Why Negotiate?

Your very next deal could be the one that clinches your budget, lands that big account or puts your business way out in front of the competition” writes Susan Hackley, MD, Program on Negotiation at Harvard Law School. “For the deal that could make your career.

To be a successful leader, you need to know how to manage conflict, solve problems, and get deals done. But what if you were able to improve the success of the outcomes you achieve by 10%, 20%, 30%, or more?  Realize greater success within your team, and with your partners, clients, suppliers, peers, and employees when you:

  • Set the stage for productive negotiations;
  • Resolve your most challenging conflicts;
  • Get past cultural barriers to form effective partnerships and;
  • Reach better agreements with key customers and vendors.

Program on Negotiation for Senior Executives

Join executive leaders from all over the world and learn to negotiate with someone who refuses to cooperate and bargain in good faith, or who stonewalls and won‘t bargain at all. You will learn what to do when the other side resorts to threats, dirty tricks or personal attacks, as well as how to break through negotiating logjams created by a hard bargainer‘s bad behavior without ruining your chances for success.

Based on a set of breakthrough strategies you can use to turn aside attacks, escape from seemingly impossible situations and move from face-to-face confrontation to more productive negotiating results.




November  14 – 16


December     5 – 7


March          19 - 21


April            16 - 18


June             18 - 20

At this special program, you will learn how to:

  • Recognize and defuse “hard” tactics
  • Ask questions to which the other side can‘t say “no”
  • Use power without provoking
  • Exercise the greatest power you have as a negotiator — the power to change the game
  • Diagnose your own tendencies in the face of conflict and the tendencies of the other side

Who Should Attend: This program is recommended for:

  • Chief Executive Officers, Presidents
  • Board Chairs and Board Members
  • Executive Vice Presidents
  • Vice Presidents of Operations
  • Administration, Human Resources
  • Marketing, Manufacturing and Finance
  • Corporate Counsel
  • Other executives who face the pressures of resolving conflicts that have a direct effect on both successful day-to-day management and long-term strategies




Day 1

8:00 – 9:00 a.m.

Continental Breakfast


9:00 – 9:15 am

Program Welcome and Agenda Overview


9:15 a.m. – 12:30 p.m.

Setting the Stage for Productive Negotiations:
Diagnosing the Negotiation Problem


12:30 – 1:30 p.m.



1:30 – 5:30 p.m

Negotiating Better Outcomes: Building Successful Relationships


5:30 – 6:30 p.m.


Day 2


7:30 – 8:30 a.m.

Continental Breakfast


8:30 a.m. – 12:20 p.m.

Dealing with Obstacles & Complicating Factors


12:20 – 12:30 p.m.

Summary and Conclusion


12:30 – 1:30 p.m.



1:30 – 5:00 p.m.

Dealing with Difficult People and Difficult Situations


5:00 – 6:00 p.m.


Day 3


8:00 – 8:30 a.m.

Continental Breakfast


8:30 a.m. – 12:30 p.m.

Diagnosing and Responding to Manipulative, Hard Bargaining Tactics



12:30 – 1:30 p.m.



1:30 – 4:30 p.m.

Putting It All Together: Applying the Theory to Real-World Difficult Negotiations


           4:30 p.m.




The fee costs for the above include;

  1. Seminar & Author Session
  2. Return Air ticket; JFK Airport Nairobi – Boston Logan Airport.
  3. Six days accommodation, The Charles Hotel, Harvard Square, Cambridge, MA.
  4. US Embassy Visa fees
  5. Return transfer from Airport to Harvard Law School
  6. Taxi on returning to Nairobi, Kenya


Total Cost inclusive of the above is US$ 10,456 (subject to Air Fare stability)


Team Attendance

Others who have taken part in the Program on Negotiation for Senior Executives have found team attendance to be beneficial.

Team members do not interact with each other during negotiation exercises, but are assigned other negotiating partners at random. The benefit is exposure to a wide range of negotiating styles and approaches. Some discount is available for teams of more than 3 participants.

Institute of Executive Education and Consultancy

Inoorero University (IU), the ‘Enterprise University’ established The Institute of Executive Education and Consultancy (IU IEEC) in April 2010. The mission of IU IEEC is to develop visionary leaders with competencies to unfold and develop the potential of their employees and businesses. The Short Executive Programs offered at IEEC are designed to help sustain performance in today's business world and to enable organisations succeed in the highly competitive and rapidly changing business environment.

For more than 19 years, IU, then KSPS has developed and run world-class seminars aimed at enhancing performance of enterprises across East Africa. Our executive development and training anchored on our commitment to life-long learning are delivered in line with our core values of excellence and have built a reputation based on, quality and, effectiveness. We work with our clients on a very intimate level to deliver evidential continuous professional development that is both intense and customized to their business needs.

To deliver real world-class experience in these areas; IU has established collaborations with both local and foreign experts and professionals on executive development among them: Integrated Human Dynamics, South Africa, The Graduate School of Business – University of Cape Town, Vega School of Brand Communications and the Copenhagen Business School – Denmark.

Boston Hotel Information

The Charles Hotel
Harvard Square
One Bennett Street

Cambridge, MA 02138, USA

Room rate: $289 (plus tax, currently 12.45%)

The Charles is an independent property, offering luxurious accommodations and all the comforts of home. Guestrooms combine New England décor with the latest technology. 18,000 square feet of indoor and outdoor banquet space merge to offer an array of options for your next event.

Located just minutes from downtown Boston and a variety of world-class attractions, The Charles is a AAA Four Diamond Hotel and a proud member of Preferred Hotels and Resorts.

Step outside The Charles Hotel into bustling Harvard Square and you'll find a hub of intellectual and cultural activity. In the Square, heads-of-state cross paths with Harvard students, while industry leaders share sidewalks with a host of Cambridge musicians basking their talents for all to hear.

The Charles Hotel experience reflects the eclecticism that is Cambridge. An urban oasis, The Charles offers something for everyone who is visiting the Boston area. Guests can soak in their academic surrounding of Harvard, relax with a stroll along the Charles River, explore downtown Boston or dine at some of the Boston and Cambridge area's finest restaurants, including The Charles' own Henrietta's Table and Rialto.