CMI INTERSER - The Human Face of Negotiation

Negotiation Workshops Presented
in Cambridge
At Harvard Faculty Club

  • Four dates available during the year. March, June, October and November
  • Open groups: enroll for the next date
  • Closed groups or in company: contact

Theory and tools of the Harvard Negotiation Project

(duration: 5 days)

The model and the tools presented and practiced in this workshop go beyond the contents negotiated and focus in management of the process.

The workshop collects the developments of the Harvard Negotiation Project, the method of “principled” negotiation, and the experience of recognized negotiators from the most different environments of the world. In addition, the program captures the best identified practices for more than 20 years of experience in the subject.

The impact of the pedagogical focus stands on the large experience that our institutions have conquered during many years of training thousands of business people, executives, governments, professionals, leaders and negotiators throughout the world.

Core Objective:

Help participants to improve their negotiation abilities, their capacity for decision making and problem solving, as well as provide tools to enrich these abilities in the future.

Benefits of the workshop:
  • Put in order your ideas and systematize planning, conduction and evaluation of complex negotiation processes.
  • Develop your negotiation skills.
  • Obtain more efficient and creative results in each negotiation.
  • Increase your skills to approach and solve conflict creating value from the differences.
  • Teamwork in preparation and conduction of your negotiations.
  • Build long term relationships.
  • Extract learning from each negotiation.
  • Lecture by the Consultant.
  • Interactive exercises.
  • Negotiation of specific cases.
  • Group review of the cases.
  • Video analysis

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The Human Face of Negotiation

The way we communicate, our capacity to understand other people and make ourselves be understood clearly, substantially determine the success of our significant relationships and the reach of our goals and objectives.

To create a good interpersonal relation where trust and credibility are a common denominator is the basis to persuade and influence others with integrity.

Core objective:

The participants will have opportunity to learn and practice with the contributions that the new behavioral sciences have made for the field of negotiation: joint problem solving, leadership and persuasion skill.

In addition, through the filming of each participant and from own and others’ feedback, each participant may have a larger self-knowledge detecting strengths and opportunities for improvement.

Benefits from the workshop:
  • Identify and practice the masteries and abilities of the great negotiators.
  • Develop the capacity to observe the signs of conduct.
  • Count with techniques to "put yourself in the place of the other".
  • Know what, how and when to make questions to really understand the others.
  • Recognize the different styles to perceive reality. What are the different things that motivate others? What to observe in them? How to recognize the different styles or "programs" that people have and how to deal with these differences?
  • Understand and manage the keys to establish harmony and create an atmosphere of trust and safety.
  • Prepare and conduct a negotiation with a better approach to the "map" and to the perception of the other.
  • Lecture.
  • Exercises and interactions.
  • Group review.
  • Filming of participants.
  • Videos reviews.

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Instructors of the workshops

CMI Interser counts with highly qualified professionals to present the negotiation workshops in Harvard.

Get to know their resumes/experience.

  • Brian Mandell
  • Bruce Patton
  • Danny Ertel
  • Elizabeth Rayer
  • Gabriel Medina San Martín
  • Gabriela Decaro
  • Gonzalo Robaina
  • Gustavo A. Biasotti
  • Julio Decaro
  • Lilián Lafón
  • Mark Gordon
  • Rachel Viscomi
  • Steve Reifenberg
Brian Mandell

Dr. Brian Mandell is a professor at the Kennedy School of Government in Harvard University. His work focuses on the theory and practice of negotiation and conflict resolution, emphasizing in facilitation between third parties, mediation and consensus construction. Developer of initiatives for strategic planning and systems for resolution of disputes in American and international organizations.

Professor Mandell is also Executive Director of the Negotiation Project in the Kennedy School in Harvard University.

Before coming to Harvard, Dr. Mandell taught for many years at Norman Paterson School of International Affairs, the graduate school of Carleton University in Ottawa, Canada.

Previous to the academic carrier, he was a strategic analyst for the Canadian Department of National Defense, responsible in the area for peace preservation and arms control.

