The Professional Development Institute
Harvard University Global System
Harvard® Planner Group
Certificate of Completion
Value: 2 Continuing-Education Units (CEU)

Unique in North-America, this exclusive certificate is awarded to the participants who have successfully completed the ten modules of the Negotiation-Excellence Skills Workshop.

Negotiation-Excellence Certificate


Participant's Feedback

"I enjoyed acquiring new ideas in strategy formulation, negotiation skills and leadership. The exercises and simulations gave a good hands-on practice."

Savi Sachdev
Director General, Space Systems
Canadian Space Agency

"This course was extremely helpful to me: it challenged some of my long held beliefs and gave me another perspective."

Sandra Tobin
Vice President, CAA

"With a first-hand experience and Harvard-University education, Alain Martin understands the fleeting-coalitions dynamics and the subtleties of context, wording and tone. He helped financial institutions get the best of the NAFTA, played a role in crafting cooperation between several countries and forged strategic-partnership agreements in the business world."

Danièle Testelin
Diplomat & Senior Advisor, CIDA

"The tools and strategies provided by this course will be of practical use in all aspects of my work! Powerful tools delivered by a leading-edge instructor! Many thanks!"

Carl Finniss, Project Manager
Customs & Revenue Agency

"One of the most useful seminars I have ever attended."

Ray Springer, Senior Policy Analyst
Treasury Board

"I found this to be a content-rich course with a real world focus. It has changed the way I approach strategic thinking and has significantly added to my risk and negotiation tool chest."

Mark Maltais, Manager
Risk Assessment, CDIC

"Excellent value for a senior manager."

Col. Tom Lawson
Department of National Defence

"Very knowledgeable instructor who teaches this seminar with a dedication and passion. This course is an important tool for managers. Everything was well-coordinated!"

Raja Kadri
Senior Policy Analyst
Natural Resources Canada

"Alain Martin's real-life examples and experience add so much value to the learning experience that it made the learning material much easier to understand."

Michel Firlotte
IT Project Manager
Health Canada

"For several years, our teams have successfully applied, the unique framework and Harvard University Global System™ tools learned during this workshop. The method was successfully used to orchestrate the turnaround of North-America's fastest growing casualty-insurance company, and subsequently, to craft a vision and strategic direction of Desjardins, a $75 billion financial institution... For example, I always use the Factional Analysis Grid to assess each party's interests in high-stake negotiations."

John Harbour
President, Desjardins (ret'd)

"I Left with new valuable concrete ideas to apply to my projects. Thank you for this incredible learning experience."

Catherine Kerr
Transportation Energy Program Officer
Office of Energy Efficiency

"Very focused seminar on practical and innovative tools that are of great value and are uniquely delivered."

Wassim Labaki, President & Chief Engineer
Advanced Manufacturing Processes
Robotic Systems

"Well-structured framework to effective competitive intelligence, strategy formulation, risk management, negotiation skills and successful leadership. This valuable seminar bridges the gap between theory and practical wisdom, and complements other frameworks and disciplines. The workshop leader Alain Paul Martin is excellent, humble and sincere."

Zakaria Radwan-Kamaly
Manager, Credit-Risk Standards
Export Development Corporation

"The most thought-provoking and insightful sessions on management issues I have seen in 25 years of military and public service experience."

Alan Stewart
Sr. Project Manager
Aircaft Certification, Transport Canada

"As a new supervisor, this workshop gave me more practical tools to achieve my mission."

Louis Dufresne
Supervisor, Technical Training
Bombardier Transportation

"I congratulate you on delivering a very professional seminar in a first rate facility. You covered a very large amount of material in the four day period and I thoroughly enjoyed the interaction with all other attendees."

LCol. Andy Topp
U.K. Ministry of Defence

"Very interesting and fast paced! Not a dull moment."

Rick Leach
Team Leader, Financial Planning, EDC

"All managers should take this seminar. Everything we touched on will be great help to me."

Roger Provost, Ice Services Specialist
Weather and Environmental Prediction Services

"I found this workshop to be highly educational, interesting, interactive and useful."

Tim Georgeoff
President & CEO
CAA North & Eastern Ontario

"This excellent seminar is appropriate to our work-environment and context. It also provides practical tools that help you reach your personal and professional objectives."

Renald Breton
Senior Advisor
Desjardins Trust

"The seminar provides an excellent opportunity to learn with a diverse group of bright individuals at a senior level. Alain Martin was a dynamic and engaging leader."

