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Presented by Prof. Guhan Subramanian of Harvard University, the Moves at the Table program will review the latest research on strategies for creating effective, mutually beneficial, long-term, sustainable agreements. Topics will include: how to prepare systematically for negotiations; strategies of persuasion and influence; how to use body language and different modes of communication; and the role of emotion in negotiation. Exercises will illustrate key concepts during this program.

Moves Away from the Table: Multiparty Negotiations and the “Setup” of the Deal

Presented by Prof. Guhan Subramanian of Harvard University, the Moves Away from the Table program will introduce the concept of “deal setup” and will provide examples across industries and contexts. Case studies will include the negotiation between NBC and Paramount over the TV show Frasier and the American Airlines bankruptcy.