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Negotiating: 5 "Core Concerns" You Should Know

Program on Negotiation at Harvard Law School and Executive Leadership Present:
What People REALLY Want:
5 Secrets to Successful Negotiating

We all negotiate every day – over everything from million-dollar contracts to where to go for dinner. Some deals involve complex numbers. But nearly EVERY negotiation involves something even more complex – emotions.

Even the most hard-boiled negotiator has emotions. And understanding how to leverage yours — and your counterpart's — can spell the difference between success and failure. While most negotiating training focuses on the rational side of negotiation, the emotional side has been neglected.

Until now.

Join us Tuesday, September 8, for What People REALLY Want: 5 Secrets to Successful Negotiating. Harvard professor Daniel Shapiro, Ph.D., will share his research on how to capture the power of emotions in your negotiations.

Register now

This is not just another course on emotional intelligence. Dr. Shapiro will share his powerful, 5-point framework, which exposes key human motivations driving negotiations – and which has been shown to improve outcomes in countless businesses and government negotiations. You'll discover:

  • The 5 Core Concerns of negotiating
  • What emotionally motivates your counterpart's negotiation behavior
  • How to satisfy their Core Concerns to make it more likely they will say "yes” to your requests
  • The critical importance of autonomy – and why it can matter more than the numbers
  • The surprising power of appreciation on negotiation outcomes
  • Why you must appreciate your adversary – and be appreciated yourself!
  • Tools to connect with even a tough counterpart
  • The 2 kinds of status, and how to use them to leverage emotions
  • Understanding "roles” you unconsciously play in your negotiations – and how to reshape those roles for increased leverage
  • And more!

Dr. Shapiro has negotiated international boundary disputes, and is a frequent speaker at the World Economic Forum in Davos, Switzerland. He'll share his techniques for negotiating with governments … corporations … and "the world's toughest negotiators” – his kids!

You can ask Dr. Shapiro your negotiation questions, and get specific answers to the challenges you're facing. And because this is a webinar, there is NO LIMIT to the number of colleagues you can invite to join you for this unique event.

If What People REALLY Want: 5 Secrets to Successful Negotiating wins you just ONE concession in your next negotiation, it will pay for itself countless times over. Mark September 8th on your calendar – the date is non-negotiable.

Sincerely,
Pat DiDomenico
Pat DiDomenico, Editorial Director
Executive Leadership & Business Management Daily

P.S. Early Registration Bonus Gift. The first 50 registrants to What People REALLY Want: 5 Secrets to Successful Negotiating will receive a Special Report: Dealing With Difficult People, published by the Program on Negotiation at Harvard Law School. Curated from PON's Negotiation Briefings newsletter, this report contains the most important, most relevant information you need to know to collaborate, negotiate and bargain with even the most difficult people. We'll send you this download at no cost or obligation when you sign up for What People REALLY Want.

P.P.S. We promise you'll be satisfied. If What People REALLY Want: 5 Secrets to Successful Negotiating fails to meet your needs, let us know. We will immediately refund 100% of your tuition – but your course materials and bonus gift will be yours to keep. It's that simple.

Register now

Pricing Options:

Access Every Business Management Daily webinar for one low price!

Webinar: $197
Multimedia CD & Download: $197
Webinar, Multimedia CD & Download: $297

Since this is a webinar, you and your entire staff can attend in the comfort of your office or conference room for one low price! You may include as many people as you wish while listening on a single phone line or computer. Contact us for multi-site discounts.


About Your Speaker:

Daniel Shapiro, Ph.D., Associate Professor of Psychology at Harvard Medical School/McLean Hospital, is an affiliated faculty member with the Program on Negotiation at Harvard Law School, and Associate Director of the Harvard Negotiation Project. He is the director of the Harvard International Negotiation Program. He has also served on the faculty of the Sloan School of Management, Massachusetts Institute of Technology. Dr. Shapiro holds a doctorate in clinical psychology, and specializes in the psychology of negotiation. Dr. Shapiro travels throughout the U.S. and the world teaching negotiation to governmental officials, lawyers, and corporate executives. He is the co-author (with Roger Fisher) of Beyond Reason: Using Emotions as You Negotiate, www.beyond-reason.net and speaks frequently to business and government groups worldwide.


Early Registration Bonus:

The first 50 registrants to What People REALLY Want: 5 Secrets to Successful Negotiating will receive a Special Report: Dealing With Difficult People, published by the Program on Negotiation at Harvard Law School. Curated from PON's Negotiation Briefings newsletter, this report contains the most important, most relevant information you need to know to collaborate, negotiate and bargain with even the most difficult people. We'll send you this download at no cost or obligation if you sign up for What People REALLY Want.

Register now

The email address for your subscription is
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