Mary D'Alton, Managing Director
The Waterloo Inn & Convention Centre

"An extremely unique and valuable course with great new tools that can be broadly applied."

Derek Potts
Chief, NHQ Computing Facilities, CIC

"Excellent program; good use of examples. Alain uses his very diverse knowledge base to focus the principles of this seminar."

Dr. Keith Garel
Senior Project Manager
Nuclear Feeder Integrity Project
Ontario Power Generation

"Excellent colleague. Very dynamic. An asset in any team! Alain Paul is a plus!"

Josée Touchette, LLL, CPA-CMA, MBA
Chief Operating Officer
National Energy Board


From Participants in Other Events


"I was privileged to work with Alain Paul Martin at Harvard University, attend his lectures and provide technical support for his research on complexity reduction.

Alain cares deeply about the students he mentors, Harvard staff and his Advanced Leadership colleagues. He is passionate about social justice. His compassion for the less privileged is genuine. Candid to share his mistakes, he welcomes critical scrutiny of his work, listens, validates and acts on suggestions.

A model leader and educator with a touch of humility and captivating public speaker!"
Cochise Pearson, M.Ed.
President Ivy Scholars Success

"I have worked with Alain in many occasions to improve business strategy and execution, and coach my management team. I also attended his leadership and negotiation training program. A remarkable strategist with typical riguor and discipline of a professional engineer, he has helped me reframe et solidify positionning to deliver key business outcomes. Extremmely generous, committed to help and make a difference, he has part of the cream of the cream as business partner, collaborator and 'catalyst'. Great coach, I owe him a lot."

Gilles Morin
Vice-President
Export Development Canada

"Alain Paul Martin is a true authority on the subject of risk, complexity reduction and the transfer of universal skills. At some of the “darkest hours” in leading complex projects and managing global risks, I turn to Alain’s methodologies clearly laid out in his seminal book Harnessing the Power of Intelligence, Counter-Intelligence & Surprise Events. It is like the Physician’s Desk Reference for strategists and practitioners alike. Alain is a masterful public speaker and he captivated an audience of fellow HBS alumni and guests when I hosted him at the French Embassy. Alain receives my highest praise."

Dante A. Disparte
Founder and CEO at Risk Cooperative
Co-Author Global Risk Agility and Decision Making



Video Testimonies

Executives who completed Negotiation Excellence, Team Leadership and Project Management

Videos I & II (English): V.P. Global IT Company.



Videos III & IV (in French): CEO, Large Banking & Insurance Conglomerate; Staff: 48,000





Director of Engineering (global mining company) who completed Project Management and Negotiation Excellence






Upcoming Seminars
Applying Harvard University Global System™ Tools; Planned in Boston, New York and Canada


1. Team-Leadership and Management-Skills Workshop

2. Advanced Workshop: Team-Leadership Skills


3. Project Management Workshop: Leading and Managing Projects and Pilot Experiments in a Turbulent Environment with Advanced Skills and Harvard® Tools

4. Workshop for Executive Assistants and Administrative Professionals: Best Practices, Proven Personal Organization Methods and Skills for Partnering with Your Team and Moving Forward

5. Advanced Workshop for Executive Assistants and Admin. Professionals - Part II: Applying Advanced Effectiveness Methods and Harvard University Global System™ Tools

6. Professional Skills for Writing with Clarity and Impact for Managers, Team Leaders, Engineers, Analysts, Executive Assistants and Other Administrative Professionals

7. New Manager & Team Leader Workshop

Harvard University Global System™ (HUGS) in English, French, Spanish and Mandarin Shipped Worldwide

Road Maps, Checklists & Posters for executives, negotiators, team leaders and executive assistants on Strategy, Risk, Negotiation, Project & Time Management

1. Harvard® Negotiation Mandate (Negotiation Planning & Risk-Mitigation Tool)

2. Harvard® Negotiation-Strategy Tool

3. Harvard® Responsibility & Accountability Chart

4. Harvard® Project-Planning and Management Tools

5. Harvard® Project-Scope Definition Tool

6. Other Tools, Working Forms & Templates

7. Harvard® Wall Planners, Schedulers & Multi-Function Grids

8. Harvard® Planners & Organizers

   Order now



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Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System™ Tools

Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals

Toronto
September 7-9, 2016
Ottawa-Gatineau, Canada
September 12-14, 2016
November 28-30, 2016
15-minute drive from Ottawa-Centre
An hour flight from LaGuardia, NYC



New York
July 18-20, 2016



"So let us begin anew—remembering on both sides that civility is not a sign of weakness… Let us never negotiate out of fear. But let us never fear to negotiate."

