Forhandlingskurs på Harvard Campus - 4 day negotiation worksop
Er jurister de fødte forhandlere? Det vi vet, er at de fleste jurister skal forhandle og at mange gjør det uten faglig bakgrunn. Her får du mulighet til å få et teoretisk grunnlag og profesjonell trening – i ærverdige rammer på Harvard campus.
Harvard Faculty Club, 20 Quincy Street, Cambridge, MA 02138, USA
18.06.2019 09.30 - 21.06.2019 16.00
HVA LÆRER DU?
Most lawyers, irrespective of their specialty, must negotiate. Litigators resolve far more disputes by negotiation than by trial. Business lawyers – whether putting together a start-up company, arranging venture financing, or preparing an initial public offering – are called upon to negotiate on behalf of their clients. Public interest lawyers, in-house counsel, government attorneys, criminal lawyers, tort lawyers, and commercial litigators all share the need to be effective negotiators. Yet most lawyers have devoted little organized thinking and experience to understanding the negotiation process and the approaches and techniques available to them.
This workshop, by combining theory and practice, will aim to improve both the participants’ understanding of negotiation and their effectiveness as negotiators. Participants will spend much of their time engaged in negotiation exercises (as negotiators, third parties, and observers) and in reviewing and critiquing what worked, what did not, and why.
The workshop will provide participants a conceptual framework for analyzing, preparing for, and conducting negotiations. While we will teach from a variety of research traditions and perspectives, the main organizing frameworks will be drawn from several groundbreaking books written by Harvard Law School faculty, including Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, Bill Ury, and Bruce Patton; and Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton, and Sheila Heen. Participants in the workshop will be introduced to the theory of negotiation developed in these texts. This approach seeks to teach lawyers the value of negotiating from a principled or problem-solving position.
The course is structured around a series of lectures, case studies, and group de-briefings. Participants will negotiate in groups and one-on-one. The course will use case study materials developed at the Program on Negotiation at Harvard Law School. After participants negotiate each case, the instructors will lead the class in a structured review designed to pull out the main learning points.
At the end of the course, participants will:
• Improve their theoretical understanding of negotiation
• Increase their own self-awareness of themselves and others in conflict
• Learn how to prepare effectively for negotiation and how to measure success after a negotiation
• Practice critically important negotiation skills including framing, listening, empathy, and effective assertion.
• Develop strategies for handling hard bargaining behaviors
• Improve in their understanding of partisan perceptions, emotions, and identity in conflict situations
• Improve in their ability to manage complex dynamics at the negotiation table.
• Enhance their capacity to build consensus, create winning and blocking coalitions, and manage multiparty negotiations
The course is designed for attorneys at all levels who want to hone their negotiation skills and develop a more effective set of responses. Our schedule is intensive. Our sessions will meet for 4 full days, with ample breaks and time for lunch. There will be some homework each night.
The number of participants is limitetd, so first come - first served! We hope you will join us.