Appreciating the Art of Negotiation
As Commercial Director of the International Volleyball Federation, Mario Medeiros is charged with identifying and developing commercial opportunities to advance the sport on a global scale—a challenge that requires complex negotiation skills. That's why he attended the Strategic Negotiations program at Harvard Business School (HBS) Executive Education. He discusses the benefits of the program, what he learned, and how his experience has changed his approach to negotiation.
Why did you choose to apply to this program?
I was looking for a strong and dedicated program that could support my need to develop my negotiation skills, and I was drawn to HBS's high level of excellence and its world-class faculty. This combination fit perfectly with my needs.
How did this program change or influence your approach to negotiation?
Strategic Negotiations influenced me in several ways. It helped me analyze the negotiation process as a real study of counterparts, select the best environment to engage in the process, verify mutual or diverse interests, and exercise rights rather than force the usage of power. The program is ideal for learning to build trust and connect with the right individuals. It offered guidance on how to better balance emotions and rational thinking at the negotiation table.
How would you describe the program's value to someone considering it?
Part of the program's value can be found in the faculty's high level of expertise and the way they address the content with strategic thinking. This course opens your mind to new dimensions of negotiation, providing a framework of skills to prevent you from leaving value on the table. The professors encourage you to express your ideas and creativity. In addition, the highly accomplished participants contributed to the content by sharing their best practices and real-life experiences.
What impact has this program had on you since you attended?
I have become more meticulous in my daily negotiations. I am more precise and thorough in studying the environment where I set discussions as well as determining the motives and interests of the stakeholders involved. I'm also better able to balance my emotions, exercise patience, and engage in strategic analysis to reach long-term deals.
Was there an insight that strongly resonated with you?
I was surprised by how much value can be left on the negotiation table without the proper analysis and understanding of the bigger picture. I learned the importance of building synergies with the right alliances as well as carefully selecting the environment. Negotiation is a lot more than the concept of "win-win" or "one side takes all." In reality, the discussion is three-dimensional.