Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System™ Tools
Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals
Learning Objectives
Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this
workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge
durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to
lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts,
seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark
or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.
The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and
extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute
resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other
conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships
and a reputation for being competent, dependable, caring and ethical both within and outside your organization.
Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity
to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases;
disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.
Who Should Attend?
Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment
and results without the formal authority to enforce decisions. Participants come from business, trade associations,
foundations and governments.
Workshop Outline (2.5 days - 2 CEU)
1. Pathways to Ethical Negotiation Excellence
- Positional versus interest-based negotiation
- Roger Fisher’s workout exercise and lessons
- Harvard® proven toolkit for strategic negotiations and daily referral
- Leaving "money on the table": Early warnings
- How to plan closure setting the critical milestones for a high commitment
2. Prepare: Discern Issues from Stakeholders
- Three proven tools to understand and validate stakeholders' interests
- Proven tips to uncover dishonest claims
- New insights into issue-incubation pathways
3. The Negotiator's Mandate: Team Practice
- Interest-based deals: Tool to validate each party’s goals, assumptions and risks
- Harvard® Negotiation Mandates: Teamwork to craft one for each party
- Role-conflict prevention: Harvard® Responsibility Chart
4. Breakthroughs on Options for Mutual Gains
- Critical factors to invent mutual-gain options
- How to pivot from problems to opportunities
- Innovative and proven toolkit to navigate from issues, stakeholders and interests to options,
strategy, deliverables and benchmarks
- Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
- Innovation role-playing: Brainstorming and validating creative options
- Video learning: How to legitimize your arguments with verifiable benchmarks
5. Skills for a Sustainable Commitment
- How context, timing and communications affect commitment
- Building your power of influence in context: Options from soft and synergistic to defensive power
- How to hitch hike on the power of others
- Negotiating without the benefit of authority
- Intermediaries: When and how they help
- How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
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6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
- Risk-identification, tolerance and mitigation tools
- BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
7. Terms & Conditions: Negotiation-Dance Tips
- Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
- Negotiating a service or a property: Martin’s QQTLE benchmarks
- Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
- Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
- Framing, escalation, soft money and other tactics
- Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
- Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
- Role-playing multiple parties and issues with Harborco case study
- Tips to break an impasse and prevent deadlocks
- Dealing with emotions, gambits, ploys and hostile attacks
- Deciding if and when to walk away
- Issue of fleeting coalitions and illusion of validity
- Phone, e-mail and virtual negotiations
- Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
9. Synthesis & Conclusion
- Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
- Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
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Webinar Leader: Alain Paul Martin
• Harvard-MIT Trained Leader: Meta-Innovation Scientist and Chief Architect, Harvard University Global
System™ • Serial Innovator: Manufacturing, Aerospace
and Social Innovations and New Organizations in the Private, Public and NGO Sectors
• Team Coach: Discovery, Scaling and Delivery of Innovation Processes, Products, Services and Platforms
• Educator: Exemplary Team & Technical Leadership, Innovation Ecosystems, Strategy, Managment
of Change, Principled Negotiation & Project Management
Education: A Harvard-MIT multidisciplinary-trained leader and 2012 Harvard Fellow, Advanced Leadership,
and entrepreneurship alumnus of Harvard Business School (1997-1999), Alain Paul Martin studied advanced technology
in France with internships at Peugeot, ARD National TV Network (Berlin), the University of Ottawa (Particle Physics)
and Carleton University's Hydrodynamics Lab. He subsequently graduated in Commerce (Quantitative Methods)
from Concordia University in Montreal; and acquired skills in system thinking and change management (MIT Sloan School,
Gestalt Institute of Cleveland), and mediation and advanced negotiation for lawyers, at Harvard Law School from which
he is certified to teach negotiation in corporations.
Current Mission: Advance meta-innovation: Alain Paul Martin leads PDI , a catalyst in principled leadership
and collaborative innovation, thanks to a diverse team of scientists, engineers, economists, assistants and clients.
The team distills the knowledge and best practices of innovation science, leadership, cognitive neuroscience,
psychology, decarburization and system thinking to spearhead innovations, that maximize user value, top and
bottom-line results and SDG/ESG impacts.
