HARVARD NEGOTIATION

MASTER CLASS
ADVANCED STRATEGIES FOR EXPERIENCED NEGOTIATORS

LIVE AND ONLINE

NOVEMBER 16–18, 2021

Dear Colleague:

The Program on Negotiation (PON) is pleased to offer a live, online session of our Harvard Negotiation Master Class.
Designed specifically for professionals who have previously taken part in negotiation training, this advanced program
will enhance your ability to shape deals, salvage relationships, and achieve better outcomes at the bargaining table—all
without leaving the comfort of your home or office.

The Master Class features small-group, faculty-led consultations; customized feedback; and unprecedented access to
negotiation experts from Harvard Law School, Harvard Business School, and the Harvard Kennedy School—all of whom
are committed to delivering a transformational learning experience. Highlights of this highly interactive live and online
program include:

• Small, coach-led learning groups

• Personalized negotiation assessments from faculty and peers
• Dynamic, technology-enabled simulations
• Real-world case studies
• Advanced negotiation concepts and strategies
• Application and refinement of advanced negotiation techniques

Given the highly personalized nature of our Master Class, it is limited to 60 participants who have completed prior
courses in negotiation.

You will emerge from this program a highly skilled and confident negotiator who can drive negotiations, no matter how
complex—and be the person at the table who truly understands the game and how to play it.

I hope you will take advantage of this exceptional learning experience.

Sincerely,

Brian Mandell
Faculty Chair
Harvard Negotiation Master Class
HARVARD NEGOTIATION MASTER CLASS

This advanced program is strictly limited to 60 participants. Participants typically have 10–20 years of negotiation
experience and have taken a prior course with PON or a comparable program. A brief application is required. If you have
questions about your eligibility, please contact negotiation@law.harvard.edu.

LIVE AND ONLINE

Program Features
DAY 1: TUESDAY, NOVEMBER 16 A master-level course for negotiators,
9:00 am – 10:30 am The First 180 Seconds: Creating Impactful Openings – this highly interactive program
Brian Mandell features:
10:30 pm – 11:00 pm Break • Small coach-led learning groups
11:00 am – 12:30 pm The Last 180 Seconds: Closing the Deal with Confidence – • Personalized negotiation
Brian Mandell
assessments from faculty
12:30 pm – 1:00 pm Break and peers
1:00 pm – 4:30 pm Advanced Difficult Conversations–Building (and Re- • Dynamic, technology-enabled
Building) Trust in Challenging Relationships – Sheila Heen simulations
• Real-world case studies
DAY 2: WEDNESDAY, NOVEMBER 17 • Advanced negotiation concepts and
9:00 am – 12:30 pm Managing “Trigger Point” Moments – Rob Wilkinson strategies
12:30 pm – 1:00 pm Break • Application and refinement of
1:00 pm – 4:30 pm Difficult Deals and Ugly Conflicts – Deepak Malhotra advanced negotiation techniques
• Renowned faculty and master
negotiators from Harvard Business
DAY 3: THURSDAY, NOVEMBER 18
School, Harvard Law School, and
9:00 am – 12:30 pm Multiparty Negotiations: Managing the Challenges and Harvard Kennedy School
Opportunities of Group Decision Making – Alonzo Emery
12:30 pm – 1:00 pm Break
1:00 pm – 3:00 pm Synthesize Learning and Wrap-Up – Brian Mandell

Personal Coaching
Opportunities
Participants in this Harvard
Negotiation Master Class will
have the opportunity to work with
experienced coaches in small
groups. By collaborating closely
with experts and small groups of
peers who are tackling negotiation
challenges of their own, you
will gain powerful insights and
learn new ways to improve your
performance, both at and away
from the negotiating table.

Register online at www.executive.pon.harvard.edu iii

TUESDAY, NOVEMBER 16, 2021

THE FIRST 180 SECONDS:

