1. NEGOTIATION
AND PERSUASION
WORKSHOP
October 3rd - 7th, 2011
Cambridge, Massachusetts - U.S.A.
TO BE GIVEN AT HARVARD UNIVERSITY CAMPUS

2. NEGOTIATION
AND PERSUASION
We live in a world lled with continuous evolution and rising new opportunities. To achieve
results and to perform in an ef cient and effective manner, it is essential that leaders of
the private and public sectors gain the expertise, insights, andcompetencies required to
positively in uence any outcome.
As a result, Cambridge International Consulting, LLC (CIC) - a negotiation, strategic
communications, and leadership rm with headquarters in Caracas - created a partnership
with MIT-Harvard Public Disputes Program (PDP) and the Consensus Building Institute
(CBI) to develop a negotiation and persuasion workshop exclusively for professionals in
Latin America. Going on its sixth year, this program has successfully trained over 600 Latin
American entrepreneurs, professionals, and leaders and it is now expanding its services to
include participants living in the United States.

3. PROGRAM
OBJECTIVES
This hands-on workshop provides you with a step-by-step guide to effectively persuade others during
a negotiation. Maximize your ability to in uence, resolve con icts, and generate solutions that bene t
both parties in a strategic way.
Benefits of attending
Master effective persuading techniques to communicate con dently during a negotiation.
Develop powerful agreements that add value and generate the best solutions that bene t both sides.
Apply proven techniques for analyzing, preparing for, and conducting negotiations.
Become more effective during extensive hands-on negotiation practice and personalized case studies.
Unprecedented business networking opportunities with leaders and entrepreneurs from Latin
America.
Who should attend
Entrepreneurs, leaders, professionals, and individuals who face the challenge of resolving con icts
and are seeking to drive breakthrough performance improvements
Topics covered
Negotiation Based on Interests
Principles of Persuasion
Non-Verbal Communication During Negotiations
Handling Dif cult Conversations
Managing Differences During Complex Negotiations
Negotiations and Emotions

4. SCHEDULE
Time Monday 3 Tuesday 4 Wednesday 5 Thursday 6 Friday 7
Credentials and Materials
8:00
Delivery
9:00 Welcome – Introduction Prof. Gary Orren Prof. James Coan Prof. Hal Movius
Prof. Dan Shapiro
Persuasion No verbal comunication in Managing differences
Negotiation and emotions
Negotiation in complex negotiations
9:30 Exercise
12:00
Lunch Lunch Lunch Lunch
- 1:00
Lunch
Delivered of Certificates
Guhan Subramanian
Prof. Hal Movius
1:00 Prof. Gary Orren Prof. John Richardson
Managing differences
- 5:00 Negotiating based in interest Persuasion Difficult conversation
in complex negotiations
5:00 Closing Closing Closing Closing

5. ATTENDING
PROFESSORS
Gary Orren James Coan John Richardson
Gary Orren is the Roy He is one of the best John is a senior
E. Larsen Professor Faculty Member of the consultant for Triad
of Public Policy and Neuroscience Graduate Consulting. He has
Management at Harvard Program, University of co-authored two
University. He has taught at Harvard Virginia. Post-doctoral Fellow, Waisman books in the eld, and was for several
for over 30 years, and is on the faculty Laboratory for Brain Imaging and years an Associate of at the Harvard
of the John F. Kennedy School of Behavior, University of Wisconsin- Negotiation Project and a Lecturer on
Government. He serves as a consultant Madison. Consulting editor, Journal Law at Harvard Law School, where
on strategy and communications to of Personality and Social Psychology. he taught Negotiation and Multi-Party
corporations, government agencies, Nominee, Early Career Award, Society Negotiation. He has recently worked
and non-pro t organizations. Over for Psychophysiological Research, with Palestinians in the West Bank,
the years, Professor Orren also has 2008. Tursky Award, Society for and business leaders in Brazil. He is
conducted and analyzed opinion Psychophysiological Research, 1999. currently working on a year-long project
polls for many clients, including Nominee, Early Career Award, Society training hostage negotiators in Abu
the Washington Post, the Boston for Psychophysiological Research, 2007. Dhabi. John is the only person to have
Globe, and the New York Times. He is interest in Social Baseline Theory, co-authored negotiation books with
The popularity of the Gary Orren is a Neural bases of emotion and emotion both Roger Fisher and Howard Raiffa.
result of the validity and relevancy of regulation, Couple and family interaction He wrote Getting It Done with Roger
his prescripts in diverse social and in the social regulation of emotion, Fisher and Alan Sharpe. With Howard
economic contexts. Personality and individual differences. Raiffa of the Harvard Business School,
he wrote Negotiation Analysis. John
graduated from Wesleyan University
and Harvard Law School.

