Application Deadline: June 5, 2008

Venue: Dubai School of Government

Faculty: Prof. Daniel Shapiro, Harvard University

How can you reach better outcomes in your negotiations, whether with your board or your family, over internal resources or with external partners, as the buyer or as the seller? And how do you deal with emotions both yours and theirs? This workshop will show you how.

Around the world, negotiators tend to rely on their instincts without the benefit of a systematic framework. As a result, negotiations are often unnecessarily adversarial and fail to maximize mutual gains. This workshop will introduce you to cutting edge analytical frameworks and approaches that the Harvard Negotiation Project has developed over the past 30 years. These approaches have been widely accepted, and the Harvard Negotiation Project has successfully applied them in conflicts including the 1979 Iran Hostage Conflict, Egypt-Israel Peace Negotiation, the 1998 Ecuador–Peru Territory Negotiation, the Central American Peace Negotiation, and the US-Soviet Arms Negotiations.

Negotiation skills are not just an add-on to political and business training, but comprise critical skills to sustain and enhance the leadership position of a person, or on a larger scale, of your institution.

This seminar will draw on a variety of teaching methodologies, including lectures on negotiation theory and practical tools; case examples and video clips illustrating key points; case analysis and discussion; negotiation exercises and debrief; application and sharing of experience; and out-of-class readings, practice, and self-reflection.