President John F. Kennedy
LEARNING OBJECTIVES

Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts, seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.

The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships and a reputation for being competent, dependable, caring and ethical both within and outside your organization.

Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases; disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.


WHO SHOULD ATTEND?

Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment and results without the formal authority to enforce decisions. Participants come from business, trade associations, foundations and governments.


WORKSHOP OUTLINE (2.5 DAYS - 2 CEU)
1. Pathways to Negotiation Excellence
  • Positional versus interest-based negotiation
  • How reality defies perceptions: Lesson from Roger Fisher’s workout
  • How to prevent event-driven emotions, anger and deviant behavior
  • How to listen, validate claims and control your emotions
  • Harvard® proven tools to understand each party’s interests, issues and behavior
  • Early warnings about leaving money on the table
  • How to plan closure setting the critical milestones for high commitment.
  • How to address execution (the Achilles' heel of most deals) with Harvard® Project-Management instruments
2. Preparation: Know Your Stakeholders
    and Their Issues
  • Tools to understand the stakeholders and validate their interests: Factional Scale, psychographics, power asymmetry, open-source intelligence (OSINT)
  • Secrets to uncover false claims and irregularities
  • How to anticipate and track issues during incubation
3. How to Chart a Clear Negotiator's Mandate
  • Interest-based deals: How to validate each party’s goals, scope, conditions beyond each party’s control, risks and mitigation scenarios, milestones and progress
  • Harvard® Negotiation Mandates: Teamwork to draft one for each negotiation party including yours
  • Prevent role conflict: Harvard® Responsibility Chart
4. Skills & Tools to Invent Mutual-Gain Options
  • Critical success factors to invent mutual-gain options
  • From issue-linkage to options, strategy and deliverables
  • Harvard® Creativity Grid: 3 Real-life cases that left NO money on the table
  • Teamwork: Brainstorming and negotiation role-play
  • Teamwork with a video case: How to legitimize your arguments with verifiable benchmarks
  • Interactive peer learning
5. People Skills for Sustainable Commitment
  • How context and timing affect written, verbal and non-verbal communications
  • How to ethically increase your power of influence in context
    • Power options from soft power (Joseph Nye) and synergistic power (Martin) to coercive power (Churchill)
    • How to hitch hike on the power of others
    • Negotiating without the benefit of authority to enforce decisions
  • When context calls for a negotiation intermediary: Trademark-license case
  • How to ethically deal with harsh negotiators who resort to systematic hostility and obstruction
6. Balance between Opportunity & Risks
  • Crafting interest-based deals: Critical success factors
  • Opportunity, risk-tolerance and risk-identification tools
  • What is the most viable Plan B, a.k.a. Best Alternative to a Negotiated Agreement (BATNA)
  • Secret Walk-Away Price (SWAP)
  • Exercise in risk management: from mitigation against the worst deal (WATNA) to contingency reserve for residual risk
7. Terms and Conditions
    Negotiation-Dance Exercises
  • Howard Raiffa’s tips on reservation prices and zone of possible agreement (ZOPA)
    • Buying a building or a house: Martin’s QQTLE benchmarks
  • Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
  • Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
  • Framing, escalation, soft money and other tactics
  • Practicing with terms and conditions
    • Selling/buying: Participants will bring a small item to sell for the best possible price
8. How to Close Deals and Forge
    Lasting Agreements
  • Steps to build trust, avoid deadlocks and inadequate closure. Foundation for long-term relationships
  • Interactive peer learning
9. More Practice: Advanced Principled-Negotiation
    Exercises and Teamwork
  • Role-playing multiple Parties and issues with Harborco case study
  • Tips to break an impasse and prevent deadlocks
  • Dealing with emotions, gambits, ploys and hostile attacks
  • Deciding if and when to walk away
  • Issue of fleeting coalitions and illusion of validity
  • High-visibility negotiations: Real-life video learning
  • Face-to-face, phone, e-mail and virtual-negotiation tips
  • Repeat-business negotiations with same suppliers, clients and governments
10. Synthesis & Conclusion
  • Harvard® Proven Toolkit for Negotiators and Professionals
    • Practical road maps, checklists and templates for strategic negotiations and daily referral
  • Lessons from timeless masters: Fisher (Getting to Yes), Mnookin (Bargaining w. the Devil), Susskind (Negotiating More Effective Global Agreements), Ury (Getting Past No), Lemperreur (First Move) and Yann Martin
  • Concluding negotiation-nuggets worth sharing
WORKSHOP LEADER: Alain Paul MARTIN

