Harvard's Program on Negotiation Announces New Executive Training Course: Creating a World-class Negotiating Organization

CAMBRIDGE, Mass., Jan. 18, 2011 /PRNewswire/ -- The Program on Negotiation at Harvard Law School (PON) announces a new Author Session on March 31, as part of its executive education series of courses.  Professor Lawrence E. Susskind will lead an interactive course on Creating a World-class Negotiating Organization, which is based on his book Built to Win.  The Author Session immediately follows a three-day executive education course for senior executives at The Charles Hotel in Cambridge on March 28-30.

Professor Susskind is the co-author of Built to Win, which proposes that negotiation should be a part of an organization's core competency.  It is more than an individual skill; it is vital as a corporate function.

Negotiation is critical to all elements of business, from cost management, revenue opportunities and customer growth to leadership development and hiring.  Yet, many organizations do not identify negotiation as a key component of their business model.  Other organizations spend substantial amounts of money on ad-hoc negotiation skill training for their employees, with no long-term, company-wide benefits.

This course will combine lecture, instructional video, role-playing and class discussion.  Professor Susskind will use Built to Win as the guide for teaching his three-phase process for building corporate negotiation skills: assess current negotiation performance; align incentives and goals; and set up metrics and systems to perpetuate learning.

Participants will learn how to develop leadership skills and incorporate negotiation into their corporate cultures.  The advantages include consistently better agreements, while protecting corporate relationships and reputations.

Professor Lawrence E. Susskind has taught at MIT for over 35 years, where he is the Ford Professor of Urban and Environmental Planning.  Widely regarded as one of the world's leading negotiation experts, Professor Susskind has authored or co-authored 18 books.

The Program on Negotiation for Senior Executives is a three-day course that precedes each Author Session and teaches a variety of negotiation skills based on interdisciplinary research and science. The Program is taught by negotiation experts from Harvard, MIT and Tufts.

Special discounts are available for attendees registering for both the three-day and the one-day courses. For course agenda, dates and other registration information, go to www.executive.pon.harvard.edu

SOURCE Program on Negotiation at Harvard Law School



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http://www.executive.pon.harvard.edu

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