The Harvard Negotiation Model: Finding Solutions and Keeping Relationships

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The Harvard Negotiation Model: Finding Solutions and Keeping Relationships

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dates of programs start

7/3/2025

Format

3 modules for 3 days

9:30 - 18:00

cost

54 000 uah

The Harvard Negotiation Model: Finding Solutions and Keeping Relationships

Developed based on the Harvard negotiation model, taking into account the specifics of Ukraine and teachers’ own experience in negotiating interests, including as intermediaries (mediators).

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about program

The structure of the program

Faculty

The program is recommended for everyone who

seeks to develop their ability to make creative decisions based on the interests of negotiators

wants to learn to recognize different models of negotiations and to change negotiations with zero result or positional bargaining on the model of the talks on interests

wants to gain additional value in negotiations, in the long run, using the ability to combine different interests and find optimal solutions for each party

prefers conflict-free communication and understands the value and "value" of relationships

participants will develop practical. Skills to get the maximum value instead of being satisfied with a bit of compromise

it aims to gain knowledge on the negotiation model by interests, practice skills of working with elements of the model, practice techniques of negotiators, and practice skills of managing the negotiation process

The structure of the program

Module 1

Familiarity with the elements of the model of interest negotiations

March 29-31

The triangle of negotiator competencies.
Three models of negotiations: zero-sum, bargaining, and the Harvard model.
7 elements of the Harvard model. Working with the element “Relationship. Trust” element.

Components of trust. Types of trust. Working with risks. Checks and balances. What are good guarantees.
The difference between positions and interests. The triangle of interests. Communication tools for working with interests.
Options. Alternatives. ZOPA, BATNA, WATNA. Form of preparation for negotiations.
Practical application of the Harvard negotiation method: 4 squares of diagnosis, form of preparation.
Working with values.
Working with questions. Types of questions in form and content.
Preparation for negotiations. Preparation and replay of the situation “More or less” (construction).
Women and Mediators in negotiations.

Module 2

Negotiation techniques for the development of three groups of negotiation skills

April 19-21

Basics of psychology in negotiations: psychology of influence, identification, 3R.
Framing. Re-framing.
Non-verbal analysis: power poses, body work, scanning, signs of anomalies.
Power in negotiations. Sources of power.
Interests, opportunities, criteria, alternatives in making complex decisions.
Tripartite negotiations.
Working with relationships and emotions.
Difficult conversation: preparation algorithm. Conducting a difficult conversation in a case study.
The ladder of conclusions and prejudices.
Productive communication. Perception traps.
The influence of national values on business communication in the context of intercultural interaction.
Study of cultural values and their manifestation through behavior.
Adaptation of communication strategies to intercultural features.
Playing cross-cultural communication games.