CREATING IMPACTFUL OPENINGS Brian Mandell is
9:00 am – 10:30 am | Led by Brian Mandell the Mohammad
Kamal Senior
Learn to set the tone and build momentum at the outset of a negotiation.
Lecturer in
As a seasoned negotiator, you know how important it is to come prepared for the Negotiation and
full arc of a negotiation. Research shows, however, that you should spend just as Public Policy
much time preparing for the first 180 seconds of a negotiation encounter as you at the Harvard
do for the rest. That’s because the outcomes of the very first interactions—where Kennedy School, a faculty associate
negotiators act upon thin slices of information—disproportionately affect overall at the Center for Public Leadership,
success. Moreover, when things go awry in these critical first few moments, it can and director of the Harvard Kennedy
be difficult to recover lost ground. School Negotiation Project.
He is a preeminent teacher and
In this session, you’ll learn how to effectively set the tone and agenda, create curriculum designer at the Harvard
rapport, and build momentum at the outset of a negotiation. Additionally, you will Kennedy School, where he leads
enhance your ability to: an innovative, intensive annual
• Prepare for negotiation by evaluating sources of power and assessing workshop course on advanced
barriers to negotiated agreement multiparty negotiation and
• Identify shared, opposing, and tradeable interests conflict resolution.
• Set a firm, collaborative tone, shape expectations, and propose a well- Professor Mandell refined his case
sequenced agenda that aligns with your priorities
teaching methods in international
• Generate momentum and a trust-building conversation by sharing affairs as a Pew Faculty Fellow and
information subsequently trained faculty from
• Invoke fairness standards to avoid early missteps likely to trigger an impasse across the United States in case-
or motivate potential spoilers method pedagogy with a special
• Ask probing, clarifying, and investigative questions in a nondefensive emphasis on teaching and writing
manner cases for international security
• Make opening offers grounded in high aspirations that signal a robust BATNA studies.
• Leverage your professional reputation to encourage concessions
He is a multiple recipient of the
• Maintain emotional control and defend against hard bargaining tactics
school’s Most Influential Course
by reframing unacceptable early moves or offers designed to destabilize
negotiators Award, the Manuel C. Carballo
Award for Excellence in Teaching,
• Establish the groundwork for writing the other side’s victory speech by
focusing on addressing their underlying interests and concerns and the Dean’s Award for Teaching
Excellence. Through the Negotiation
• Signal your attentiveness to geographic and organizational cross-cultural
differences Project, Professor Mandell
designs and produces multiparty
To enable a constructive coaching session, participants will be surveyed about their negotiation exercises that focus on
opening moves in negotiations and be provided with relevant reading materials. the challenges of cross-boundary
collaboration.

Additionally, he is designing and

developing curriculum material
As a lawyer, I have attended many professional trainings
for graduate students and
throughout my career. The negotiation master class was the
congressional staffers in the Hewlett
most valuable one yet. It was useful, practical, and interesting,
Foundation’s Madison Initiative on
and I’ll put what I learned into practice immediately.
strengthening bipartisan legislative
Heather Stevenson negotiation in Congress.
Assistant General Counsel, Boston Globe Media Partners, LLC

Register online at www.executive.pon.harvard.edu iv

TUESDAY, NOVEMBER 16, 2021

THE LAST 180 SECONDS:

CLOSING THE DEAL WITH CONFIDENCE
11:00 am – 12:30 pm | Led by Brian Mandell

Openings and closings are the critical bookends of any negotiation: the close.

You’ve made it to the end of a negotiation—are you ready for what comes next?
The goal of this session is to prepare you to effectively manage those final
minutes in a negotiation when an important, high-consequence deal hangs in the
balance and any missteps could quickly undermine parties’ trust and confidence,
resulting in the deal unraveling. Navigating this “last mile challenge” compels
negotiators to multi-task—to maintain discipline, focus, and resilience, while
simultaneously addressing the substantive and relationship dimensions of the
negotiation needed for crafting a sustainable value-creating deal.

In this session, you’ll learn how to:

• Assess willingness and readiness to close the deal

• Overcome psychological and bureaucratic decision-making barriers to
commitment making and closing the deal
• Confront hard bargaining “take it or leave it” and yes-but tactics
• Write your counterpart’s victory speech to reduce hesitancy and resistance
to closing the deal now
• Use the negotiator’s pause to better control the rate and scope of making
any final concessions
• Deal with an impasse stemming from the last-minute introduction of new
pre-conditions prior to signing the deal
• Distinguish between hard and soft closings and when to use them to
maximize your leverage
• Manage intra-team conflict with your own back table to better communicate
strong and consistent signals across the table
• Limit gratuitous bargaining and conflict escalation
• Leverage deadlines and time urgency
• Build commitment to deal implementation
• Frame and re-frame offers to scope and refine the deal components
• Use dispute resolution mechanisms to safeguard against a counterpart’s
non-compliance with commitments to deal implementation

A masterfully designed program that

integrates skill building and self-awareness.
Expect to be challenged and to change.

