The information below is based on the program offered in NOV 2020, and does not reflect potential changes to faculty and course content for future program offerings. Please consider applying to the related in-person program.

Summary

As organizations adapt to the new post-COVID-19 market conditions, they must also navigate new working relationships among colleagues, clients, and vendors. During this time, your ability to negotiate can make or break your company's—and your career's—success. In this live online program, you will develop the psychological insights and practical skills needed to bargain more effectively, make better decisions on the spot, and consistently deliver results.

You may also be interested in the related in-person program: Changing the Game: Negotiation and Competitive Decision-Making.

This program is eligible for the Certificate of Management Excellence. Learn More

Summary

You may also be interested in the related in-person program: Changing the Game: Negotiation and Competitive Decision-Making.

This program is eligible for the Certificate of Management Excellence. Learn More

Key Benefits

This virtual program improves your performance in a wide range of competitive transactions. You will leave the program ready to make the right moves during negotiations and become a skilled representative your organization can trust with critical partner, vendor, client, investor, and other important negotiations.

DetailsExpand All Collapse All

Achieve optimal results in key negotiations Achieve optimal results in key negotiations

Realize better outcomes by increasing your effectiveness at the negotiating table
Build more effective relationships with the other parties involved
Close deals that create more value for all parties and maximum results for your side

Build advantage through better decision-making Build advantage through better decision-making

Recognize and overcome obstacles to rational decision-making
Craft competitive and cooperative business strategies
Predict the outcomes of strategic interactions
Strengthen your organization's decision-making capabilities

Expand your personal and professional network Expand your personal and professional network

Extend your network by connecting and working with accomplished executives from various backgrounds, industries, and countries across the globe
Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions

Key Benefits

Details

Achieve optimal results in key negotiations

Realize better outcomes by increasing your effectiveness at the negotiating table
Build more effective relationships with the other parties involved
Close deals that create more value for all parties and maximum results for your side

Build advantage through better decision-making

Recognize and overcome obstacles to rational decision-making
Craft competitive and cooperative business strategies
Predict the outcomes of strategic interactions
Strengthen your organization's decision-making capabilities

Expand your personal and professional network

Extend your network by connecting and working with accomplished executives from various backgrounds, industries, and countries across the globe
Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions

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.

Program for Leadership Development participants earn 5 PLDA Points on completion of this program.

Who Should Attend

Program for Leadership Development participants earn 5 PLDA Points on completion of this program.

Leaders in Virtual Learning

When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.

Dive Deeper into the Experience

head and shoulder images of people in polygon shapes connected to a laptop with the HBS shield in the center

Virtual Programs for Agile Organizations

Help your organization understand why there is no better time to prioritize learning & development.

Learn More

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

Youngme Moon teaching in the HBSonline studio

Understanding the Benefits of Our Virtual Programs

Four participants of our live online programs share their experiences.

Read Their Stories

Leaders in Virtual Learning: When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.

Dive Deeper into the Experience

Virtual Programs for Agile Organizations

Help your organization understand why there is no better time to prioritize learning & development.

Learn More

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

Watch the Video Watch the Video

Understanding the Benefits of Our Virtual Programs

Four participants of our live online programs share their experiences.

Read Their Stories

Admissions Criteria and Process

We admit candidates to specific sessions on a rolling, space-available basis, and encourage you to apply as early as possible. Although most programs have no formal educational requirements, admission is a selective process based on your professional achievement and organizational responsibilities.

Answering Your Questions

Our Program Advising team can help you at any stage of the admissions process—starting with identifying the program that best addresses your learning and development goals. Contact a program advisor via email or call 1.800.427.5577 (outside the U.S., call +1.617.495.6555).

Application Submission

We recommend that you apply at least four weeks before the program start date. You may use our online form or download an application. HBS maintains all application information in strict confidentiality. We acknowledge receipt of applications via email. In the unlikely event that you do not receive an acknowledgment, please email us at exed_admissions@hbs.edu or call us at +1.617.495.6226.

Application Review

To optimize the learning experience and maximize the exchange of ideas, our Admissions Committee makes selections that balance each participant's experience, scope of current responsibilities, and type of organization. HBS seeks candidates who reflect a broad range of industries, functions, countries, and backgrounds. We review applications monthly and will contact you via email with the Admissions Committee's decision.

Fee, Payment, and Cancellations

The program fee covers tuition, e-books, and online case materials. No payment is necessary until you have been accepted. Payment is required prior to the program start date. If you need to cancel participation, you must submit your request in writing more than 14 days before the program start date to receive a full refund. Cancellations received 7 to 14 days before the program start date are subject to a payment of 50 percent of the program fee. Requests received within 7 days of the program start date are subject to full payment of the program fee.

Admissions Criteria and Process

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

What You Will Learn

Working individually and in teams, you will engage in virtual exercises and simulations that test and develop your personal skills as a negotiator and decision-maker. After conducting these representative, relatively simple negotiations, you will discuss the results with faculty and peers and assess the specific actions that produced different interactions and outcomes. Through complementary case studies, faculty presentations, and small group discussions, you will explore additional principles and techniques you can apply to your own negotiations and interpersonal interactions.

What You Will Learn: Working individually and in teams, you will engage in virtual exercises and simulations that test and develop your personal skills as a negotiator and decision-maker. After conducting these representative, relatively simple negotiations, you will discuss the results with faculty and peers and assess the specific actions that produced different interactions and outcomes. Through complementary case studies, faculty presentations, and small group discussions, you will explore additional principles and techniques you can apply to your own negotiations and interpersonal interactions.

