LIMITED TIME COMBO OFFER:
Negotiation Essentials Online
February 11-12, 2025 (Online)
Instructor: Florrie Darwin
PLUS
Beyond the Back Table: Working with People and Organizations to Get to Yes
February 25-26, 2025 (Online)
Instructor: Brian Mandell
Great negotiators aren’t born, they’re made. This February, you can accelerate your negotiation expertise by taking advantage of our special combo offer. Save $1,500 when you register for Negotiation Essentials Online and Beyond the Back Table: Working with People and Organizations to Get to Yes.
Through negotiation exercises and interactive discussions, you will examine ways to structure the bargaining process to allow for joint problem-solving, brainstorming, and collaborative fact-finding. These frameworks will help you think more clearly and set the stage for productive negotiations.
Rapidly improve your negotiation skills…and save!
Get an exclusive discount when you register for the February sessions of Negotiation Essentials Online and Beyond the Back Table
Top 3 Reasons to Seize this Combo Offer
- Rapid skill development – Within one month, you can go from a novice negotiator to someone who understands the game — and how to play it.
- More opportunity to practice – Both courses feature dynamic, realistic simulations that will put your skills to the test and help you refine what you’ve learned.
- Valuable savings – If you took Negotiation Essentials and Beyond the Back Table individually, you would pay $2,497 for each program—for a total of $4,994. However, with this special combo offer, you pay $3,494 for both programs—a savings of $1,500.
If the dates of the combo offer don’t work for you, or if you prefer to take just one program, you can sign up here for just Negotiation Essentials Online
Negotiation Essentials Online
February 11 – 12, 2025 | 9:00 a.m. – 5:00 p.m. ET | Online
Led by Florrie Darwin
Designed for professionals who have just begun their negotiation journey, NEO is the perfect foundation for an advanced class like Beyond the Back Table. Led by expert negotiator and Harvard Law School Lecturer Florrie Darwin, NEO prepares you to negotiate, manage your emotions, create and claim value, and deal with difficult conversations through real-world case studies, simulations, and dynamic video-based lessons from PON’s renowned faculty. Alongside your fellow participants, you will:
- Learn the elements of negotiation
- Receive useful advice on preparing for negotiations
- Start to shift to thinking systematically about the negotiation process
- Discover how to manage the negotiation process
- Find your own voice in leading negotiations
For more information about NEO, visit the program page.
If the dates of the combo offer don’t work for you, or if you prefer to take just one program, you can sign up here for just Beyond the Back Table
Beyond the Back Table
February 25 – 26, 2025 | 9:00 a.m. – 5:00 p.m. ET | Online
Led by Brian Mandell
In this advanced course, you’ll step back to look beyond the negotiating table and discover how to understand and manage the individuals and groups who are not at the table, but who have a significant impact on the outcome of your negotiation, on your side and the other side. Led by Brian Mandell, negotiation expert and Mohammad Kamal Senior Lecturer in Negotiation and Public Policy at the Harvard Kennedy School, Beyond the Back Table will equip you to:
- Become a highly effective consensus-builder at the negotiation table — and behind it
- Manage your own internal negotiations by identifying the parties, their interests, and how to “get to yes”
- Recognize real and perceived differences in languages, professions, behavior, attitudes, and values—and how they influence negotiating style
- Learn how to build a winning coalition of parties whose interests are aligned or who have strong reasons to coordinate strategies
- Get a first-hand understanding of what it’s like to navigate large, complex, negotiations
For more information about Beyond the Back Table, visit the program page.
Our Faculty
Our team is comprised of world-renowned faculty from across Harvard, MIT, and Tufts.
Your Negotiation Essentials Online Instructor:
Florrie Darwin, PON Affiliated Faculty
- Faculty, Harvard Trade Union Program
- Senior Research Fellow, Harvard Labor and Worklife Program
- Visiting Professor, University of Freiburg
Florrie Darwin has been a Lecturer on Law, teaching negotiation at the Harvard Law School (HLS), where she also co-created the course, Negotiation and Leadership. She is a Senior Research Fellow in the Labor and Worklife Program at HLS and has served as a mediator and instructor in the Harvard Mediation Program. In addition to her work at HLS, Darwin has been an Adjunct Professor of Law at the Georgetown University Law Center, a Senior Fellow teaching negotiation in the law masters program at the University of Melbourne, and a visiting professor at the University of Freiburg.
She has led workshops for professionals at leading companies, healthcare organizations, universities, and law firms—including Coca-Cola, Johnson & Johnson, Clifford Chance, Massachusetts General Hospital, the Harvard Graduate School of Design, and the École Nationale d’Administration. Darwin has also led advanced negotiation workshops for the European Commission in Brussels, the European Central Bank, and diplomats at the United Nations. She is an honors graduate of Columbia University and the Harvard Law School, where she was an editor of the Harvard Law Review.
Your Beyond the Back Table Instructor:
Brian Mandell
- Mohammad Kamal Senior Lecturer in Negotiation and Public Policy, Harvard Kennedy School
- Director, Harvard Kennedy School Negotiation Project
- Faculty Associate, Center for Public Leadership, Harvard Kennedy School
- Vice Chair for Executive Education for the Program on Negotiation at Harvard Law School
- Senior Research Associate, Belfer Center for Science and International Affairs, Harvard Kennedy School
- Senior Fellow, Future of Diplomacy Project, Harvard Kennedy School
- Faculty Co-Chair, Mastering Negotiation: Building Sustainable Agreements, Harvard Kennedy School
- Chair, Wexner Senior Leaders Program, Harvard Kennedy School
Brian Mandell is a preeminent teacher and curriculum designer at the Harvard Kennedy School, where he leads an innovative, intensive annual workshop course on advanced multiparty negotiation and conflict resolution.
