Du er her: Aarhus BSS Samarbejde Kurser og netværk PON Global

The World-Renowned
Program on Negotiation

Welcome to PON Global

An innovative, blended learning program hosted in cities around the world, PON Global is offered by the Program on Negotiation (PON) at Harvard Law School (HLS), which has provided world-class negotiation training to more than 35,000 global professionals for more than 30 years. 

The intensive three-day program will provide you with cutting-edge negotiation skills, test your beliefs and assumptions, teach you to overcome emotional and rational biases and help you learn a range of competitive and cooperative negotiation strategies.

Program Facts

Dates: 20 - 22 June 2019 (Thursday – Saturday)
Venue: Scandic Aarhus City, Østergade 10, Aarhus

Tuition Fee: DKK 25,900 excl. of VAT.
The tuition fee includes all course materials, lunches and coffee breaks on all three course days. 
Discount opportunities

Registration deadline: 
10 April 2019

Who Should Attend

PON Global attracts a diverse audience from private and public sectors. Participants span a range of titles and industries, including the following:

  • 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
  • Government Officials and Diplomats
  • Lawyers
  • Mediators
  • Program Directors

Mikkel Gudsøe

Program Manager
Hon. Assoc. Professor (Negotiation)

M
P +4542420004

Pernille Hjorth

Course coordinator
Aarhus BSS

M
P +4587152361

5 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.

Program

About the Program

In this acclaimed course, we compress 30 years of ground-breaking research into three thought-provoking days. In sessions taught by Harvard’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.

PON Global – Aarhus 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.

Day 1: Understanding Key Negotiation Concepts

MODULE 1 – Negotiation Fundamentals

We will share with you core concepts of negotiation, including the importance of principled bargaining and shared problem-solving.

Through negotiation exercises and interactive discussions, you will examine ways to structure the bargaining process to accommodate joint problem solving, brainstorming, and collaborative fact-finding. As a result, you will be able to think more clearly, make smarter moves, and set the stage for more productive negotiations.

MODULE 2 – Creating Value vs. Claiming Value

We will discuss how to handle the “Negotiator’s Dilemma” and how to create value while also ensuring your fair share of distributed value. You will learn about the need for careful preparation, which includes thinking about the other side’s “back table” as well as your own. We will discuss how to respond to different tactics and how to feel confident about your ability to drive the negotiation. 

Day 2: Managing Interpersonal Dynamics

MODULE 3 – Best Practices for Difficult Situations

What makes some negotiation situations difficult and how do most people deal with them? We will discuss typical responses and better ways to respond when you are faced with challenging people or problems. You will learn practical skills and the importance of active listening. You will also improve your ability to analyze a situation and choose the appropriate strategy and response.

MODULE 4 – Dealing with Emotions & Relationships

To be effective, executives must learn to navigate personality differences, diverse agendas, and social pressures. You will see that it matters how your counterpart feels about the negotiation and learn ways that you can generate positive feelings. You will be taught how to have the “difficult conversation” and how to separate intention from impact. You will learn the Core Concerns that need to be addressed in order to manage emotion in negotiations. Finally, you will do an exercise that helps you understand your own style of negotiation and the style of others.

Day 3: Addressing Negotiation Complexities

MODULE 5 – Negotiating Across Cultures

Learn how to overcome barriers to negotiating effectively across cultures by understanding differences in law, languages, professions, behavior, attitudes, values and other factors. Learn strategies for dealing with cultural differences in negotiation and become aware of how others may perceive your culture. Understand how complex your negotiation counterpart may be and avoid stereotypes. Acquire strategies for bridging cultural divides so that you can negotiate more effectively.

MODULE 6 – Multi-Party Negotiations, and Organizational Challenges

The final session builds on your accumulated knowledge to generate insights for negotiating across a variety of competitive contexts. The faculty will bring to life different negotiation problems and examine their real world outcomes. Learn sophisticated negotiation moves for working in highly complex situations and plan ahead for your future negotiations. As a result of your participation, you will become a more effective decision maker and negotiator over the long term. You will also be better prepared to acquire support from your organization as you lead future negotiations.

Widely recognized as a world leader in the field of negotiation research, PON is a consortium program of Harvard University, Massachusetts Institute of Technology, and Tufts University and serves as an interdisciplinary research center dedicated to developing the theory and practice of negotiation and dispute resolution in a range of public and private settings.

PON’s mission includes nurturing the next generation of negotiation teachers and scholars, helping students become more effective negotiators, and providing a forum for the discussion of ideas. Through its array of executive education programs, PON provides negotiation training to thousands of global leaders each year.

Alongside accomplished leaders from your region, you’ll broaden your understanding of negotiating concepts and acquire proven negotiating techniques through a learning format that includes:

  • Interactive classroom sessions led by a PON instructor
  • Video-based modules featuring world-class PON faculty
  • Real-life Harvard case studies
  • Video conferences with PON faculty at Harvard
  • Dynamic negotiation exercises and discussions

Faculty

PON-trained instructors will engage participants in interactive exercises and role-plays that allow them to apply new concepts and lessons to real-world negotiation scenarios.

Dynamic video sessions and virtual “chats” will feature PON faculty—the same expert negotiators, professors, researchers, and thought leaders who teach PON’s on-the-ground courses in Cambridge, Massachusetts.

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.




Testimonials

 

Rome

Alessandro Rucci, Euler Hermes Italia

“This is one of the most complete courses regarding negotiation fundamentals, negotiation theory, and negotiation practice. I highly recommend this course to anyone willing to take a course on negotiation.”

Tel Aviv

Shulamit Geri, Weizmann Institute of Science

“This program opened new dimensions in my perception of negotiations, giving me practice tools that I will use in the future, and deep insights as to the tool of negotiations in our society.”

Dublin

Maurice O’Connell, Hewlett Packard

“Overall, very good pace and delivery. It's great to see an intuitive experience broken down and characterized in an academic way."