Extensive writing about international mediation and approaches to management of international conflicts in the post-Cold War era.

Bruce Patton

Bruce Patton is a founder and partner of Vantage Partners. He is also Distinguished Fellow of the Harvard Negotiation Project, which he co-founded with Professor Roger Fisher and William Ury in 1979.

Bruce has extensive experience in corporate, labor-management, and international contexts. His work focuses on relationship management in alliance, outsourcing, and merger contexts; managing internal executive teams or cross-matrix conflict; and on negotiation advice and capacity building. He has worked globally with some of the world's best-known corporations, including Andersen Consulting (now Accenture), Boeing, I.B.M., J.P. Morgan, and Unocal. In addition to his work in the accounting, banking, energy, and legal sectors, Patton has extensive experience in the high-tech, IT, and telecom areas. He has helped launch alliances, save and implement mergers, repair outsourcing relationships, renegotiate supplier relationships, implement restructured supplier management systems, coach executive teams, and build systems to support coordinated, high-quality, company-wide approaches to the management of key negotiations and relationships.

In addition to his work at Vantage Partners, Bruce is a founder and Board member emeritus of the nonprofit Conflict Management Group (now Mercy Corps). From 1985-1999, he was the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he taught the pioneering Negotiation Workshop and related courses. He continues to teach regularly in Harvard's executive education programs. His work in the public sector includes training the white Cabinet and African National Congress Negotiating Committee in South Africa before the constitutional talks that ended apartheid, mediating at the behest of the U.S. and Iran in the 1980 hostage conflict, working with President Oscar Arias on the Esquipulas II Central American peace agreement, and enabling the Boston Public Schools and the Boston Teachers Union to negotiate several contracts for educational reform

Mr. Patton is co-author with Roger Fisher and William Ury of Getting to YES: Negotiating Agreement Without Giving In (2nd Ed., Penguin, 1991), which has sold more than 3 million copies and been translated into 23 languages. Most recently he co-authored (with Douglas Stone and Sheila Heen) Difficult Conversations: How to Discuss What Matters Most(Viking/Penguin, 1999), a New York Times Business Bestseller.

Mr. Patton received his A.B. from Harvard College in 1977 and his J.D. from Harvard Law School in 1984.

Danny Ertel

Founding partner of Vantage Partners. An authority on matters on negotiation and management of relationships and conflicts. Works centered in helping buyers and sellers in the way they negotiate and manage complex contract agreements.

President of Janneva Inc., a software company dedicated for the creation of tools for managing outsourcing relations. President to the government chapter of the International Association of Outsourcing Professional.

Prior to funding Vantage Partners, was a Senior Investigator in the Harvard Negotiation Project. Taught negotiation at the University of Toronto Law School. Practiced law for Debevoise & Plimpton and served as law clerk to the honorable Judge Harry A. Blackmun in the Supreme Court of the United States.

Co-author of "Beyond Arbitration" (1991), his first book with Ralph Ferrara was selected by Legal CPR program as best book of 1992. Also, is a co-author with Roger Fisher of the book "Getting Ready to Negotiate" (1995), editor of Negotiation 2000 (1996). Writings for Harvard Business Review, Sloan Management Review, The Economist, Purchasing Today, and Financial Executive, among others.

His last book "The Point of the Deal: How to Negotiate when Yes is not Enough" was published by Harvard Business School Press in October 2007 and was selected as the winner of 2007 Book Award by the International Institute for Conflict Prevention and Resolution.

Graduate from Harvard University and Harvard Law School where was Chief Editor of the Harvard Law Review.

Danny Ertel is a founding partner of Vantage Partners, where his practice focuses on helping buyers and providers of services enter into, manage, and when necessary, remediate their relationships. Danny has worked with leading law firms, audit and accounting firms, management consulting firms, actuarial firms, and outsourcing services providers to develop fee and scope negotiation and renegotiation strategies, to build their own processes and skills to execute those strategies, and as a coach to teams preparing for difficult negotiations.

