Open negotiation based on the Harvard-Concept®

'Negotiation for Project Managers – Beyond Imposing Your Perspective'

Brief Description:

A seminar specifically designed for managers and leadership who seek to explore the deep connection between Negotiation and Project Management. 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 project management.   

Appropriate Audience:

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


Members of the Board, Managing Directors and Project Managers all face the ongoing challenge of reconciling their own opinions and activities with those of their team colleagues. While it is certainly often possible to use hierarchical power to impose one way of doing things on a team, such a victory is usually short-lived.   Such a manager is likely to find herself isolated over time, thus weakening the overall team performance. The art of project management is – in a variety of 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 Project Management is:

  • A process of consensus-oriented decision-making.
  • The skill of producing a synthesis – in the sense of a shared purpose – out of the ideas and goals of all team members.
  • The unlocking of potential. Good project managers are able to glean more quality from a working team than each individual team member would be able to achieve if only working alone.

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 project management 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.