Open negotiation based on the Harvard-Concept®

'Leadership – More than just Goalsetting

Brief Description:

A seminar specifically designed for managers and leadership who seek to explore the deep connection between Negotiation and Leadership. As always guided by practical applications, these participants will introduced to open negotiation based on the Harvard-Concept and its particular application to the special challenges of using the model in the context of leading teams.  

Appropriate Audience:

Leaders, managers, decisionmakers, members of the Executive Board, negotiators from all industries, but especially those with a designated responsibility for leading teams.  


  • Good leadership means inspiration to follow agreed objectives, rather than dictating targets.
  • If leaders want their followers to fully identify with the content of what they do, and also strive to give their best, they must treat these followers as valued partners, sincerely seeking their input into the goalsetting process.
  • Good leadership is therefore about good alignment of organizational interests with the interests of those on our team.
  • This art of leading people is – in many different ways – closely related to the art of negotiation. We understand negotiationto be as a process of dialogue, built on relationships of mutual trust, conversations that realize synergic potential and lead to balanced and fair agreements.
  • Successful leaders/negotiators will be able to:  
  • Get the most out of their people in the service of the organization – while at the same time maximizing benefit for each team member
  • Retain the unconditional loyalty of each team member to the team and to the organization
  • Bind good team members to the organization for the longer term.

Benefits for the Participants:

  • You will come to understand and experience the advantages of a clear ‘win-win strategy’.
  • You will engage intensively with the principles of ‘Open negotiation based on the Harvard-Concept®’.
  • You will have an opportunity to evaluate your own natural negotiating style.
  • You will increase your ability to achieve optimal results in a systematic and focused way.
  • You will acquire some valuable practical tools, tested in practice.
  • You will learn to recognize manipulation and deal with it effectively.
  • You will work on your own specific negotiation and leadership situations, both individually and in a team.
  • You will increase your mental, social and communicative capabilities.
  • You will get in shape for challenging negotiations and leadership tasks in the real world.


  • Short inputs and presentations
  • Dynamic interactive exercises
  • Active role-plays in experiential case studies
  • Video recordings and analysis
  • Individual feedback

Time required: This training lasts for 2 days or more, depending on specific structure and contents.


Participants will receive the seminar documentation in electronic form, as well as a copy of the book, 'Getting to Yes'.

Certificate: Participants receive writtten certification of participation at the end of the seminar.