SPRING

2020

HARVARD NEGOTIATION
MASTER CLASS
ADVANCED STRATEGIES FOR EXPERIENCED NEGOTIATORS

April 6–8, 2020 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. 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 invite you to participate in
this program: the Harvard Negotiation Master Class.

Like my fellow PON faculty members, I am often asked to advise organizations and their leaders on professional
(and often complex) negotiation challenges. This Master Class program is a response to requests for small-
group, faculty-led consultations; customized feedback; and unprecedented access to negotiation experts from
Harvard Law School, Harvard Business 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 April at this exciting program.

Sincerely,

Lawrence Susskind
Faculty Chair
Harvard Negotiation Master Class

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

AGENDA

/ Who can attend /

MONDAY, APRIL 6 This advanced program
5:30 p.m. – 6:45 p.m. Registration and Welcome Reception
is strictly limited to 60
6:45 p.m. – 7:30 p.m. Welcome and Overview participants. Participants
7:30 p.m. – 8:30 p.m. Dinner and Section Meetings typically have 10–20 years of
negotiation experience and
TUESDAY, APRIL 7 have taken a prior course with
7:30 a.m. – 8:30 a.m. Breakfast and Working Group Meetings PON or a comparable program.
8:30 a.m. – 12:30 p.m. Negotiating Emotionally Charged Conflicts A brief application is required.
12:30 p.m. – 1:30 p.m. Luncheon and Working Group Meetings If you have questions about
1:30 p.m. – 5:00 p.m. Thanks for the Feedback: Moving from “Experienced” your eligibility, please contact
to “Masterful” negotiation@law.harvard.edu.
5:15 p.m. – 6:15 p.m. Working Group Meetings
7:30 p.m. – 9:00 p.m. Dinner at Harvard Faculty Club

WEDNESDAY, APRIL 8
7:30 a.m. – 8:30 a.m. Breakfast and Working Group Meetings
8:30 a.m. – 12:00 p.m. Uncovering and Overcoming Bias at the Negotiation Table
12:00 p.m. – 1:00 p.m. Luncheon and Working Group Meetings
1:00 p.m. – 4:30 p.m. Multiparty Negotiation: Strategies for Improving Individual
Performance
4:30 p.m. – 5:00 p.m. Synthesize Learnings and Wrap-Up
5:00 p.m. Adjournment

 2.5 DAYS: Unprecedented faculty access

Throughout the program, you will have opportunities to meet with faculty members
and negotiation coaches in small groups to discuss personal negotiation challenges
and opportunities. Please make yourself available for all meals until we provide you
with your schedule of working groups.

DON’T MISS OUT

A master-level course for negotiators, this highly interactive program features:

• Small, faculty-led learning groups • Networking events

• 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
• Renowned faculty and master negotiators
from Harvard Business School, Harvard
Law School, and the Massachusetts
Institute of Technology

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

TUESDAY, APRIL 7, 2020
/Learn to set the tone and
agenda, create rapport,
and build momentum at the
outset of a negotiation./
3 Register online at www.executive.pon.harvard.edu
NEGOTIATING EMOTIONALLY CHARGED CONFLICTS
8:30 a.m. – 12:30 p.m.
Led by Daniel L. Shapiro
When an organization’s leaders are deadlocked on the issue of budget allocation; when
a work team takes sides on the question of who should be appointed leader; or when a
company grows and the firm’s original employees fear losing the firm’s unique culture and
values; how do we bridge the divide? Divisive dynamics can tear apart the closest friendship,
break up a marriage, and destroy a business—and create lingering feelings of pain and fear.
Yet, whether at home or at work, it’s impossible to avoid emotionally charged conflicts.
Led by Daniel Shapiro, this session will explore processes and tools for mending even
the toughest emotional divides. Going far beyond me versus you and us versus them,
this program will focus on integrative dynamics—a powerful method for transforming
emotionally charged conflicts into opportunities for mutual benefit.
Through highly interactive discussions and exercises, you’ll examine the four steps to
integrative dynamics:
1. U
 ncover the mythos of identity. Understand each side’s narrative—how they see the
conflict and their place in it.
2. Work through the emotional pain and resentments. Acknowledge each other’s
emotional angst and use psychological techniques to work through it.
3. Build crosscutting connections. Attune to the level of connection—and strengthen relations.
4. Reshape the relationship. Envision scenarios for coexistence, and find ways to fortify
relations into the future.
You will emerge from this program with a deeper awareness of the narrative that
impedes emotional resolution along with a practical methodology for bridging
emotional divides. As a result, you will be empowered to negotiate your most
deep-seated emotionally charged conflicts.
THANKS FOR THE FEEDBACK: MOVING FROM /Become familiar with the
“EXPERIENCED” TO “MASTERFUL” theory and practice of two-
1:30 p.m. – 5:00 p.m. level games and learn to
Led by Sheila Heen negotiate across and behind
the table./
As we become more experienced negotiators, past successes reinforce our strengths,
and we increasingly default to strategies and approaches that have served us well in the
past. As a result, our repertoire becomes deeper, but not broader. And our blind spots—the
places where we are missing opportunities, frustrating others, or settling for suboptimal
outcomes—become increasingly invisible to us.