Prabha Sankaranarayan
Mediators Beyond Borders International

Register online at www.executive.pon.harvard.edu v

TUESDAY, NOVEMBER 16, 2021

ADVANCED DIFFICULT CONVERSATIONS — BUILDING (AND

RE- BUILDING) TRUST IN CHALLENGING RELATIONSHIPS Sheila Heen is a
1:00 pm – 4:30 pm | Led by Sheila Heen lecturer on law
at Harvard Law
Overcome the relational friction and frustration that can make joint problem- School, cofounder
solving impossible. and CEO of
Triad Consulting
You can’t avoid difficult conversations. But you can learn to make them less
Group, and
painful—and more productive. In this session, we will take a look at three suites of
senior affiliate of the Harvard
skills that advanced negotiators can use to diagnose challenges and adjust their
Negotiation Project, where she has
approach when things get tough. We will also draw on the Difficult Conversations
spent the last 20 years developing
framework for engaging tough issues in difficult circumstances, and under time
negotiation theory and practice.
pressure.
Additionally, she teaches in executive
The centerpiece of this session will be preparing for and conducting a 10-minute education and MBA leadership
negotiation, in which frustration, mistrust, time pressure, grave consequences, programs at Dartmouth’s Tuck
and the need for complex problem-solving come together to create a perfect School of Business and Washington
storm. University’s Olin School of
Management.
Alongside your peers, you will have the opportunity to:
Professor Heen frequently partners
• Face a counterpart who is impatient, distracted, in a position of authority,
with executive teams, helping them
and with whom you have some relationship history
work through conflict, repair
• Work with a teammate in order to learn from another’s negotiation approach
working relationships, and make
and think about how to best prepare together as a team
sound decisions together. In the
• Integrate sometimes conflicting information from multiple sources
public sector, she has provided
• Clarify your own purposes and priorities training for the New England
• Plan how to open and to frame the problem Organ Bank, the Supreme Court
• Respond to unexpected surprises or resistance of Singapore, the Obama White
• Draw on your diagnostic skills to make good choices in the moment as the House, and theologians struggling
negotiation unfolds with disagreements over the nature
• Practice advanced skills that will enable you to repair trust, build a stronger of truth and God.
working relationship, and solve problems together
An expert on managing difficult
• Receive coaching from peers, and from watching your own negotiation,
negotiations, Professor Heen is
which will be recorded and available for your continued learning after the
session coauthor of the New York Times
business bestseller Difficult
Conversations: How to Discuss
What Matters Most (Viking 1999),
which has been named among the
50 psychology classics and, by
You’ll seriously become a game changer, learning Penguin Books, among the 75 most
important books it has published.
from the best during this course. There’s no doubt
Her articles have appeared in the
this is the best investment for you to become
New York Times, Harvard Business
one of the greatest negotiators around the world.
Review, Fortune, Negotiation Journal,
Jahasiel Emmanuel Sevilla Muñoz and Real Simple, among others.
Senior Strategic Account Executive, Salesforce