Mr. Martin is the Chief Architect, Harvard University Global System™ (for which PDI is Harvard
University's licensee). Alain led this System's design and a software version, used by Skanska (Finland,
Germany, Norway, Sweden and the U.K.) to manage projects ($1M to multi-billions). The present System includes
the Harvard® Roadmap for Exemplary and Collaborative Innovation. This roadmap will serve as the outline and
background document for the complete program. It facilitates the creation and scaling of competitive, ecologically
sustainable and socially beneficial user-centered products.
Faculty Chair: Mr. Martin currently leads graduate courses and corporate webinars on exemplary team and technical
leadership, the complete-innovation cycle and ecosystems, meta-innovation, and management of change and high-stake
negotiations (bar certified), and stakeholders' empowerment and engagement (from issue incubation to fruition or
graceful exit, including collective intelligence, strategic communication and strategic alliances) for scientists,
engineers, policy makers, team leaders and graduate students, in English and French.
Prior to COVID19, he taught graduate M.Sc. courses; and delivered workshops at Bertelsmann, Boliden (Sweden),
Cap-Gemini (Netherlands and U.K.), EON, Framingham University, The Engineering Advancement Association of Japan
(ENAA), GE Jet Engines (U.S., France and Canada), Harvard University and the Ivy-League's Leadership Summit,
MD Robotics, Mohammed VI Polytechnic University and OCP Group (Morocco), Ontario's Power Generation (Nuclear-Power
Engineering), Teck (Applied Research & Technology), Textron Bell Helicopters, UN University (Tokyo), University of
Quebec and governments (Canada, EU, U.S. and Latin America).
Track Record in Innovation and Management of Change
Alain Paul Martin is a meta-innovation scientist, with IT design, operations-research and management-science
experience, a patent recipient (U.S, Canada and Japan), a serial social innovator, a manufacturing-innovation
inventor at Peugeot and recipient of two aerospace awards from Bombardier-Canadair (now Airbus) for improving
aircraft manufacturing (CAM).
Mr. Martin invented practical mechanisms to empower support staff; and bring synergy to innovation teamwork and
master the finest details in project planning and progress control. The same mechanisms also permit international
project teams to share and probe complex plans and progress reports, across language boundaries, both in small
and large multi-billion dollar projects, including engineering and large-infrastructure programs.
In finance and banking, Desjardins' President John Harbour, praised Mr. Martin's role, as a 12-year main strategic
advisor, in crafting “the vision and strategic direction of Desjardins”, a $75 billion financial institution,
and “the world's 2nd strongest bank”, (Bloomberg's ranking at the time). In the general-insurance sector,
Mr. Martin coached the executive team to turn Desjardins from a laggard into the industry's flagship through
strategic innovations, leapfrogging Zurich and ING; and become “North-America's fastest-growing general insurer
in 5 years”, quadrupling sales and raising profit tenfold (CEO's video in French at
www.eharvard.org/2020/harbour.mp4).
In the public service, Mr. Martin co-founded the Canadian Food Inspection Agency with Dr. Brian Morrissey who
led scientific research both at Fisheries & Oceans and Agriculture & Agri-Food Canada. He also teamed-up with
Mr. John Harbour to reform the SAAQ, an agency saddled with a $489 million debt, fast-rising deaths and severe
injuries, due to highway accidents. He coached the SAAQ strategic team whose decisions saved thousands of
lives, in less than 5 years; reducing the death toll (-35%) and severe bodily-injury accidents (-43%),
despite a 15% highway-traffic growth; while turning the $489 million debt into $20 million surplus.
Mr. Harbour described Martin's 12-year contribution, to Desjardins and the SAAQ, in strategic thinking
and innovation tools, in a video in French: www.eharvard.org/2020/harbour.mp4 (same as above hyperlink).
Mr. Martin advised two Canadian prime ministers on strategic policies. He also served as a non-partisan
Executive Member of the Prime Minister's Committee on Government Reform. He led assignments (public-health,
food security, bilateral trade, energy, mining and evaluation of passenger-inspection system and policies
at airports), where complex risks and sensitive multi-stakeholder negotiations (regional, national and
foreign governments, NGOs, corporate, union and First Nations' representatives and professional associations)
were of paramount importance. He also advised the UNESCO's director general and authored “Overhauling
the UNESCO and Strengthening Its Essence”. Early in his career, he directed infrastructural engineering
projects in Africa (660km-highway engineering funded by the World Bank, 2800km microwave-communication
infrastructure by CIDA).
