Changing the Game: Negotiation and Competitive Decision-Making

Harvard executive education participants having a case study discussion in living group lounge

Develop the psychological insights and practical skills needed to bargain more effectively and make better decisions on the spot.

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

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Negotiation skills can make or break your company and your career. This program equips you to steer critical deals with partners, vendors, clients, investors, and other stakeholders.

In Changing the Game: Negotiation and Competitive Decision-Making, you'll work individually and in teams to tackle realistic negotiation scenarios, receiving insightful feedback from faculty and peers. You’ll emerge as a strong and highly capable dealmaker who can serve as a trusted representative in critical business situations.

Key Program Features

Key Topics

  • Understand your decision-making strengths and weaknesses to realize better outcomes 

  • Apply insights from psychology to improve your decision-making capabilities 

  • Close deals that create more value for all parties and maximum results for your side 

  • Build a negotiating team, execute a deal, and analyze the outcomes 

  • Control emotionally charged situations 

  • Adapt as the interests and goals of the parties change during the negotiation 

  • Transfer your knowledge of negotiating and decision-making to colleagues

Program Format

  • 6
    days on the HBS campus
  • 9–12
    hours of pre-program work

Case materials and a detailed schedule will be made available approximately two weeks prior to program start.

Who Should Attend

Executives who engage in activities such as business development, strategic alliances and business partnerships, dispute resolution and consensus building, procurement and purchasing, finance, consulting, and sales.

Global Perspective

Two female and two male executives sit and smile around a table filled with notes.
8%
Africa
8%
Asia Pacific
19%
Europe
9%
Latin America
15%
Middle East
41%
North America

Top Industries Represented

  • 15%

    Financial

  • 11%

    High Technology

  • 10%

    Raw Materials / Energy

  • 8%

    Chem/Pharma/Bio

  • 7%

    Manufacturing

  • 7%

    Nonprofit Services

  • 7%

    Professional Services

  • 6%

    Health Care

  • 6%

    Real Estate / Construction

  • 4%

    Transportation

Experience

Years Worked

  • 8%

    Less than 10 years

  • 22%

    10-14 years

  • 24%

    15-19 years

  • 19%

    20-24 years

  • 15%

    25-29 years

  • 8%

    30-34 years

  • 3%

    35-39 years

  • 1%

    40 or more

Companies That Have Participated

  • American Tower Corporation
  • Boston Children's Hospital
  • Deutsche Bank
  • Ernst & Young
  • Kuwait Petroleum Corporation
  • Nike, Inc
  • Oracle
  • PepsiCo
  • Statoil
  • Taiwan External Trade Development Council
  • Zenith Bank

Teaching Team

All our executive education programs are developed and taught by a team of widely recognized HBS faculty. Many are skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.

Faculty Chair

Faculty

The HBS Experience

This in-person program takes place on our storied campus where you'll live and learn at the heart of Boston's vibrant business, academic, and technology hubs.

At HBS, every detail is carefully calibrated to drive your success. Living arrangements and classrooms that spark connection. Unrivaled academic resources. And rejuvenating fitness, dining, and cultural amenities.

View of Executive Education area of HBS campus

The dedicated Executive Education area of campus features multiple classroom buildings and three residence halls around a quad

Residence hall bedroom and bathroom, with woman looking out a window

Our well-appointed residence halls feature private bedrooms, living group lounges, and courtyards to fuel vibrant discussions

Admissions

We admit applicants on a rolling, space-available basis, so you are encouraged to submit your application as soon as possible.

The selective admissions process is based on professional achievement, organizational responsibility, and the admissions criteria for each program as described in Who Should Attend. There are no formal educational requirements for HBS Executive Education programs.

Learn more about the admissions process and requirements.

Program content, dates, schedule, fees, technology platforms, 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.