Register online at www.executive.pon.harvard.edu vi

WEDNESDAY, NOVEMBER 17, 2021

MANAGING “TRIGGER POINT” MOMENTS

9:00 am – 12:30 pm | Led by Rob Wilkinson A negotiation
and leadership
Identify—and capitalize on—game-changing inflection points. specialist, Rob
Maybe this scene is familiar to you: You are engaged in some sort of Wilkinson is on
interaction—a quick chat with a colleague in the hallway, a spirited political debate the faculty at
with an aunt at the dinner table, a friendly exchange with the stranger behind you Harvard Kennedy
in line at the bank. You and your counterpart are pleasant and cordial. School, where
he teaches graduate courses on
And then things change. leadership in complex environments
Your counterpart says something and the words you hear are an affront—to your and negotiation theory and practice.
values, your beliefs, and even your identity—and in that moment, you are frozen.
You wrestle with the impulse to defend against personal attack, or the need to Wilkinson has won several Dean’s
correct this person’s misguided views on such an important topic. Teaching Awards at Harvard and
also served as a special advisor on
What should you do? negotiation at the Massachusetts
Call them out and risk escalating the situation, or walk away and risk validating Institute of Technology.
their righteousness? Hear them out and risk amplifying their nonsense, or
educate them and risk compelling them to dig in further? Previously, he was on the faculty at
Tufts University’s Fletcher School of
You need to manage those tensions, control your emotions, and make decisions: Law and Diplomacy for eight years.
on what you’re trying to accomplish, on whether to engage, on how to engage, on
how to preserve the relationship, on how to end this conversation. As a management consultant,
Wilkinson has nearly 25 years
And it all has to happen in about two seconds. of experience in more than 45
countries within the private,
This session will examine these moments—when we impulsively react or are
public, and nonprofit sectors.
clueless how to—through the lens of choice, and how we can manage our
From General Mills and IBM to
individual abilities to identify, analyze, and select one in a split second, thus
the Gates Foundation and the
charting the course for the rest of the interaction.
World Wildlife Fund, he has helped
Participants will walk away with a set of concrete ideas, tools, and skills for how to numerous Fortune 500 companies,
avoid reacting instinctively and, instead, diagnose what is going on in a heat-of- government agencies, international
the-moment situation, and respond thoughtfully and strategically. organizations, and charities increase
their effectiveness.

Wilkinson has worked overseas on a

variety of international negotiation
This course truly enables you to take a step back projects, including spending three
and reflect on your negotiation practice, get feedback, years in Rwanda working with
and walk away with a rich toolkit of ideas and Hutu and Tutsi communities and
strategies to work with. I would highly recommend it! two years working with the UN
Peacekeeping Mission in Angola.
Somia Sadiq
Narratives Inc.

Register online at www.executive.pon.harvard.edu vii

WEDNESDAY, NOVEMBER 17, 2021

DIFFICULT DEALS AND UGLY CONFLICTS

1:00 pm – 4:30 pm | Led by Deepak Malhotra Deepak Malhotra
is the Eli Goldston
Navigate seemingly impossible negotiations with confidence. Professor
As a seasoned negotiator, you know how it works: Some negotiations are easy. of Business
Others are more difficult. And then there are situations that seem entirely Administration at
hopeless—the negotiations where conflict is rapidly escalating, people are Harvard Business
behaving aggressively or unethically, and you are not in control of the process or School and sits
rules of engagement. To make matters worse, you have limited power, money, or on the Executive Committee of the
other resources to work with in order to reach a successful resolution. Program on Negotiation at Harvard
Law School.
While these situations can be daunting, even the most intractable conflicts can be
resolved successfully—if you have the right tools. Deepak’s teaching, research,
and advisory work is focused on
In this session, we will identify frameworks, principles, and tactics to help you negotiation, deal making, diplomacy,
break impasses and navigate difficult deal and dispute environments more and conflict resolution. He has won
effectively. In addition to negotiation theory, the afternoon will feature two case numerous awards for his teaching
discussions—one involving a high-stakes business deal and the other involving a and research, including the HBS
protracted and seemingly intractable armed conflict. Faculty Award, and has been twice
selected by Harvard MBA students
By participating in in-depth analysis and interactive group discussions, you will
to give the end-of-year speech to the
discover the importance of, and gain greater proficiency in a variety of valuable
graduating class. In 2020, Deepak
negotiation skills, including:
was named MBA Professor of the
• Controlling the frame of the negotiation Year by Poets & Quants.
• Negotiating process (and not just the substance of the deal)
Outside HBS, Deepak is a trainer,
• Creating the conditions that make ultimate success more likely consultant, and advisor to firms and
• Auditing and altering the scope of what is being negotiated, when necessary CEOs across the globe and an advisor
• Ensuring that your strategy has accounted for the interests, constraints, to governments that are trying to
alternatives, and perspectives of all parties that can influence the negotiate an end to protracted and
negotiation (not just the people in the room) intractable armed conflicts.

This program was full of

practical and impactful
insights. Not only were the
instructors and coaches
fantastic, but having
program participants from
around the world added a
diversity of perspectives and
experiences.