To compound the challenge, as we become more senior in any organization, fewer and fewer
people are willing to give us candid coaching, even as our blind spots have a larger and larger
impact on our deals, our team, our colleagues, and our organization.

Most organizations combat this problem by teaching people how to give feedback skillfully
and often. And that helps, some. But at the end of the day, it’s the receiver who is in charge.
It’s the receiver who decides whether and how to take in the feedback, what sense to make
of it, and whether and how to change. And, it turns out, receiving feedback is among the
most challenging aspects of being human and of having relationships—both professional
and personal.

This session will build on recent work captured in Sheila’s book with Douglas Stone, Thanks
for the Feedback: The Science and Art of Receiving Feedback Well (Even When It Is Off Base,
Poorly Delivered, and Frankly, You’re Not in the Mood) (Viking 2014). We will look at what
makes receiving feedback so hard, the triggered reactions we all have, and how to find
genuine value in even the most unskilled and irritating feedback you get. You will leave the
session with a robust framework for improving the quality of feedback you give and receive.

Register online at www.executive.pon.harvard.edu 4

WEDNESDAY, APRIL 8, 2020
/ Learn how to recognize
and manage your own
biases and those of others
in negotiations. /
5 Register online at www.executive.pon.harvard.edu
UNCOVERING AND OVERCOMING BIAS AT THE NEGOTIATION TABLE
8:30 a.m. – 12:00 p.m.
Led by Francesca Gino
Entering into a negotiation, we assume that our counterparts will act rationally. Yet often,
our counterparts seem uninterested in reaching resolution, creating value, or even
maximizing their own self-interest. In many cases, negotiations are derailed by cognitive
biases—assumptions and systematic errors that can cloud judgment, affect decisions,
harm outcomes, and even escalate conflict.
To help you better understand this phenomenon and the psychology behind it, this session
summarizes the latest research on biases that influence behavior during negotiations—and
provides a framework for managing them. During the session, you will:
• Explore real-world scenarios—To illuminate the consequences of psychological biases,
we will evaluate a series of situations in which decision makers confront issues of seeming
irrationality, including the possibility of costly escalation. These interactive scenarios will
delve into confirmation bias, overconfidence bias, lack of perspective taking, narrow focus,
status quo bias, and the endowment effect.
• Probe internal biases—You will be asked to complete a “biased mind” exercise before
class begins to identify your own biases and then take part in a guided discussion of the
results during the session.
• Practice your newfound strategies—In an interactive negotiation simulation, participant
teams will learn how to manage their own biases as well as those of their counterparts.
By engaging in an interactive discussion, you will gain an understanding of the tools and
techniques that can be used to manage bias in negotiations and conflict situations. You will
emerge with an improved sense of self-awareness, enhanced ability to avoid systematic
negotiation errors, and a helpful framework for managing your own biases as well as those
of your negotiation counterparts.
To prepare for this session, we will make a “biased mind” exercise available to you in
advance of the program.
MULTIPARTY NEGOTIATION: STRATEGIES FOR IMPROVING /Identify the critical steps
INDIVIDUAL PERFORMANCE to enhancing negotiation
1:00 p.m. – 4:30 p.m. capabilities across your
Led by Lawrence Susskind organization./

As a participant in this advanced program, you’re undoubtedly familiar with what it takes to
succeed in two-party negotiations. However, multiparty negotiations, whether inside your own
organization or with external parties, are far more complex. When there are more parties, the
usual two-party approach to negotiation or problem solving won’t be sufficient to ensure good
results. This session focuses on the three key ways to achieve success in multiparty negotiations:

1. Building Coalitions
Coalitions become possible when three or more parties negotiate and band together to get
the votes they need or to stop others from forming a winning coalition. Coalition dynamics
can arise not just across the table (between parties in a dispute) but also behind the table
(among individuals on one side or the other).

