PON GLOBAL — HONG KONG
PROGRAM ON NEGOTIATION FOR EXEcutiveS

Message from the Chair


Dear Executive,

At the Program on Negotiation (PON) at Harvard Law School, we are dedicated to studying the theory and practice of negotiation so that others can learn to effectively manage conflict, solve problems, and build stronger relationships in their work, their families, and their communities. At PON, a consortium program of scholars from Harvard, MIT and Tufts, we study negotiation through many different lenses, including business, law, government, economics, psychology, and education. The Program on Negotiation at Harvard Law School is delighted to be cooperating with CEG to offer our PON Global course for the first time in Hong Kong. This course is modeled on our flagship program taught in Cambridge, Massachusetts, three days of intensive and innovative learning.

PON Global will enable you to have an interactive learning experience, taught by a skilled and experienced PON instructor. You will be exposed to the thinking of almost a dozen members of our faculty, through our video modules and in videoconferencing with faculty at Harvard. The course is designed to be highly interactive, with the use of negotiation exercises and simulations. We believe that negotiation is an essential skill for all leaders and executives, and we know that with training, everyone can become a better negotiator. When you are a skilled negotiator, you will have greater success at closing deals, developing partnerships, and avoiding costly disputes. If you are ready to become a more skilled negotiator and a more effective leader, I strongly encourage you to join our program in Hong Kong. We look forward to welcoming you to this limited enrollment course.

Sincerely,

Guhan Subramanian

Faculty Chair
Program on Negotiation at Harvard Law School


About the Program

PON Global is a unique course that largely mirrors the extremely popular flagship program that PON has offered in Cambridge, Massachusetts, for more than 30 years. The course will test your beliefs and assumptions and help you overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies. In this acclaimed course, we compress 30 years of ground-breaking research into three thought-provoking days. In sessions taught by PON’s expert faculty and with dynamic videos and video conferencing segments, you’ll broaden your understanding of negotiating concepts, acquire proven negotiating techniques, and have the opportunity to put your learning into practice. This time – and road-tested – curriculum has been utilized by more than 35,000 executives who have participated in PON’s Executive Education programs. This autumn, you can join their ranks and acquire a framework for negotiation—equipping you to overcome barriers, manage conflict, and achieve better outcomes at the bargaining table, every single time.

Five Reasons to Attend

DEVELOP BETTER LEADERSHIP SKILLS
Most great leaders are skilled negotiators. While some have innate ability, everyone can improve their ability to negotiate effectively by learning from the negotiation experts. At the Program on Negotiation, with our 30 years of expertise, we accelerate your learning process and focus on techniques that work in the corner office and at the bargaining table, as well as in your personal life and community.

GET THE DEALS YOU WANT AND BUILD STRONG RELATIONSHIPS
The strategies you learn over this three-day course will help you finalize important deals, negotiate in uncertain environments, improve your working relationships, claim (and create) more value, and resolve seemingly intractable disputes. You’ll work through complex scenarios and learn problem-solving tactics that you can apply to your future negotiations.

LEARN FROM THE EXPERTS
You will learn from an on-site PON instructor as well as from leading PON faculty in video modules made especially for this course. You will also videoconference with faculty back in Cambridge, Massachusetts, who can answer your questions. PON faculty members have negotiated peace treaties, brokered multi-billion dollar deals, and hammered out high-stakes agreements around the globe.

LEARN BY PRACTICING
The PON program is very interactive. In addition to class instruction, you will engage in negotiation exercises that put your new knowledge to work right away. You’ll test ground-breaking theories, practice new approaches, and see how other participants address the same problems. You’ll leave the course with a time-tested toolkit—one that works in both theory and practice.

GIVE AND RECEIVE QUALITY FEEDBACK
In the real world, we rarely get feedback on how we negotiate. Feedback is essential for continuing to grow and improve. In this course you will learn from others what you did well and what you might want to improve; and you will learn to give feedback to others so that they receive it well and can make adjustments.

About the On-Site Instructor

The on-site instructor for this workshop will be Samuel (Mooly) Dinnar. Dinnar is an instructor with the Harvard Negotiation Institute, a strategic negotiation advisor, and an experienced mediator of high-stakes complex business disputes, with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor.

In addition, there will be interactive web-based video sessions with other expert faculty broadcast live from Harvard.

Teaching Methodology

You will learn from the on-site PON instructor as well as from leading PON faculty in video modules made especially for this course. You will also videoconference with faculty back in Cambridge, Massachusetts, who can answer your questions.

Interactive classroom sessions

Real-life case studies from Harvard University

Video-conferencing with faculty at Harvard University

Collaborative negotiation exercises and discussions

Modules Taught

Day 1 – “Understanding Key Negotiation Concepts”

Module 1: Negotiation Fundamentals

Module 2: Creating Value vs. Claiming Value

Day 2 – “Managing Interpersonal Dynamics”

Module 3: Best Practices for Difficult Situations

Module 4: Dealing Effectively with Emotions and Relationships

Day 3 – “Addressing Negotiation Complexities”

Module 5: Negotiating Across Cultures

Module 6: Multi-party Negotiations, and Organizational Challenges

Who Should Attend

The PON Global program attracts a diverse audience from both the private and public sectors. Participants span a wide range of titles and industries. Those who attend typically include: Chief Executive Officers, Company Presidents and Officers, Board Chairs and Board Members, Executive Directors, Managing Directors, Directors of Operations, Human Resources, Purchasing, Marketing, and Sales Managers, Lawyers, Mediators and Program Directors.

Certificate

Participants who attend all sessions and participate in all simulations will receive an official Certificate of Completion from the Program on Negotiation at Harvard Law School.