Thank you for your interest in Executive Education at Harvard Business School. The Managing Negotiators and the Deal Process program is no longer offered in our program portfolio. You may wish to consider another program.
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In today's changing economy, effective negotiators can keep your company moving forward. As the leader of a negotiation-intensive function, you must build a team of strong negotiators and ensure that negotiation processes and outcomes align with strategy. This program provides new ways to develop your group's skills, motivate your negotiators, and make negotiation capability a strategic asset.
What You Can Expect
You and your peers will examine proven approaches to managing negotiators and developing the best negotiation process. As a result, you will return better prepared to implement the processes, policies, and feedback structures that can drive optimal short-term and long-range business results.
Your Course of Study
Through cases and computer-based negotiation simulations, you will explore best practices and improve your ability to manage negotiation structures. Topics focus on the senior executive's role, incentive systems for negotiators, design of the negotiation process, and assessment of proposed agreements.
Who Is Right for the Program
This program is intended for senior executives who are skilled negotiators and who manage teams of negotiators in functions such as product or service sales, business development, procurement, or finance.