2. Managing Multiparty Negotiations

When there are a lot of parties trying to discuss a number of issues, everyone has to fight for
“air time.” Someone has to set an effective agenda, hold participants to agreed-upon ground
rules, step in when emotions boil over, and keep a clear record of what has been agreed
upon. When one participant tries to do all of this, the others have a right to wonder whether
that person is trying to steer the process toward a particular outcome. An alternative is to
rely on a professional facilitator or mediator, but this isn’t always possible. The ways in which
participants in multiparty negotiations can both facilitate and pursue their own interests will
be a key focus of this segment of the Master Class.

3. Informal Problem Solving

Informal, facilitated problem-solving sessions (which are not part of the formal negotiation
process) give parties a chance to participate in idea generation in their personal, rather
than their professional, capacity. This is a way to ensure “inventing without committing.”
Professor Susskind will discuss how he has experimented successfully with such idea-
generating sessions in all kinds of multiparty negotiating contexts.

To highlight theoretical lessons and help you develop key multiparty negotiation skills,
this session includes two interactive simulations, along with case studies and engaging
classroom discussions. In this session, you will:

• Uncover the key differences between two-party and multiparty negotiations

• Explore research findings that highlight the difficulties likely to arise in multiparty
negotiating situations
• Learn how common multiparty negotiations are in many (if not most) business,
government, and organizational settings
• Have an opportunity to try out well-tested facilitation strategies for handling the difficulties
associated with multiparty negotiations

Register online at www.executive.pon.harvard.edu 6

 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 world’s most successful leaders. Our faculty members have
negotiated peace treaties, brokered multibillion-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.

Daniel L. Shapiro
The founder and director of the Harvard International Negotiation Program,
Daniel Shapiro teaches a highly evaluated course on negotiation at Harvard
College; instructs psychology interns at Harvard Medical School/McLean
Hospital; and leads executive education sessions at the Program on
Negotiation at Harvard Law School, Harvard Kennedy School, and Harvard
Medical School/McLean Hospital. He also has served on the faculty
at the Fletcher School of Law and Diplomacy, Tufts University, and at the Sloan School of
Management at Massachusetts Institute of Technology.

Named one of the top 15 professors at Harvard University, Shapiro specializes in practice-
based research—building theory and testing it in real-world contexts. He has launched
successful conflict resolution initiatives in the Middle East, Europe, and East Asia, and
for three years chaired the World Economic Forum’s Global Agenda Council on Conflict
Resolution. Focusing extensively on the emotional and identity-based dimensions of
negotiation and conflict resolution, Shapiro led the initiative to create the world’s first
Global Curriculum on Conflict Management for senior policymakers as well as a conflict
management curriculum that now reaches one million youth across more than 20 countries.
He is the recipient of numerous awards, including the American Psychological Association’s
Early Career Award and the Cloke-Millen Peacemaker of the Year Award.

“You’ll seriously become a game changer, learning from the best during this course.
There’s no doubt this is the best investment for you to become one of the greatest
negotiators around the world.”
—Jahasiel Emmanuel Sevilla Muñoz, Senior Strategic Account Executive, Salesforce

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

 Sheila Heen
Sheila Heen is a lecturer on law at Harvard Law School, co-founder
and CEO of Triad Consulting Group, and senior affiliate of the Harvard
Negotiation Project, where she has spent the last 20 years developing
negotiation theory and practice. She additionally teaches in executive
education and MBA leadership programs at Dartmouth’s Tuck School of
Business and Washington University’s Olin School of Management.

Professor Heen frequently partners with executive teams, helping them work through
conflict, repair working relationships, and make sound decisions together. In the public
sector, she has provided training for the New England Organ Bank, the Supreme Court of
Singapore, the Obama White House, and theologians struggling with disagreement over
the nature of truth and God.