Prior to co-founding Vantage Partners, Danny was a Principal at Conflict Management Inc. and a Senior Researcher at the Harvard Negotiation Project, where he focused on the settlement of litigation and on the design of alternative dispute resolution procedures. Danny’s first book, Beyond Arbitration: Designing Alternatives to Securities Litigation (with Ralph Ferrara) was selected by the CPR Legal Program as the winner of its 1992 Book Award. Danny has also taught negotiation at the University of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackmun of the U.S. Supreme Court and to the Hon. Patricia M. Wald of the U.S. Court of Appeals for the DC Circuit.

Danny is the co-author, with Roger Fisher, of Getting Ready to Negotiate (1995) and with Mark Gordon, of The Point of the Deal: How to Negotiate when Yes is not Enough, selected as the winner of the 2007 Book Award by the International Institute for Conflict Prevention and Resolution. Danny has written for and has been quoted in the Harvard Business Review, the Sloan Management Review, the Economist, theNational Law Journal, and the ACC Docket among others.

Danny is a magna cum laude graduate of Harvard College and Harvard Law School, where he was Managing Editor of the Harvard Law Review.

Gabriel Medina Martin

He graduated as a certified public accountant at the University of Buenos Aires. He studied in the US, specializing in Negotiation and Mediation at the Harvard University, at the University of Pepperdine and at the American Arbitration Association, among others.

He has given lectures, seminars and served as professor of negotiation on the Masters of universities such as: Anahuac (Mexico); Catholic (Bolivia); San Carlos (Guatemala); Siglo21 (Cordoba, Argentina), Francisco de Vitoria (Spain) and University of Barcelona. He was professor of negotiation in the Master of Business Administration IDEA (Argentina) and Negotiation and Mediation of the Catholic University of Argentina (UCA).

As a CMI Interser consultant, he worked in the US, Canada, Spain and seventeen Latin American countries, developing consulting work in negotiation, facilitation of complex negotiations, executive coaching and training courses, workshops and conferences on negotiation, significant relationship management and conflict resolution. One of the areas that he has acquired great experience was in the design and facilitation of complex multiparty negotiation processes.

Some of the non-confidential works done were for clients such as: AACREA; Abbott; Accenture; IDB; Bell South; Cargill; Cemex; Deutsche Bank; General Mills; IBM; Kimberly Clark; L'Oreal; MasterCard; Novartis; Pepsico; Price Waterhouse; Peugeot; Ron Santa Teresa; SAP; Syngenta; Telecom; Verizon; Walmart.

It is responsible for the overall direction and is part of the teaching staff of the negotiation workshop, organized by CMI Interbeing and developed at Harvard University (Cambridge, USA) since 1995.

Gonzalo Robaina

CMI Interser Director. Law Degree from the School of Law and Social Sciences of the University of Belgrano (Argentina), 1989. Trained in Negotiation by CMI International Groupin the program offered at Harvard University. Trained in Negotiation Consultancy and Teaching through the course offered by CMI International Groupin Montevideo, Uruguay.

Since the year 2000, presents lectures, seminars, workshops in negotiation, and carries out consultancy work in different Latin American countries for companies and organizations such as: Arcos Dorados; Bacardi; BCIE; Banco General; Banco Popular Dominicano, Banco Nacional de Costa Rica; Banco Santander; Bayer; Bristol Myers; British American Tobacco; Cargill; Claro; Coca-Cola; Danone; Dow; DirecTV; Emerson Process; Farmacity; First Bank; Ford; HP; Galicia Seguros; IBM; Instituto Costarricense de Electricidad; Kimberly Clark; L´Oreal; MARSH; Movistar; Molinos Rio de la Plata; Nestle; Nidera; Novartis; Pan American Energy; Philips; Prosegur; PSA Peugeot-Citroën; RICOH; Sanofi; SAP; SC Johnson; Syngenta; Telecom; Techint; Turner Broadcasting; Toyota; Unilever; VW; Willis; Xerox; among others.