A Harvard Fellow in Advanced Leadership educated in the science and practice of negotiation and team leadership at Harvard Business and Law Schools, Concordia University and MIT, Alain Martin is a member of several boards in Canada, the U.S., Japan and Europe. He works frequently behind the scene coaching executives and negotiators. An inventor who held US, Canadian and Japanese patents, Alain is well-known for developing Harvard University Global System™, the most-innovative practical framework and toolkit for strategists, negotiators, project leaders and executive assistants.

Alain Paul Martin, Workshop Leader Alain has advised two prime ministers of Canada (4 years), the UNESCO's Director General, the CEOs of BioKPlus (biotechnology) and both Desjardins Financial Group and its casualty-insurance company (10 years). He held risk- and IT-management positions at Du Pont, Bombardier, Domtar, CBC, Agriculture Canada where he worked with Dr. Brian Morrissey on the incubation of the Canadian Food Inspection Agency. He led international capital projects (CIDA, World Bank) and was twice a faculty member at the University of Quebec where he taught negotiation and management of change in the M.Sc. and MGP Project-Management programs. He also worked with Boeing, Bombardier, Cap Gemini, E.ON (wind energy), France Loisirs, GE (USA, Canada and Europe), Textron's Bell Helicopters, Foro de Excelencia (Spain), Sweden's PA-Rådet, Skanska, Boliden AB and governments. He led seminars for AFIPS, IEEE, PMI, operations-research societies (INFORMS, CORS), the Ivy-League's Leadership Summit at Harvard, and Japan's Engineering Advancement Association, METI, APEO and the UN University in Tokyo.

In mining, oil and gas, Alain advises the government on large-scale risks in Canada's North and Arctic since 2014. The year 2016 marks the 20th anniversary of his strategic and project-management collaboration with the senior management and scientists of Teck's Applied Research and Technology Group.

Alain was selected as a 2012 Harvard Fellow in Advanced Leadership (ALI) with peers committed to address important issues including the environment, health, education and governance. During his fellowship, Alain honed his expertise in large-scale risks, mentored and delivered leadership seminars to Harvard University’s and other Ivy-League’s students, led the incubation of a complexity-reduction lab. He continues to advice his Harvard peers on strategic leadership.

Alain graduated in Commerce (Quantitative Methods) from Concordia University and is a Harvard Business School’s alumnus in entrepreneurship (OPM, 1997-1999). He fine-tuned his skills in management of change and social psychology at MIT and the Gestalt Institute of Cleveland. He is also certified to teach negotiation in the corporation by Harvard Law School where he was privileged to learn from Robert Mnookin, Lawrence Suskind, Bill Ury, Bruce Patten and the late Roger Fisher.

Recognized by the Project Management Institute for “his outstanding contribution to the state-of-the-art of project management”, Alain was also honored by the Presidents of Harvard University and Harvard Alumni Association for his “Leadership, Vision and Service” to Harvard community. He is the author of the highly appraised book titled “Harnessing the Power of Intelligence” which is part of the unique course materials.

Alain’s pro-bono work focuses on funding and providing advice to advance health, education and poverty reduction. He is a founding sponsor of Roger Fisher House, a conflict-resolution catalyst that is now part of Mercy Corps. He is an Advisory Board Member of both Social Hearts (Japan) and New York’s Open Online Academy for global education in architecture. Inspired by Drs. Jim Kim and Paul Farmer, Alain led the creation of Partners in Health Canada by mobilizing resources to (a) incorporate PIH as a charitable organization; (b) link PIH to strategic allies and philanthropies; (c) host funding events and (d) manufacture and deliver a fuel truck for PIH clinics in Haiti. He led funding projects for the victims of Haiti's earthquake, Japan's Tohoku earthquake and tsunami and Hurricane Sandy. He also orchestrated initiatives for CHEO Children’s Hospital, Food Banks, Canada Without Poverty and Harvard’s Global Month of Service.

