The Global Negotiator Reaching Agreement across Borders and Cultures

The information below is based on the program offered in 2009, and does not reflect potential changes to faculty and course content for the 2010 course.

Deep differences can affect cross-border and cross-cultural dealmaking in powerful yet subtle ways, even before you arrive at the table. The Global Negotiator—a new Harvard Business School (HBS) Executive Education program—helps you navigate uncharted territory by anticipating and overcoming barriers to success.

What You Can Expect
Effective negotiators assess the national culture, political economy, personal characteristics, and profession of your cross-border counterparts, as well as the intricacies of the larger organization behind these people. This new leadership development program is designed to help you develop the right strategy to reach the right people with the right arguments—and achieve your desired outcome.

Your Course of Study
With cases drawn from around the world, you will examine the many obstacles to successful cross-border negotiations—and how to eliminate them. By interacting with executives from other cultures, you will explore deeper cultural patterns and differences in decision-making processes and governance.

Who Is Right for the Program
The Global Negotiator is designed for senior executives in either general management or functional roles who must initiate and lead negotiations across the world. It also is appropriate for senior professionals about to take on one of these roles.

Dates and Fees
October 2010
Fee:TBD

View other negotiation programs
 

The program fee covers tuition, books, case materials, accommodations, and most meals.

Programs, dates, fees, and faculty are subject to change.

In accordance with Harvard University policy, Harvard Business School does not discriminate against any person on the basis of race, color, sex or sexual orientation, gender identity, religion, age, national or ethnic origin, political beliefs, veteran status, or disability in admission to, access to, treatment in, or employment in its programs and activities.