Negotiation Skills: Strategies for Increased Effectiveness
September 14–15, 2016
October 17–18, 2016
November 16–17, 2016
Becoming a more effective negotiator
Negotiation is an integral part of creating value for the organization. Your success depends on your personal skills as a negotiator, whether you are seeking resources for your project or team, deciding on a new hire’s salary, or inking a high-stakes deal for your company.
In this negotiation training program, you will gain insight into the habits of dealmakers as you build your own skills. Through a series of group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges—at work and beyond.
Why you should attend
- Achieve better results in both formal and informal negotiations
- Build confidence in your bargaining power and abilities
- Improve negotiations by managing your emotions and influencing others
- Build positive, productive relationships with all parties at the table
- Create value and “enlarge the pie” to produce win-win outcomes
- Understanding the interests, priorities, and goals of all parties
- Maximizing opportunity through pre-negotiation preparation
- Knowing how personal biases and cultural differences impact negotiations
- Dealing with irrational people and challenging relationships
- Improving communication by listening and asking questions
- Making offers at the right time and in the right way
- Transforming competition into cooperation—and opponents into partners
- Managing teams of negotiators more effectively
- Recognizing when to walk away from the table
Who should enroll
This program is appropriate for professionals at all levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others. No prior training in negotiation is required.
Diana Buttu, who teaches the November 2015 and June 2016 sessions, is a lawyer specializing in negotiations, international law, and international human rights law. Earlier in her career, Buttu worked on the Israeli-Palestinian negotiations, serving as the only female negotiator during her five-year tenure. Buttu was a fellow at the Harvard Kennedy School of Government and at Harvard Law School. She also held a fellowship at the Stanford Center for Conflict Resolution and Negotiation and is an instructor at Harvard Extension School. Buttu received her undergraduate degree from the University of Toronto, a JD from Queen’s University in Canada, an LLM from the University of Toronto, a JSM from Stanford University, and an executive MBA from Kellogg Northwestern School of Management.
Maurie Kelly, who teaches the March, July, and October sessions, is a member of the research faculty and director of informatics at Pennsylvania State Institutes for Energy and the Environment. She is also an instructor in the division of business and engineering and instructor in the department of risk management at the Smeal College of Business at Pennsylvania State University. Kelly teaches courses in international business, negotiation and conflict resolution, strategic management, leadership, business administration, and information science. Her academic background is diverse and includes degrees in history, information science, and a PhD focusing on organizational development.
Kelly has more than twenty years of professional experience working with a wide range of organizations from government and nonprofit to industry and business. She also has managed significant innovative multiyear programs and projects throughout her career and collaborated across universities, industries, and countries to optimize their impact. Her early research reflects her engagement with government, law, international issues, and historical aspects of society—in particular the right to free access to information, the organization of political systems, and historical trends in society and organizations. In recent years, her research focuses on informatics and technology, environmental topics, and crisis leadership, in particular leadership at times of extreme natural disasters such as Hurricane Katrina. Her interests in negotiation, conflict resolution, strategy development and implementation, and building effective collaborative organizations stem from her engagement and experiences in these areas. She also teaches at Harvard Extension School.
Emily F. Epstein
Emily F. Epstein who teaches the September session, specializes in teaching negotiation, facilitation, mediation, and communication skills. She is the founder of Oakbay Consulting and a lecturer of law at the University of California Berkeley School of Law. In the past, Emily served as associate faculty at Harvard Law School’s Program on Negotiation and adjunct faculty at the Georgetown University Law Center.
Emily has taught conflict management skills to professionals in a wide range of public and private sectors, including law, education, financial services, insurance, health services, construction, real estate, and scientific research. She has delivered hundreds of trainings throughout Asia, the Middle East, Europe, and the Americas. Clients include Nokia, Fox, iRobot, Deutsche Bank, Child Soldiers International, the Equal Employment Opportunity Commission, the Swiss Consulate, the Peninsula Conflict Resolution Center, and Harvard Law School. Emily's speaking engagements include the New England Women in Real Estate, Harvard Kennedy School of Government, KNBR Radio, and dozens of law firms.
Emily earned a juris doctor from the Georgetown University Law Center, where she was honored for her work teaching legal research and writing. She earned a bachelor of arts from Connecticut College, where she was a Lawrence Scholar and received honors for her thesis on negotiation. In addition, Emily is a devoted amateur photographer, literature addict, and small-scale philanthropist.