Program Format

The program takes place over two weeks, with 3-4 hours of live, synchronous classes daily, as well as a recommended welcoming session. Class sessions will take place via the Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.

Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in class and in small groups.

Program Format

Key TopicsExpand All Collapse All

Auditing and enhancing your decision-making skills Auditing and enhancing your decision-making skills

Understanding your own habits of thought, assumptions, and gut instincts
Comparing rational versus intuitive decision-making strategies
Applying decision-making psychology, including insights from behavioral economics, behavioral decision research, and behavioral finance
Avoiding common decision-making mistakes

Understanding the core elements of negotiation Understanding the core elements of negotiation

Preparing for the negotiation
Building your negotiating team and fostering effective teamwork, on your side and across the table
Executing the negotiation and analyzing the outcomes

Navigating challenging environments Navigating challenging environments

Managing parallel negotiations
Participating in an auction
Dealing with apparent issues of right and wrong
Controlling emotionally charged situations
Adapting as the interests and goals of the parties change during the negotiation

Strengthening your team's skills Strengthening your team's skills

Transfer your knowledge of negotiating and decision-making to colleagues
Testing and implementing new ways to improve results company-wide

Key Topics

Auditing and enhancing your decision-making skills

Understanding your own habits of thought, assumptions, and gut instincts
Comparing rational versus intuitive decision-making strategies
Applying decision-making psychology, including insights from behavioral economics, behavioral decision research, and behavioral finance
Avoiding common decision-making mistakes

Understanding the core elements of negotiation

Preparing for the negotiation
Building your negotiating team and fostering effective teamwork, on your side and across the table
Executing the negotiation and analyzing the outcomes

Navigating challenging environments

Managing parallel negotiations
Participating in an auction
Dealing with apparent issues of right and wrong
Controlling emotionally charged situations
Adapting as the interests and goals of the parties change during the negotiation

Strengthening your team's skills

Transfer your knowledge of negotiating and decision-making to colleagues
Testing and implementing new ways to improve results company-wide

The HBS Advantage

Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as 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

Max H. Bazerman

Jesse Isidor Straus Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Faculty

Katherine B. Coffman

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Guhan Subramanian

Harvard Business School:

H. Douglas Weaver Professor of Business Law

Harvard Law School:

Joseph Flom Professor of Law and Business

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Ashley V. Whillans

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Julian J. Zlatev

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

The HBS Advantage: Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as 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

Max H. Bazerman

Jesse Isidor Straus Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Faculty

Katherine B. Coffman

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Guhan Subramanian

Harvard Business School:

H. Douglas Weaver Professor of Business Law

Harvard Law School:

Joseph Flom Professor of Law and Business

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Ashley V. Whillans

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Julian J. Zlatev

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

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.

View In-Person Program Offering

How mastering negotiation skills can set you apart as a business leader.

Guhan Subramanian

Faculty

Program Finder

Need Help? Contact Us:

Program Advising team

Email: executive_education@hbs.edu

How mastering negotiation skills can set you apart as a business leader.

Guhan Subramanian

Faculty

View In-Person Program Offering

Program Finder

Need Help? Contact Us:

Program Advising team

Email: executive_education@hbs.edu

Related Programs

Explore All Programs Download Program Calendar

Explore All Programs Application PDF

Changing the Game: Negotiation and Competitive Decision-Making—Virtual

How mastering negotiation skills can set you apart as a business leader.

How mastering negotiation skills can set you apart as a business leader.

Summary

Summary

DetailsExpand AllCollapse All

Achieve optimal results in key negotiationsAchieve optimal results in key negotiations Dropdown down

Build advantage through better decision-makingBuild advantage through better decision-making Dropdown down

Expand your personal and professional networkExpand your personal and professional network Dropdown down

Achieve optimal results in key negotiations

Build advantage through better decision-making

Expand your personal and professional network

Who Should Attend

Leaders in Virtual Learning

Leaders in Virtual Learning

Admissions Criteria and Process

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

What You Will Learn

What You Will Learn

Program Format

Program Format

Key TopicsExpand AllCollapse All

Auditing and enhancing your decision-making skillsAuditing and enhancing your decision-making skills Dropdown down

Understanding the core elements of negotiationUnderstanding the core elements of negotiation Dropdown down

Navigating challenging environmentsNavigating challenging environments Dropdown down

Strengthening your team's skillsStrengthening your team's skills Dropdown down

Auditing and enhancing your decision-making skills

Understanding the core elements of negotiation

Navigating challenging environments

Strengthening your team's skills

The HBS Advantage

The HBS Advantage

How mastering negotiation skills can set you apart as a business leader.

How mastering negotiation skills can set you apart as a business leader.

Limited Availability

Limited Availability

DetailsExpand All Collapse All

Achieve optimal results in key negotiations Achieve optimal results in key negotiations

Build advantage through better decision-making Build advantage through better decision-making

Expand your personal and professional network Expand your personal and professional network

Key TopicsExpand All Collapse All

Auditing and enhancing your decision-making skills Auditing and enhancing your decision-making skills

Understanding the core elements of negotiation Understanding the core elements of negotiation

Navigating challenging environments Navigating challenging environments

Strengthening your team's skills Strengthening your team's skills