high-performing professionals from any industry who want to hone their negotiation skills and develop a more effective set of responses. To deliver the personalized learning experience for which this program is known, enrollment is strictly limited to 24 participants. Our sessions will meet virtually for 2 full days. We hope you will join us.