Professor Mandell refined his case teaching methods in international affairs as a Pew Faculty Fellow and subsequently trained faculty from across the United States in case method pedagogy with a special emphasis on teaching and writing cases for international security studies.
He is a multiple recipient of the school’s Most Influential Course Award, the Manuel C. Carballo Award for Excellence in Teaching, and the Dean’s Award for Teaching Excellence. Through the Negotiation Project, Professor Mandell designs and produces multiparty negotiation exercises that focus on the challenges of cross-boundary collaboration.
Additionally, he is designing and developing curriculum material for graduate students and congressional staffers in the Hewlett Foundation’s Madison Initiative on strengthening bipartisan legislative negotiation in Congress.
Educational Videos Feature Expert Faculty:
Guhan Subramanian
Faculty Chair, Program on Negotiation at Harvard Law School; Joseph H. Flom Professor of Law and Business, Harvard Law School; H. Douglas Weaver Professor of Business Law, Harvard Business School; Faculty Chair, JD/MBA Program, Harvard University
The first person at Harvard University to hold tenured appointments at Harvard Law School and Harvard Business School, Guhan Subramanian is an educator, dealmaker, and leader. As the Chair of the Program on Negotiation, he spearheads negotiation and mediation training programs for more than 3,000 professionals each year. Subramanian’s research focuses on corporate governance and law, and negotiation. He has authored several world-renowned books including, Dealmaking: The New Strategy of Negotiations.
Gabriella Blum
Rita E. Hauser Professor of Human Rights and International Humanitarian Law, Harvard Law School; Vice-Dean for the Graduate Program and International Legal Studies, Harvard Law School
Faculty Director of the Program on International Law and Armed Conflict, Gabriella Blum is widely published in public international law and the law and morality of war. Blum studied law and economics at Tel Aviv University, and joined the Israel Defense Forces, becoming a senior legal advisor. During her service, she worked on the Israeli–Arab peace negotiations, cooperation with foreign forces, and administering to the occupied Palestinian territories. She joined the Israeli National Security Council as a strategy advisor before joining Harvard Law School in 2005.
William L. Ury
Senior Fellow, Harvard Negotiation Project; Co-founder, Program on Negotiation at Harvard Law School
William Ury has served as a negotiation adviser and mediator in conflicts ranging from corporate mergers to ethnic wars in the Middle East and is one of the world’s leading experts on negotiation. He is also the author of The Power of a Positive No: Save the Deal, Save the Relationship—and Still Say No and co-author (with Roger Fisher and Bruce Patton) of Getting to Yes: Negotiating Agreement without Giving In, an eight-million-copy best seller translated into more than 30 languages.
James Sebenius
Gordon Donaldson Professor of Business Administration, Harvard Business School; Director, Harvard Negotiation Project
James K. Sebenius specializes in analyzing and advising on complex negotiations. At the Program on Negotiation, he is director of the Harvard Negotiation Project, Co-chair of the Great Negotiator Award Committee, and Co-founder/Director of the Negotiation Roundtable. He also holds the Gordon Donaldson Professorship of Business Administration at Harvard Business School.
Max Bazerman
Executive Committee Member, Program on Negotiation at Harvard Law School; Jesse Isidor Strauss Professor of Business Administration, Harvard Business School; Co-director, Center for Public Leadership, Harvard Kennedy School
Max Bazerman is a leader in decision-making, negotiation, and behavioral ethics. He has consulted and lectured in 30 countries, and wrote or collaborated on 20 books, including Negotiation Genius. He has an honorary doctorate from the University of London and an Aspen Lifetime Achievement Award, and is one of Ethisphere’s 100 Most Influential in Business Ethics. Bazerman was named a Daily Kos Hero for revealing how the Bush administration corrupted the RICO tobacco trial.
Daniel L. Shapiro
Associate Professor of Psychology, Harvard Medical School / McLean Hospital; Director, Harvard International Negotiation Program; Associate Director, Harvard Negotiation Project
Professor Shapiro’s research focuses on the emotion and identity in negotiation and conflict resolution. He is author of Negotiating the Nonnegotiable and co-author with Roger Fisher of Beyond Reason: Using Emotions as You Negotiate. He has published extensively and developed innovative psychological models on relational factors driving conflict and its resolution. Professor Shapiro specializes in building theory and testing it in real-world contexts. He launched successful conflict resolution initiatives in the Middle East, Europe, and East Asia and chaired the World Economic Forum’s Global Agenda Council on Conflict Resolution Administration at Harvard Business School.
Sheila Heen
Thaddeus R. Beal Professor of Practice, Harvard Law School; Deputy Director, Harvard Negotiation Project; Founder, Triad Consulting
Sheila Heen has developed negotiation theory and practice at the Harvard Negotiation Project since 1995. She specializes in difficult negotiations – where emotions run high and relationships are strained. Heen is the co-author of two New York Times bestsellers. She has written for the Harvard Business Review, and for the New York Times as a guest expert and Modern Love columnist. Heen is also a Founder of Triad Consulting Group, a corporate education and consulting firm that serves clients on six continents. Her clients have included Pixar, Hugo Boss, the NBA, and the Federal Reserve Bank.