Edward Casmere
Founding Partner, Riley Safer
Holmes & Cancila LLP

Register online at www.executive.pon.harvard.edu viii

THURSDAY, NOVEMBER 18, 2021

MULTIPARTY NEGOTIATION:
MANAGING THE CHALLENGES AND OPPORTUNITIES OF Alonzo Emery is a
GROUP DECISION MAKING lawyer, mediator,
facilitator, and
9:00 am – 12:30 pm | Led by Alonzo Emery
educator who
Put your negotiation skills to the test. specializes
in navigating
Most decisions are made with input from a variety of stakeholders. As the
challenging
number of parties at the decision-making table grows, negotiation challenges
conversations and complex
and the opportunities they present multiply as well. Additional parties create
negotiations. He works with leaders
more opinions about the “right” process to follow and more views about which
across industries to develop
issues should remain central. Attempting to satisfy all of these various interests
effective conflict management
and perspectives can reduce the zone of possible agreement. This session
strategies and engage in meaningful
explores how advanced negotiators manage the myriad challenges of multiparty
cross-cultural dialogue.
negotiations, while also leveraging opportunities to improve relationships and
create greater value. In this capacity, he has led projects
Through a fast-paced multiparty negotiation simulation, you will put the many and workshops for Salesforce,
skills you have honed throughout the workshop to the test. The simulation Hewlett Packard, HSBC, the U.S.
debrief will help you to draw unique insights from your own experience—lessons Department of Justice Community
that you can rely on during the many group processes you will lead in the future. Relations Service, the National
Specifically, you will learn to: Institutes of Health, the Asian
Development Bank, the Natural
• Diagnose the peaked challenges inherent in multiparty negotiations
Resources Defense Council, and
• Identify key stakeholders and decide which to include at the table JSW Law School in the Kingdom of
• Focus on value creation in the face of multiple, conflicting interests Bhutan, among many others.

• Maintain relationships while managing diverse personalities and perspectives Prior to joining Harvard Law School,
• Design a robust process that will keep your group moving forward and on task Emery was on faculty at Renmin
University of China Law School
• Consider and choose the right forum for your group discussions
in Beijing, where he launched the
• Establish group norms to help guide you through your deliberations Renmin University Disability Law
• Set realistic deadlines that will keep your group centered on its purpose Clinic, the first law school clinic
in China dedicated exclusively to
• Divide responsibilities appropriately so that each group member fills a
serving persons with disabilities.
meaningful and useful role
He has additionally taught at
Georgetown University and the
University of California, Berkeley.

The gold standard for

successful negotiation
strategies.

Peter Kastlunger
Freshfields Bruckhaus Deringer

Register online at www.executive.pon.harvard.edu ix

 THURSDAY, NOVEMBER 18, 2021

SYNTHESIZE LEARNING AND WRAP-UP

1:00 pm – 3:00 pm | Led by Brian Mandell

In this closing session, Brian Mandell introduces a Theory of Practice (ToP) that will help you systematically reflect on the key
elements of your personal theory of negotiation practice and link them to key learning objectives from the program. The ToP
includes the instructions we give ourselves regarding the steps we should take to prepare for a negotiation; the list of things
needed to maximize the creation of value in each negotiation; the strategies to follow when it is time to distribute value; and the
moves to make when agreements need to be implemented.

LIVE AND ONLINE

FEES AND DATES

November 16–18
This is a great opportunity to spend $4,497
time with the best in the business.
A clear development step from REGISTRATION INFORMATION
the great PON classes and an Two easy ways to register
opportunity to personalize and 1. Online | Visit www.executive.pon.harvard.edu.
tailor to your own issues and plans. 2. By phone | Call 1-800-391-8629 between 9:00 a.m. and 5:00 p.m. EST, any
A must do! business day. Outside the United States, please call +1-301-528-2676.

Marko Johns There will be an introductory technology overview session offered in

Head of EMEA Investment, Oath advance of the program and opportunities during the program to network
with faculty, staff, and your fellow classmates.

Requirements
In addition to completing a brief application, 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, although we suggest a TOEFL written exam score of 570 as the
This is a great program to meet
minimum proficiency standard. PON may call applicants to assess English
peers of diverse backgrounds from
proficiency.
around the world who are interested in
expanding their negotiating acumen. Participants must have prior negotiation training and 10–20 years of
negotiation experience. If you have questions about your eligibility, please
Brendan Schmonsees
contact negotiation@law.harvard.edu.
Contracts and Negotiations Manager,
Intel Corporation This is a synchronous online program and participants are required to attend
all sessions via Zoom, the virtual classroom. In order to connect to class,
participants must have reliable internet access, a microphone, webcam, and
speakers. Participants must attend all sessions of the course to receive a
certificate of completion.

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

Register online at www.executive.pon.harvard.edu x

 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