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

Elevate your skills as a negotiator and conflict manager and build trustful relationships.

Startdato og sted

12. juni 2019


2 days
From June 12 at 09:00 a.m to June 13 at 5:00 p.m


12.400 kr. ekskl. moms

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Who is the course for?

You want to expand your tools and personal strength as a negotiator as well as better understand the psychological aspects and biases that affect the negotiation.

You can participate regardless of whether you engage in negotiations in public or commercial settings. You are, for example, a public official, manager, lawyer or negotiator in individual or collective bargaining.

You will learn to:

  • Understand and prepare for the psychological and behavioural aspects of negotiations
  • Use state-of-the-art concepts and tools for analysing and preparing negotiations
  • Increase shared value in negotiations
  • Prioritise your interests and analyse those of your counterparty
  • Handle conflict-ridden negotiations
  • Identify and negotiation biases
  • Utilise the physical negotiation context
  • Build more sustainable relationships

Course content

This course translates the latest negotiation research into practical individual skills. It is based on the best and most advanced thinking on integrative negotiation techniques and psychology. 

The two goals of the course are to improve your negotiation techniques and to give you tools to keep a strict eye on the emotional and cognitive biases that can derail the negotiation process. The course will give you both hard and soft techniques to do well in negotiation while building lasting relationships.


  • Preparation before the course

    You will get access to videos and short articles to help you prepare for the course. 
    Læs mindre
  • Day 1

    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.

  • Day 2

    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.

Who is teaching?

Sally Khallash

Sally Khallash
Founding Partner af Behavioural Strategy

Sally har en bred erfaring inden for beslutningsteori og adfærdsdesign og har undervist på Harvard University og CBS Master of Public Administration. Hun arbejder som strategikonsulent og analytiker ved bl.a. Maersk Oil, Siemens, Deloitte, IOM og IGC. Derudover studerer hun MPA ved Harvard Kennedy School og har været Visiting Fellow ved University of Oxford, IMI.
Bruce Hay

Bruce Hay
Professor of Law, Harvard Law School

Bruce is a negotiation expert. His primary legal field is legal procedure, including civil litigation, conflicts of law and dispute resolution. He has done several courses in judgment and decision making at Harvard University. Before joining the Harvard faculty, he clerked at the United States Supreme Court and practiced law with Sidley Austin LLP in Washington, DC, specialising in appellate cases. He studied at the University of Wisconsin-Madison, l’Université d’Aix-en-Provence and Harvard Law School.

Course structure

The case and tool based teaching combined with theory enables you to manage your negotiations, challenging opponents, irrational responses and conflicts more constructively. You will receive better results because you develop more conscious and strategic skills.

The material for the course draws on research, cases and simulations developed and used by Bruce Hay at Harvard Law School.

The course includes accommodation, and there will be lectures/networking on the evening of the first course day.

Pris og praktisk info

  • Pris
  • Medlemmer
    12.400 kr. (ekskl. moms)
  • Medlem af Danske Advokater/Danske Virksomhedsjurister
    12.400 kr. (ekskl. moms)
  • Ikke-medlemmer
    13.900 kr. (ekskl. moms)
  • Dato og tidspunkt
  • From June 12 at 09:00 a.m to June 13 at 5:00 p.m
  • Sted
  • Comwell Holte, Kongevejen 495, 2840 Holte, Denmark
  • Kursets referencenr.
  • 31497
  • Frist
  • Tilmeldingsfrist
    12. maj 2019

    12. maj 2019
  • Yderligere info, kontakt
  • Charlotte Løfberg Paakjær

    Charlotte Løfberg Paakjær
    33 95 96 78

  • Virksomhedskursus
  • Dette kursus tilbydes også som virksomhedskursus.
    Læs mere her.
  • Overnatning
  • Accommodation at Comwell Holte from June 12 to June 13 is included in the price.
  • Behandling af personoplysninger
  • Når du deltager i et arrangement hos Djøf, behandler vi nogle personoplysninger om dig. Du kan læse mere om Djøfs behandling af personoplysninger i vores privatlivspolitik

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