Harvard Business School Publishing Introduces New Negotiation Program; New Product Hones Users' Skills in Conducting Effective Negotiations

Business Wire,  July 25, 2003  

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Business Editors/Education Writers/High-Tech Writers

BOSTON--(BUSINESS WIRE)--July 25, 2003

Harvard Business School Publishing (HBSP) today released its newest eLearning program, Negotiating for Results. This program offers users valuable techniques for handling negotiations productively, approaching the process in terms of groundwork, the actual negotiation, relationships, and follow through.

Negotiating for Results is based on the research and writings of James K. Sebenius, Michael Wheeler, Danny Ertel and other experts in the field of negotiation. The program guides users on the skills needed to prepare for and conduct effective negotiations and offers advice on ways to avoid common traps and identify opportunities to create value for both parties. Specifically, the program instructs users on:

-- Developing a BATNA (best alternative to a negotiated

agreement)

-- Clarifying and uncovering all interests to create

opportunities for mutual gain

-- Restoring productive dialogue with "appreciative moves" when

negotiations stall

-- Differentiating between the relationship and the deal

-- Generating ways to foster relationships based on trust

-- Thinking through and planning for how terms of an agreement

will carry out in practice

Negotiating for Results employs the same instructional design and philosophy that has been used in a number of HBSP's other award-winning eLearning programs. Users are engaged through interactive case studies and a concise, modular design that allows for easy access to the program. Learning is supplemented through a host of resources, including Harvard Business Review OnPoint articles. Facilitation guides and mentoring guidelines are also provided, offering trainers multiple options for integrating the program into a broader development initiative.

"Many of our customers are interested in a tool that can help them to hone negotiation skills within their organizations," notes Maureen Betses, Vice President of eLearning at Harvard Business School Publishing. "Strong negotiation skills have broad applicability in the corporate culture, as they can be utilized in situations from enhancing productivity in a workgroup or department to launching an organization-wide initiative. HBSP eLearning has employed the latest research to create a program that offers highly practical skills enhancement to business managers."

About the Content Providers

James K. Sebenius, Gordon Donaldson Professor of Business Administration at Harvard Business School, is a specialist on analysis and advisement on complex negotiations.

Michael A. Wheeler, MBA Class of 1952 Professor of Management Practice at Harvard Business School, focuses on negotiation dynamics, dispute resolution, and organizational design.

Danny Ertel is a founding partner of Vantage Partners LLC and a director of Conflict Management, Inc.

About Harvard Business School Publishing eLearning

Harvard Business School Publishing (HBSP) is a wholly owned, not-for-profit subsidiary of Harvard University. The HBSP eLearning division provides online leadership and management programs to a growing list of over 500 corporate eLearning clients. Combining premier content with flexible technology, HBSP eLearning is transforming the way that important management ideas are shared in the workplace. The eLearning programs include Harvard ManageMentor (R), Leadership Transitions, Managing Change, Decision Making, Coaching for Results, Influencing and Motivating Others and more. www.eLearning.hbsp.org.

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