Workshop Leader's Endorsement
"Alain Paul Martin has a long and valued association with Teck Metals Ltd… We believe that Alain's teachings go far beyond the typical project management focus on scope, schedule, cost, and, sometimes, quality. Alain delves into topics that project managers working with complex topics or program managers dealing with multiple complex and often inter-related projects need to know about and must become skilled at to be successful. These teachings are supported by tools that we and our teams use on a regular basis to move ideas and concepts into well-defined projects that can be managed with conventional project-management tools."

"Mr. Martin tirelessly invests his energy to leverage his successes and networks into solutions that have a direct, positive impact on the poor… Mr. Martin’s management background and extensive experience in advising global leaders, alongside his motivation to eradicate poverty and its ill effects, qualify him to make a uniquely valuable contribution to addressing inequity on a societal level. With demonstrated skills in entrepreneurship, negotiation, and issue analysis, he is precisely the sort of thoughtful, versatile leader we need to advocate on behalf of the poor and underserved.”

Rob Stephens, PhD
Director
Applied Research & Technology
Teck Metals Ltd.
John F. Higginson
Technical-Support Manager (ret'd)
Applied Research & Technology
Teck Metals Ltd.
Prof. Paul E. Farmer, MD, PhD
Chair, Global Health & Social Medicine, Harvard Medical School
Chief, Global Health Equity, Brigham and Women’s Hospital
Co-founder, Partners In Health


OUTSTANDING COURSE MATERIALS OF LASTING VALUE

A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings, the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps. The following is a list of the course materials and practical instruments that are invaluable in accelerating the learning process and the acquisition of lasting negotiation skills.

  • The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
  • The main workbook covers the agenda and provides supplementary references
  • Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early through the risk-incubation paradigm
  • Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline; defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans; creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
  • Harvard University Global System™ work-improvement instruments including four Harvard® road maps (retailed at $39 each but included in the course tuition fees):
    • Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring both ongoing and sequential tasks that no negotiator can ignore
    • Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain, the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
    • Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
    • Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
    • Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification and Management Primer Applying Harvard University Global System™ Tools"
    • Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and prevent role conflicts
    • Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
    • Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.

TUITION FEES

2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.

5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person. This option includes the worshop titled "Hands-On Project-Management Skills and Best Practices".

WORKSHOP LOCATIONS AND HOTEL ACCOMODATION

Click here for detailed information about hotels.

REGISTRATION AND CANCELLATION PROCEDURES

How to Register: Please register, online, call us weekdays (9 AM - 4:30 PM EDT) at +1 819-772-7777; toll free in the USA and Canada: 1-800-HARVARD or send a fax and pay in advance by cheque or credit card.

Send your cheque payable to: The Professional Development Institute PDI Inc.
Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel accommodation (if required).

Cancellation Policy: Participants registering as a group must send substitutes in lieu of cancelling. For other clients, cancellations are accepted if made at least 10 working days prior to the course, and are subject to a $150 service charge per person. Full fees are payable by anyone who fails to attend or cancels less than 10 working days prior to the session. One substitution or transfer to a later course of the same duration is accepted.

HOW TO LIST THIS WORKSHOP ON YOUR RESUMÉ

Participants certified to have successfully meet the workshop pre-requisites and have completed every learning module of this professional-development program can include it in their resumé providing they list it exactly as indicated below in multiple lines or in a single contiguous string.

Certificate in Negotiation-Excellence Skills
Optional lines:
Applying Harvard University Global System™ Tools
Blending the Science and Practice of Formal and Informal Negotiations
Led by Alain Paul Martin

The provider: The Professional Development Institute
City and date, e.g. New York, June 19-21, 2017

PERSONAL COMFORT, DRESS CODE and PHOTO SESSION

The dress code is business casual at your discretion. Trust your judgment. When unsure, err on the side of caution. If overdressed, you can remove a tie or a jacket and roll up your sleeves. Members of the Canadian Forces and the U.S. defense community can, at their discretion, either dress casually or keep the uniform.

You will be reminded the first day to dress the way you feel most comfortable for a photo session the next morning.

Although every effort will be made to ensure a pleasant learning environment including a suitable temperature, we recommend you bring a sweater or a jacket to the classroom as individual comfort zones differ and sudden variations in the weather can temporarily affect air conditioning.

Also please kindly refrain from using strong fragrances during the session in order to accommodate your fellow participants who suffer from asthma.

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