Former professor for Negotiation Mechanisms in the Masters of Business Administration Course at the Instituto para el Desarrollo Empresario de la Argentina (IDEA). Current Masters Professor at Universidad Anahuac (México) and at Escuela de Negocios José Giai in Universidad Empresarial Siglo 21 (Córdoba, Argentina).

Member of the instructors’ staff responsible for management and presentation of Negotiation Workshops organized by CMI Interser at Harvard University (Cambridge, USA).

Gustavo A. Biasotti

He is a CMI Interser director. He graduated as a lawyer in the Faculty of Law and Social Sciences of the University of Belgrano (Argentina) in 1989. He furthered his training in a workshop organized and directed by CMI Interser at Harvard University and then completed it at the training course for CMI Interser teachers (Montevideo, Uruguay).

Since the year 2000, he has given lectures, seminars, workshops in negotiation, and carried out consulting work in different Latin American countries for firms and organizations such as: Arcos Dorados; Bacardi; Banco Santander; Bayer; Bristol Myers; British American Tobacco; Cargill; Claro; Coca-Cola; Danone; Dow; DirecTV; Emerson Process; Ford; HP; IBM; Kimberly Clark; L´Oreal; MARSH; McDonald’s; Movistar; Nestle; Nidera; Novartis; Pan American Energy; Philips; Prosegur; PSA Peugeot-Citroën; RICOH; Sanofi; SAP; SC Johnson; Syngenta; Telecom; Techint; Turner Broadcasting; Toyota; Unilever; VW; Willis; Xerox; among others.

He was a professor for Negotiation Mechanisms in the Masters of Business Administration course at the Instituto para el Desarrollo Empresario de la Argentina (IDEA). He performs as a masters profesor at Universidad Anahuac (México) and at Escuela de Negocios José Giai in Universidad Empresarial Siglo 21 (Córdoba, Argentina).

He is part of the instructors’ staff that are responsible for the organization and delivery of Negotiation Workshops that CMI Interser organizes at Harvard University (Cambridge, USA).

Julio Decaro

Julio Decaro is PhD in Medicine, graduated from the University of Uruguay with Gold Medal in 1974.

He conducted studies at Harvard University, in the Institute of Mental Research (Palo Alto, California, USA) and IPPEM (Private Institute of Medical Psychology, Argentina).

He taught at the University of the Republic and the Catholic University, as well in most recognized management training centers, public and private, in Uruguay.

He has acted throughout his career in several management positions and direction and is currently Executive Director of CMI Interser.

He is co-author of the books: “Negociación 2000” and “Vivências desde o último peldaño”.

He is author of the books: “La Cara Humana De La Negociación”, “El Día Que Desperté Dos Veces”, “La Clave No Es Entender…Es Darse Cuenta”, “Nuevos Líderes Para Un Nuevo Mundo” and “Catador de Vida”.

He has given courses and advised both private companies, and governmental and nongovernmental organizations in the United States, Latin America and Europe.

Mark Gordon

Mark Gordon is a founding partner of Vantage Partners, and leads the Sales and Account Management practice area. For many years, he had been the Senior Advisor to the Harvard Negotiation Project at Harvard Law School. As an expert in negotiation and relationship management, he has worked with leading companies across a range of industries including financial services, energy, media and entertainment, healthcare, pharmaceuticals and medical devices, information technology, manufacturing, and telecommunications. He works with clients to help develop and implement strategies for maximizing the value from both intra-organizational collaboration and relationships with customers, alliance partners, and suppliers.

Mark has worked on every continent except for Antarctica (where he has yet to find a paying client), and much of his work focuses on helping clients establish, manage, and grow strategic customer relationships. Having worked across all Vantage practice areas, his work has ranged from advising clients on significant strategic negotiations to helping clients systematize negotiation and relationship management as key business processes, create key account management strategies, structure and launch new alliances, and transform their approaches to managing key suppliers as business partners rather than simply as vendors.

