What you'll learn

  • Discover the Influence Equation—a simple, high-impact framework that can help you identify and overcome three major factors that fuel resistance in any given negotiation

  • Deepen your understanding of the essential elements of persuasion and how to use them to prepare for your next negotiation

  • Diagnose the issues behind difficult negotiations and learn how to rebuild relationships for more effective outcomes

  • Plan a long-term influence campaign to help reduce resistance and become more influential over time

Learn More

Course description

We all encounter resistance. Whether we’re negotiating, giving feedback, managing up, or leading change, we are all familiar with situations in which we lay out a perfectly rational argument but, inexplicably, the other party resists. Maybe they say no, or worse, they say yes but don’t follow through.

In human interactions, resistance is inevitable. Pushing harder tends to increase the resistance. But giving in not only leads to suboptimal results, it also pushes your counterpart to dig in. The key to unlocking resistance is diagnosing and mitigating the causes.

Through breakout sessions, exercises, role plays, and other hands-on experiences, Carlebach will explain what to do when you encounter resistance. This session will introduce you to the Influence Equation—a simple, high-impact framework that can help you identify and overcome three major factors that fuel resistance in any given negotiation.

Learn More

Instructors

Stevenson Carlebach

Stevenson Carlebach

Affiliated Faculty, Mediation and Conflict Management Seminar, Program on Negotiation; Director, Eque LLC
Enroll now. Learn More

You may also like

Group discussion around table at Harvard Law School
Business
Online

Mediation and Conflict Management

This highly-interactive, online course is designed to raise your awareness of your own approach to conflict, introduce a range of theories about mediation and participatory processes, and improve your conflict management skills. 
Price
$2,749
Registration Deadline
Starts Jan 26
Master Class participants engage in negotiation role plays in front of windows at Harvard Law School.
Business
In-Person

Harvard Negotiation Master Class

The Master Class offers the rare opportunity to step away from your day-to-day responsibilities to self-reflect and focus on developing a competency that will serve you for the rest of your professional life.
Price
$8,997
Registration Deadline
Starts Apr 13