6. ATTENDING
PROFESSORS
Dan Shapiro Hal Movius Guhan
Director of the JHal Movius holds a Ph.D. Subramanian
Harvard International in Clinical Psychology Joseph Flom Professor
Negotiation Initiative from the University of of Law and Business at
and Associate Arizona, he also holds a the Harvard Law School
Director of the Harvard Negotiation B.A. in History from Harvard College. He and the H. Douglas Weaver Professor of
Project at Harvard Law School. He is is a Principal at the Consensus Building Business Law at the Harvard Business
Assistant Professor in the department Institute and directs its Assessment, School. He is the rst person in the
of Psychiatry at Harvard Medical Coaching and Training services. He has history of Harvard University to hold
School/McLean Hospital and is on trained more than a thousand executives tenured appointments at both HLS
the faculty at the PON. Shapiro’s and advised organizations of all sizes. and HBS. At HLS he teaches courses
research focuses on the psychology of With Professor Lawrence Susskind, he in negotiations and corporate law. At
con ict. He has contributed to popular is co-author of Built to Win: Creating A HBS he teaches in several executive
publications and co-authored (with World-Class Negotiating Organization. He education programs, such as Strategic
Roger Fisher) the bestseller Beyond has also authored and co-authored more Negotiations, Changing the Game,
Reason: Using Emotions as You than a dozen negotiation articles, cases, Managing Negotiators and the Deal
Negotiate. He is now pioneering a new and simulations that focus on negotiation, Process, and Making Corporate Boards
research programme on the emotional communication, and leadership. He has More Effective. He is the faculty chair
and identity-based dimensions of been a featured speaker at the Global for the JD/MBA program at Harvard
international con ict resolution. He Institute for Leadership Development and University and the Vice Chair for
is the recipient of numerous awards, the Women in Leadership Summit. Hal Research at the Harvard Program on
including the American Psychological also teaches The Program on Technology Negotiation. Prior to joining the Harvard
Association’s Early Career Award and Negotiation, an executive seminar offered faculty he spent three years at McKinsey
the prestigious “Peacemaker of the through the Program on Negotiation at & Company in their New York, Boston.
Year” award. Harvard Law School.

7. SPONSOR
Cambridge International Consulting, LLC (CIC) is an international organization
specializing in the use of strategic in uence to achieve success. Our consulting services
are concentrated in four areas: Negotiation, Strategic Communication, Leadership, and
Persuasiveness; which are the most ef cient tools to exercise in uence and to drive
unprecedented change and growth.
CIC seeks to offer the intensive 5-day intensive negotiation and persuasion workshop to
individuals who want to improve their skills in in uencing and negotiating the best possible
outcome to bene ts both sides. The workshop, held at Harvard University in Cambridge,
Massachusetts, is taught by professors of the Harvard Law School, Harvard Business
School, and John F. Kennedy School of Government among others. CIC expert negotiators
guide you through dynamic, hands-on simulations of actual negotiations from small to large,
personal to professional, and common to complex.
Leave Harvard University with practical and transformative tools to help you master
planning, persuading, and effectively communicating during all your negotiations.

8. TUITION FEE
Register by September 16 and pay $ 3,750
Register after September 17 and pay $ 4,000
TUITION INCLUDES
Course materials, daily continental breakfast, lunch, snacks, and several social events. Details will be
provided in the registration packet on your arrival
Simultaneous translation
Certi cate issued by Cambridge International Consulting, LLC (CIC).
Tuition fee does not include: air ights, hotel, and other travel expenses.
PAYMENT METHODS
BANK WIRE
Bank Name: Commercebank
Bank Address: 220 Alhambra Circle, Coral Gables, Fl 33134
Bank ABA #: 067010509
Bank Swift #: MNBMUS33
Customer Name: CIC – CAMBRIDGE INTERNATIONAL CONSULTING
Customer Account #: 8302943112
CREDIT CARD PAYMENT
Contact cambridge@persuadir.net for credit card payment processing.

9. CANCELLATION
POLICY
Cambridge International Consulting, LLC (CIC) is not responsible in the event of any cancellation by
participants.
Certi cate of completion is subject to the punctuality and full assistance by the participant to the 40 hour
workshop.
The participant who cancels within twenty (20) working days prior to the workshop, will receive a 70%
refund of the tuition fee.
The participant who cancels within ten (10) working days prior to the workshop, will receive a 50%
refund of the tuition fee.
The participant who fails to attend will be liable for the entire tuition fee.
CIC is not responsible for cancellations due to natural disasters and other acts of God, in these cases
CIC will not refund payments received.
At CIC we realize that this is a valuable investment for you and your organization and we would like
to accommodate your needs as best we can. Therefore, please contact us directly at cambridge@
persuadir.net with any cancellation questions.

10. NEGOTIATION
AND PERSUASION
WORKSHOP
October 3rd - 7th 2011
Cambridge, Massachusetts - U.S.A.
TO BE GIVEN AT HARVARD UNIVERSITY CAMPUS
WASHINGTON D.C., U.S.A.
RIF. J-31427609-3
Sharinna R. Sarmiento
Phone: 240 367 0719
ssarmiento@persuadir.net