“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
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.
"I enjoyed acquiring new ideas in strategy formulation, negotiation
skills and leadership. The exercises and simulations gave a good hands-on
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."
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
Diplomat and 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
"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!"
Senior Policy Analyst
Natural Resources Canada
"I Left with new valuable concrete ideas to apply to my projects. Thank you for this
incredible learning experience."
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 and Chief Engineer
Advanced Manufacturing Processes
"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."
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
Sr. Project Manager
Aircaft Certification, Transport Canada
"As a new supervisor, this workshop gave me more practical tools
to achieve my mission."
Supervisor, Technical Training
"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."
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
President and CEO
CAA North and 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
"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 and Convention Centre
"An extremely unique and valuable course with great new tools
that can be broadly applied."
Chief, NHQ Computing Facilities, CIC
"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
"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
"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 Alains methodologies clearly laid out in his seminal book Harnessing the Power of Intelligence,
Counter-Intelligence & Surprise Events. It is like the Physicians 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
President, Harvard business school Club, Washington
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
Applying Harvard University Global System™ Tools; Planned in Boston, New York and 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
President, Desjardins (ret'd)
"I have worked with Alain Martin on many occasions to improve business strategy and execution,
and coach my management team. I also attended his leadership and negotiation training programs. A remarkable
strategist with the typical rigor and discipline of a professional engineer, he has helped me reframe and
solidify our strategy to deliver key business outcomes. Extremmely generous, committed to help and make a
difference, he is the cream of the cream as a business partner, a collaborator and a catalyst. Great coach,
I owe him a lot."
Vice-President, Export Development Canada
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 Ethical Negotiation Excellence
Positional versus interest-based negotiation
Roger Fisher’s workout exercise and lessons
Harvard® proven toolkit for strategic negotiations and daily referral
Leaving "money on the table": Early warnings
How to plan closure setting the critical milestones for a high commitment
2. Prepare: Discern Issues from Stakeholders
Three proven tools to understand and validate stakeholders' interests
Proven tips to uncover dishonest claims
New insights into issue-incubation pathways
3. The Negotiator's Mandate: Team Practice
Interest-based deals: Tool to validate each party’s goals, assumptions and risks
Harvard® Negotiation Mandates: Teamwork to craft one for each party
Innovative and proven toolkit to navigate from issues, stakeholders and interests to options,
strategy, deliverables and benchmarks
Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
Innovation role-playing: Brainstorming and validating creative options
Video learning: How to legitimize your arguments with verifiable benchmarks
5. Skills for a Sustainable Commitment
How context, timing and communications affect commitment
Building your power of influence in context: Options from soft and synergistic to defensive power
How to hitch hike on the power of others
Negotiating without the benefit of authority
Intermediaries: When and how they help
How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
Risk-identification, tolerance and mitigation tools
BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
7. Terms & Conditions: Negotiation-Dance Tips
Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
Negotiating a service or a property: 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
Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
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
Phone, e-mail and virtual negotiations
Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
9. Synthesis & Conclusion
Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
WORKSHOP LEADER: Alain Paul MARTIN
A Harvard Fellow (Advanced Leadership) educated in the science and practice of strategy, negotiation and team leadership (Harvard Business and Law Schools,
Concordia, MIT), Alain Martin is a board member in the USA, Canada, Europe and Japan. He works mostly behind the scene to improve innovation quality,
capacity and velocity by coaching executives, team leaders, scientists, negotiators, marketers, lawyers, intelligence analysts and executive assistants.
An inventor who held patents (USA, Canada, Japan), Alain is the Chief Architect of Harvard University Global System™, the innovative framework and toolkit
applied in strategy formulation, project management and products/service incubation, design, prototyping, development, production, value extraction and client retention.
Alain has advised two prime ministers of Canada (4 years), the UNESCO's Director General, the CEOs of biotechnology firms (BiokPlus), financial
institutions (Desjardins community bank and casualty-insurance subsidiary for 10 years) and progressive unions (APOC-AOPC). He held risk-
and IT-management positions at Du Pont, Bombardier, Domtar and CBC-SRC and 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 change management in the M.Sc. and MGP Project-Management programs.
Alain also worked Alain has worked with Boeing, Bombardier, Cap-Gemini, E.ON (world leader, wind energy), GE (USA, Canada, Europe),
France Loisirs, Textron's Bell Helicopters, Desjardins (Banking, Insurance), Foro de Excelencia (Spain), IEEE, governments and Sweden's
Skanska and Boliden. He led seminars for IEEE, PMI, operations-research societies (INFORMS, CORS), the Ivy-League's Leadership Summit
at Harvard, and Japan's Engineering Advancement Association, METI, APEO, the last two International Forums of Excellence in Spain 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 cooperation 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 a
nd delivered leadership seminars to Harvard Universitys and other Ivy-Leagues students, led the incubation of a complexity-reduction lab.
He continues to advice his Harvard peers on strategic leadership and innovation.
Alain graduated in Commerce (Quantitative Methods) from Concordia University and is a Harvard Business Schools 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.
Alains 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 Yorks Build Academy (formerly Open Online Academy) for global education in architecture, engineering and
construction. 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 (with the support of French Embassy in Washington). He also orchestrated initiatives for CHEO Childrens Hospital,
Food Banks, Canada Without Poverty and led three times Harvards Global Month of Service.
Workshop Leader’s Endorsements
"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."
Rob Stephens, PhD, Director
John F. Higginson, Technical-Support Manager (ret'd)
Applied Research & Technology
Teck Metals Ltd.
"Mr. Martin tirelessly invests his energy to leverage his successes and networks into solutions that have a direct,
positive impact on the 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."
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 (PUBLIC WORKSHOPS)
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).
2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
How to Register: Please register,
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.
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.
We deliver in-house versions of this workshop worldwide to business and governments, NGOs and bar
associations and other societies. We would be delighted to work together with your team anywhere. Ask us
for a proposal based on the number of participants, the seminar duration and a selection of cutting-edge
course materials and case studies most applicable to your environment.
Our fees are most reasonable. If required to support your request, we would provide supporting evidence
for service fees recently billed to governments and companies.
The travel expenses for seminar leaders are on cost-recovery basis. They include airfare, ground transportation,
meals, gratuities, airport taxes and hotel accommodation.
There is no travel expense for seminars held in the cities of New York, Boston, Cambridge and Ottawa where we hold regular
public workshops. If applicable in your jurisdiction, sales and value-added taxes (HST and PST or VAT) are extra.
The client is responsible for the conference room, audio-visual materials including 2 flip charts, an 8x8 feet projection
screen, internet access, a digital projector for PowerPoint presentations and a laptop computer (as a back-up machine).
We also recommend round tables, each seating five participants, in a crescent arrangement, to face the workshop leader.
HOW TO LIST THIS WORKSHOP ON YOUR RESUME
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 resume 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
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.