In addition to his work at Vantage Partners, Mark was a co-founder and former Chairman of Conflict Management Group, a 501(c)(3) non-profit organization focused on disputes of international public concern. In 2004, CMG was merged into Mercy Corps, a worldwide humanitarian development and relief organization where Mark serves on the Board of Directors. In his more than twenty years of experience in the public sector, Mark has worked with President Ortega of Nicaragua on negotiations between the Sandinistas and Contras, President Duarte of El Salvador on negotiations between the Government and the FMLN, and the PLO negotiation support group reporting to Yasser Arafat and then to Abu Masin. In addition, he has worked with the ANC in South Africa on the constitutional negotiations led by Cyril Rhamaphosa and Roelf Meyer, taught at the NATO Defense College in Rome, and conducted training for numerous foreign ministries around the world.

Prior to founding Vantage Partners, Mark practiced law as a corporate attorney with the firm of Cravath, Swaine & Moore in New York, worked for the U. S. State Department’s Arms Control and Disarmament Agency on U.S.-Soviet strategic arms reduction negotiations, the Democratic National Committee, Senator Hubert Humphrey, and Ralph Nader, and taught at the University of Stockholm.

Mark is the co-author of Vantage cross-industry studies on the Value of Pricing Discipline, on Negotiating and Managing Key Supplier Relationships, and on Customer-Supplier Negotiations. He is a frequent speaker on negotiation, alliance strategy, and relationship management, and has written for a variety of publications, including the Harvard Business Review and Harvard Communication Update. Mark has also appeared as a negotiation expert on MSNBC, and co-authored a book on negotiation, The Point of the Deal, published by Harvard Business School Publishing, which received the Outstanding Book of the Year Award from the International Institute for Conflict Prevention & Resolution.

Mark has a J.D. from Harvard Law School and an A.B. from the Woodrow Wilson School of Public and International Affairs at Princeton University.

Rachel Viscomi

Rachel Viscomi is a Principal within Vantage Partners’ Corporate Education practice, where she works with clients to design learning experiences that maximize learning transfer and business impact. Ms. Viscomi is also an experienced trainer and facilitator who has worked closely with clients from a wide range of industries to develop the skills that support business success in the areas of Negotiation, Communication, Influence, Managing Change.

A graduate of Harvard Law School, Ms. Viscomi is a veteran member of the teaching team for Harvard’s

Negotiation Workshop and brings her experience from Harvard into the Vantage classroom by developing and delivering workshops that enable organizations to change the way they do business.

Prior to joining Vantage, Ms. Viscomi practiced as a civil litigator with the law firm of Bingham McCutchen, LLP, where she assisted a wide variety of clients (including The New York Times Company, Northwestern Mutual Insurance Company, and MetLife Investment Services) in resolving complex commercial disputes. Outside of her law practice, Ms. Viscomi brings expertise in helping organizations and individuals rethink the way they deal with conflict. She has delivered conflict resolution workshops for entities including Exelon Corporation, the University of Amsterdam’s ADR Institute, and The Citadel, The Military College of South Carolina.

Ms. Viscomi earned her undergraduate degree from Columbia College, summa cum laude, and her Master of Arts from Middlebury College, with highest honors. She studied in Italy at the Università di Bologna and the Università degli studi di Firenze.

Lilián Lafón

Lilian Lafon is a Doctor in Medicine, psychotherapist, graduated in 1977. Studies of the mentioned fields in Uruguay, Argentina, Mexico and the United States. Training in negotiation through a post-graduate course organized by CMI Interser in Harvard University.

Recognized professor in academic centers of Uruguay as the School of Medicine of the University of the Republic, the General Program for Academic Studies and the Catholic University. Recognized as well in other countries, as in the University de Flores in Argentina and the Ericksonian Center in Mexico. Author of many works presented in international congresses.

