Taking Negotiation to the Next Level
As Chief of the Rule of Law Liaison Office for the United Nations Interim Administration Mission in Kosovo, Stéphane Jean knows a bit about the essential role of negotiation. His ordinary responsibilities are actually quite extraordinary—the stakes are high, and lives may be in the balance. So when he wanted to fine-tune his skills, he chose the renowned Strategic Negotiations program at HBS. He discusses some highlights from his experience in the program.
Have you attended other programs like this?
I've attended other trainings, but they were in my specialty area in international and humanitarian law, or program management. However, this is the first course that I've taken for a considerable amount of time—an entire week—that is solely dedicated to strategic negotiation. It's also the first program I've attended with colleagues and faculty of such high caliber.
What was the most rewarding aspect of the program?
What I valued most was not only the quality of the faculty and the curriculum, but also the diversity of colleagues—from more than 30 countries, and a variety of industries and organizations in both the public and private sectors. I was surrounded by executives who had all been involved in negotiations to some extent. Each individual came in with a unique perspective based on his or her background and experiences. I learned a lot in just one week.
Did you experience any "aha" moments?
Definitely. One thing I discovered is that, when engaging in negotiation, it's important to go beyond the positions of the parties and interests but also look at deal design and the overall setup of negotiations. One of the main lessons I came away with was to conceptualize and rationalize negotiation—using my intuition, but basing it on a specific framework. I recall Professor Wheeler referring to improvisational jazz, where there's a basic structure that can be built on. With negotiation, it's essential to look at the zone of possible agreement and best alternatives beyond a settlement, and then map the interests and plan the tactics. It has a rational, empirical basis, but it's very much an intuitive process.
What would you say to someone who is considering the program?
What you will learn in this program is essential. Whether you're very good at negotiation or it's something that's challenging for you, there's always more you can learn.