Program on Negotiation

Widely recognized as a world leader in the field of negotiation and negotiation research, the Program on Negotiation (PON) is an interdisciplinary, multi-university research center based at Harvard Law School. Scholars from Harvard, MIT and Tufts develop negotiation principles and skills and share them in innovative courses that help train global leaders.

PON Global – Montevideo

For the second time in Uruguay, the Program on Negotiation (PON) is offering its successful and exclusive three-day executive education course, PON Global, which largely mirrors the extremely popular flagship program that PON has offered in Cambridge, Massachusetts, for more than 30 years. The course will give participants the opportunity to examine complex negotiation scenarios, and discover a range of cooperative and competitive negotation strategies.

PON Global – Montevideo will provide a framework for negotiation —equipping participants to overcome barriers, manage conflict, and achieve better outcomes at the bargaining table.

Teaching Methodology

You will learn from the on-site PON instructor, as well as from leading PON faculty in video modules made especially for this course. You will also videoconference with faculty back in Cambridge, Massachusetts, who can answer your questions.

  • Interactive classroom sessions
  • Real-life case studies from Harvard University
  • Video-conferencing with faculty at Harvard University
  • Collaborative negotiation exercises and discussions

On-site Instructor


Florrie Darwin has been a Lecturer on Law at Harvard Law School (HLS), teaching in the Negotiation Workshop. Also at HLS she co-created and taught the course Negotiating Leadership, and has worked as a mediator and trainer in the Harvard Mediation Program.

Outside the U.S., Darwin teaches negotiation at the Faculty of Law at the University of Freiburg in Germany, and has taught in Switzerland at the University of St. Gallen and the University of Lucerne, and in Tokyo at the Sophia University Faculty of Law.

Darwin has facilitated workshops for professionals at various corporations, including Coca Cola, General Motors, Johnson & Johnson, First Data, Health Net, Suncor, and Exelon; for healthcare professionals, for real estate professionals and for lawyers around the world. She created and facilitated Advanced Negotiation Workshops for the European Commission in Brussels and for diplomats in the United Nations.

She is a state-certified mediator, and a member of the Harvard Mediation Program Advisory Board. She graduated with honors from Columbia University and Harvard Law School, where she was an editor of the Harvard Law Review.

Modules Taught

Day 1 – “Understanding Key Negotiation Concepts”

Module 1 – Negotiation Fundamentals: Core concepts of negotiation, including the importance of principled bargaining and shared problem-solving.

Module 2 – Creating Value vs. Claiming Value: How to handle the “Negotiator’s Dilemma” and how to create value while also ensuring your fair share of distributed value? How to respond to different tactics and how to feel confident about your ability to drive the negotiation?

Day 2 – “Managing Interpersonal Dynamics”

Module 3 – Best Practices for Difficult Situations: What makes some negotiation situations difficult and how do most people deal with them? Learn practical skills and the importance of active listening.

Module 4 – Dealing Effectively with Emotions and Relationships: To be effective, executives must learn to navigate personality differences, diverse agendas, and social pressures. Learn to understand how the counterpart feels about the negotiation, and learn ways to generate positive feelings.

Day 3 – “Addressing Negotiation Complexities”

Module 5: Negotiating Across Cultures: Learn how to overcome barriers to negotiating effectively across cultures by understanding differences in law, languages, professions, behavior, attitudes, values and other factors.

Module 6: Multi-Party Negotiations, and Organizational Challenges: The final session builds on your accumulated knowledge to generate insights for negotiating across a variety of competitive contexts. The faculty will bring to life different negotiation problems and examine their real world outcomes.

General Information

DATES: January 21-23, 2020

VENUE: Club de los Industriales, Parque Tecnológico del LATU

TUITION FEES: USD 3.950 – Includes sessions, materials, lunches and coffee breaks during the three days. Payment must be received in full in order to reserve a place in the course.

Participants who attend all sessions and participate in all simulations will receive an official Certificate of Completion from the Program on Negotiation at Harvard Law School.

For further information or registration in the program, please email

PON Global – Montevideo is offered as part of the Program on Data Science but has limited seats available for external executives and professionals, who wish to strengthen their negotiation skills.

Posted in pon-english on Mar 08, 2019

Club de los Industriales, LATU
January 21-23, 2020

USD 3950

For further information or registration please email

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