During the 2019-2021 COVID pandemics, Mr. Martin chaired three international-foresight panels titled:
“Incubating Antidotes to Exclusion, Disinformation and Inequality”,
“Preparing for the New Pandemics: Lessons from Science and Policy” and “Sustainable
Growth and Scaling through Innovation and Strategic Alliances”.
Alain Paul Martin has a deep commitment and an extensive experience in mentoring, training and coaching executive,
administrative and presidential assistants and their leaders in Africa, Europe, Japan and North and Latin America,
both the public and private sectors, NGOs and unions. He leads two intensive leadership workshops for executive and
administrative assistants (description and video: www.eharvard.org/EA ). At the dawn of its inception, PDI led
the world in inclusion and diversity, including gender equity by delivering the first graduate-level
leadership-skills program for women. Fast forward 25 years, and armed with invaluable clients' experience
in aerospace, banking, building and infrastructure, mining, defense and governments, PDI launched an ongoing
initiative to make Harvard® tools accessible (without compromising value) to everyone in our
clients' project teams. As a result, PDI led the world again by delivering Advanced Workshops to enable Executive
and Administrative Assistants to excel in decision-making, leadership, procurement negotiations and fully participate
in team innovation, and project management (strategy formulation, scheduling, scarce-resource allocation, budgeting
and progress control). Empowering executive assistants, with skills of lasting value, is not only fair, humane
and dignified; but it is among the best evidence-based business investments yielding immediate returns, as indicated
in these international participant-testimonies on Youtube.
More details, including recognition, awards and praise by clients, leading Fortune 500 corporate executives and scholars,
at www.eharvard.org/martin, and defense leaders at www.eharvard.org/intelligence .
For more on Alain's innovative work in finance & banking, energy & mining, education, the public service and civil
society, please refer to : C.V. in PDF format
and detailed C.V.
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Practical Course Materials of Lasting Value
A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings,
the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps.
The following is a list of the course materials and practical instruments that are invaluable in accelerating the
learning process and the acquisition of lasting negotiation skills.
- The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s
analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and
soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
- The main workbook covers the agenda and provides supplementary references
- Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which
includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early
through the risk-incubation paradigm
- Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline;
defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans;
creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the
terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers
and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility
and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
- Harvard University Global System™ work-improvement instruments including four Harvard®
road maps (retailed at $39 each but included in the course tuition fees):
- Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring
both ongoing and sequential tasks that no negotiator can ignore
- Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain,
the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
- Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
- Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
- Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification
and Management Primer Applying Harvard University Global System™ Tools"
- Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and
prevent role conflicts
- Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
- Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation
effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.
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Tuition Fees (Public Workshops)
Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily
continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel
accommodation (if required).
- 2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
- 4.5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person.
This option includes the workshop titled "Hands-On Project-Management Skills and Best Practices".
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Registration and Cancellation Procedures
To register, please contact us either by:
- email at rsvp@eharvard.org.
Specify your name, position, organization, phone number(s)
and the webinar you wish to attend.
or
- call us toll free in the USA and Canada: 1-800-HARVARD;
international: +1 819-772-7777.
voicemail: 24/7.
Please pay in advance by credit card.
Cancellation Policy
Participants registering
as a group must send substitutes in lieu of canceling.
For other clients, cancellations are accepted if made at least 10 working days
prior to the course, and are subject to a $150 service charge per person. Full
fees are payable by anyone who fails to attend or cancels less than 10 working
days prior to the session. One substitution or transfer to a later course of
the same duration is accepted.
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Workshop Locations and Hotel Accomodation
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Bring This Program to Your Organization
We deliver private versions of this program worldwide, online, at the client's site and in tailor-made hybrid variants,
to business and governments, NGOs and bar
associations and other societies. We would be delighted to work together with your team anywhere. Ask us
for a proposal based on the number of participants, the seminar duration, and a selection of cutting-edge
course materials and case studies, most applicable to your specific environment.
Our fees are reasonable. Sales and value-added taxes (HST and PST or VAT) are extra.
The client is responsible for the conference room and audio-visual materials.
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Toll-free: USA & Canada: 1-800-HARVARD (1-800-427-8273).
+1-819-772-7777
Monday through Thursday: 9 AM to 4:00 PM, EDT. Voicemail: 24 hours 7 days
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European Distribution Centre for Harvard Planners: WH Smith, 248, rue de Rivoli, Paris,75001
Contact : Sylvie Goffinet +33 1 53 45 84 40. Métro Concorde.
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