We are partnered with the Program on Negotiation at the Harvard Law School. Drawing on years of practical and academic knowledge, this esteemed faculty has developed a powerful, practical, and efficient approach which we believe can improve your negotiating performance.

We call it “mutual gains negotiation,” and we use this curriculum to teach managers and executives how to be effective in negotiation skills. The mutual gains framework combines the successful strategies of experienced negotiators with proven theory to help you:

  • Prepare for negotiations more effectively
  • Focus on problems and not on personalities
  • Avoid typical “win-lose” situations
  • Deal better with those who play outside the rules
  • Learn To Be A Better Negotiator

We believe you can learn to achieve better outcomes; become more proficient in long-term decision making; enhance your leadership skills; or more easily reach consensus with people working around you.

This pragmatic negotiation process allows you to deal with the kinds of complex problems you face every day. You’ll learn how to build a framework for successful negotiation through expert presentations and interactive simulations. You’ll also learn the elements of mutual gains negotiation:

  • Know your BATNA (Best Alternative To a Negotiated Agreement)
  • Distinguish interests from positions
  • Invent options without committing
  • Insist on objective criteria
  • Separate the people from the problem
  • How to maximize joint gains

Each program segment features a variety of simulations and exercises that allow you to put key lessons immediately into practice. We will focus on three elements crucial to any successful negotiation:

  1. Setting the Stage for Productive Negotiations: Diagnosing the Negotiation Problem
  2. Negotiating Better Outcomes: Building Successful Relationships
  3. Dealing With Obstacles and Complicating Factors

Since its development, the mutual gains approach to negotiation has been used with remarkable success in a wide range of corporate, industrial and government initiatives throughout the world.

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