An expert on managing difficult negotiations, Professor Heen is co-author of The New York
Times business bestseller Difficult Conversations: How to Discuss What Matters Most (Viking
1999), which has been named among 50 psychology classics and, by Penguin Books, among
the 75 most important books it has published. Her articles have appeared in The New York
Times, Harvard Business Review, Fortune, Negotiation Journal, and Real Simple, among others.

Francesca Gino
Francesca Gino is the Tandon Family Professor of Business Administration
in the Negotiation, Organizations & Markets Unit at Harvard Business
School, where she focuses on judgment and decision-making, negotiation,
ethics, motivation, and productivity. Professor Gino is also affiliated with
the Mind, Brain, Behavior Initiative at Harvard and the Behavioral Insight
Group at Harvard Kennedy School.

In addition to being chosen by Poets & Quants as one of its “40 under 40,” a listing of the
world’s best business school professors under the age of 40, Professor Gino has won
numerous awards for her teaching and for her research. Her work has been published
in academic journals, numerous book chapters, and practitioner outlets, as well as The
Economist, The New York Times, Newsweek, Scientific American, Psychology Today, and
The Wall Street Journal. She is the author of Sidetracked: Why Our Decisions Get Derailed
and How We Can Stick to the Plan (HBR Press, 2013).

Professor Gino regularly advises and trains executives in firms and not-for-profit organizations
in the areas of negotiation, decision-making, leadership, and organizational behavior.

Register online at www.executive.pon.harvard.edu 8

 ABOUT THE FACULTY (continued)

Lawrence Susskind
Lawrence Susskind is the Ford Foundation Professor of Urban and
Environmental Planning at the Massachusetts Institute of Technology
and one of the founders of PON, where he is vice chair for instruction
and director of the Teaching Negotiation Resource Center.

In PON’s executive education programs, Professor Susskind 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 Good for You, Great for
Me: Finding the Trading Zone and Winning at Win-Win Negotiation; Breaking Robert’s Rules:
The New Way to Run Your Meeting, Build Consensus, and Get Results; Built to Win: Creating a
World-Class Negotiating Organization; and Multiparty Negotiation. 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 and Dealing with an Angry Public, won
awards as best dispute-resolution book of the year.

“This is a great opportunity to spend time with the best in the business. A clear
development step from the great PON classes and an opportunity to personalize
and tailor to your own issues and plans. A must do!”
— Marko Johns, Head of EMEA Investment, Oath

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

FEES AND DATES
Harvard Negotiation Master Class
Cambridge, MA
April 6–8, 2020
$5,497
VENUE
Top rated among Cambridge hotels, Kimpton Marlowe
Hotel offers comfort, style, and luxury in a lively setting.
Overlooking the Charles River and less than four miles
from Logan Airport, the hotel is located in a quiet haven
near Kendall Square, one of the world’s leading centers
for biotech research and innovation.
Within minutes of the hotel, you’ll find it all—from dozens
of colleges and universities to historic sites and cultural
destinations. During your stay, you can catch a game at
TD Garden or Fenway Park, wander the leafy Harvard and
MIT campuses, enjoy the restaurants and coffee shops of
Kendall Square, go shopping on Newbury Street, or explore
some of downtown’s most popular sights (like the Seaport
District, Faneuil Hall, the Aquarium, the Museum of Science,
or Boston Common).
Visit www.hotelmarlowe.com for more information.
To reserve your room, call 1-800-825-7140 or
1-617-868-8000.
April 2020 rate: $279 for double occupancy
Be sure to tell the hotel that you are with the Program on
Negotiation, Master Class program. You are encouraged
to make your reservation early, as room rates are only valid
until the cut-off date (one month in advance of the program
start) and are subject to availability.
REGISTRATION INFORMATION
Two 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 United States, please call +1-301-528-2676.
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
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 minimum proficiency standard. PON may call applicants
to assess English proficiency.
Participants must have prior negotiation training and 10–20
years of negotiation experience. If you have questions about
your eligibility, please contact negotiation@law.harvard.edu.
If you are traveling from overseas, we encourage you to consult
with your consulate/embassy as soon as possible. To support
your visa process, PON can provide a letter of enrollment upon
receipt of your registration and tuition payment.
Participants must attend all sessions of the course to
receive a certificate of completion. Please make your travel
plans accordingly.
Have questions?
Email negotiation@law.harvard.edu or call 1-800-391-8629.
Register online at www.executive.pon.harvard.edu 10
 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