Consultant to international companies in subjects involving the human factor and coaching of business people and executives in the areas of her expertise: communication, interpersonal relations, decision making. Works in different countries of Latin America for companies and organizations such as: IBM, Sara Lee, Tupperware, Walmart ANTEL, Bank of Previsión Social, Bank of Seguros del Estado.

Director and professor at the Center for Integration and Application of the Behavioral Sciences (CIANCC).

Elizabeth Rayer

Elizabeth Rayer, Ph.D. is a Partner at Vantage Partners and heads the Enterprise Learning practice. She brings expertise in negotiation, influence, change management, organizational development and instructional design. Liz’s work has been heavily concentrated on enabling organizations across various industries to have a sustainable, positive impact on their bottom line by more strategically and effectively working with, and managing relationships with, internal and external stakeholders. Liz’s work has ranged from designing and implementing organizational wide change initiatives, to designing large-scale learning and skill development programs. Recent clients include Anglo American, GE Energy, IBM, Merck, Microsoft, Novartis, Procter & Gamble, Southern California Edison, and USAA.

Prior to joining Vantage Partners, Liz was the CEO of BPYI, Inc., a health and wellness company, where she led the company to increased, sustainable growth by developing profitable partnerships both domestically and internationally. Before that, as Managing Principal of Elevation Strategies, she consulted to organizations on relationship management, leadership, and operational effectiveness issues. In this role, one of her major engagements was designing and implementing a negotiation strategy for the sales force of Pepsi USA. Additional positions Liz has held include Chief Knowledge Officer for Thinking Sun, Inc., a consultant with DBM, and Adjunct Professor of Psychology at St. Joseph’s University in Philadelphia.

Liz earned her Ph.D. in Psychoeducational Processes from Temple University. Her focus and dissertation were in the field of organizational development and adult learning.

Steve Reifenberg

Steve Reifenberg is executive director and associate professor of practice at the Kellogg Institute for International Studies at the University of Notre Dame.

His teaching and research interests in international education, international development, and negotiations build upon work carried out in more than a decade living overseas, primarily in Latin America.

His current research project, "From Aid to Accompaniment," explores ways to conceptualize international development as a process of accompaniment. In his teaching about development, he is interested in interactive pedagogical approaches such as engaging students with international development "clients."

Before coming to Notre Dame in 2010, Reifenberg worked for nearly two decades at Harvard University, serving as executive director of the David Rockefeller Center for Latin American Studies (DRCLAS) and subsequently founding and directing the DRCLAS Regional Office in Santiago, Chile. Previously, Reifenberg was the program director for Latin America at the Conflict Management Group and the director of the Edward S. Mason Program in Public Policy and Management at the Kennedy School of Government.

The author of "Santiago’s Children: What I Learned About Life at an Orphanage in Chile", Reifenberg continues to be actively involved in the Domingo Savio orphanage, and serves on the boards of Partners In Health, WorldTeach, and the Patagonia Sur Foundation.

He holds a Master in Public Policy (MPP) from Harvard University’s John F. Kennedy School of Government, an MS in print journalism from Boston University, and a BA in philosophy from the University of Notre Dame.

Gabriela Decaro

Gabriela Decaro is a clinic psychologist graduated from the Catholic University of Uruguay Dámaso Antonio Larraña. Specialized in Transactional Analysis and practice in Neuro Linguistic Programing.

Post-graduate studies in: Project Management (IEEC), Planning and Strategy (Dusseldorf – Germany) and Marketing (University ORT – Uruguay).

Acquired training in negotiation in the United States in courses organized and conducted by CMI Interser in Harvard University. Completed training for trainers in Cambridge, Massachusetts.

Has presented conferences and taught in workshops throughout Latin America, the Caribbean and the United States for companies such as: Boston Scientific, Claro, Exxon, IBM, Mc Graw Hill, Nestlé, Oracle, Peugeot, among others.

As a Consultant for CMI Interser, works in management of the human factor in organizations that begin change processes associated to the implementation of new and integrated systems of information and management.

Member of the technical team and faculty of the Center for Integration and Application of the Behavioral Sciences (CIANCC).