Negotiation Skills and Psychology by Professor Bruce Hay of Harvard Law School

On day one, you will focus on the integrative negotiation techniques, irrational or conflict escalating behaviour as well as effective communication to balance power and help reach a joint agreement.

The day will provide theory and training in:

• The integrative negotiation model: How you can effectively use the right techniques and ways to expand the negotiation pie.
• The “rational” negotiator: How you can identify and mitigate the effect of derailing biases, heuristics and emotions in negotiations.
• Negotiation communication, power and influence: How you communicate effectively, handle noise, and balance status and power to change your opponent’s position and behaviour.
  
  

On day two, you will continue to build on the learnings from day one by reviewing different tactics to handle relationships and stakeholders. You will learn to employ different contextual priming effects to help promote a collaborative atmosphere, and investigate how you can handle conflicts and strong ultimatums.

The day will provide theory and training in:

• Relationships in negotiations: How you can create, expand, use or exclude relationships in negotiations – and how you can manage agents, stakeholders, audience and coalitions.
• The physical negotiation context: How you can set up a psychical space of the negotiation to reduce negative priming effects that can be counterproductive for the negotiation process. 
• Ultimatums and conflict in negotiations: How you can handle potential conflicts or standstills using different conflict resolutions and mediation methods.