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Executive Education
    ... Right arrow Harvard Business School Right arrow Executive Education Right arrow Programs for Individuals Right arrow Topic-Focused Programs Right arrow Changing the Game Right arrow OverviewCurriculumTeaching Team
    ... Right arrow Harvard Business School Right arrow Executive Education Right arrow Programs for Individuals Right arrow Topic-Focused Programs Right arrow Changing the Game Right arrow OverviewCurriculumTeaching Team
    New Program

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

    New Program
    Changing the Game: Negotiation and Competitive Decision-Making—Virtual
    • Upcoming Session
    • Carousel left arrow (1 of 1) Carousel right arrow
    • Dates: TBD
    • Format: Virtual
    • Fee: TBD
    • The program fee covers tuition, e-books, and online case materials.

    View In-Person Program Offering
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    How mastering negotiation skills can set you apart as a business leader.

    Guhan Subramanian
    Faculty
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    Program Advising team
    Email: executive_education@hbs.edu
    Play video
    Play video

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

    Guhan Subramanian
    Faculty
    Watch the VideoWatch the Video
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    Program Advising team
    Email: executive_education@hbs.edu
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    Print
    • Overview
    • Curriculum
    • Teaching Team
    • Overview Dropdown down
      • Overview
      • Curriculum
      • Teaching Team
    Program Announcement
    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

    Dropdown down Dropdown up

    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

    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 AllCollapse All

    Achieve optimal results in key negotiationsAchieve optimal results in key negotiations
    Dropdown down
    • 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-makingBuild advantage through better decision-making
    Dropdown down
    • 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 networkExpand your personal and professional network
    Dropdown down
    • 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 Dropdown up

    Key Benefits Dropdown down

    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.
    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 Dropdown down

    Who Should Attend Dropdown down

    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.

    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
    Play video
    Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    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
    Dropdown down Dropdown up

    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
    Play video
    Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    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

    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.
    Read More
    Dropdown down

    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 Dropdown down

    Admissions Criteria and Process Dropdown down

    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.

    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.

    Dropdown down Dropdown up

    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.

    Dropdown down Dropdown up

    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.

    Key TopicsExpand AllCollapse All

    Auditing and enhancing your decision-making skillsAuditing and enhancing your decision-making skills
    Dropdown down
    • 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 negotiationUnderstanding the core elements of negotiation
    Dropdown down
    • 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 environmentsNavigating challenging environments
    Dropdown down
    • 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 skillsStrengthening your team's skills
    Dropdown down
    • Transfer your knowledge of negotiating and decision-making to colleagues
    • Testing and implementing new ways to improve results company-wide

    Key Topics Dropdown up

    Key Topics Dropdown down

    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
    Max H. Bazerman
    Max H. Bazerman

    Max H. Bazerman

    Jesse Isidor Straus Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Faculty
    Katherine B. Coffman
    Katherine B. Coffman
    Katherine B. Coffman

    Katherine B. Coffman

    Assistant Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Guhan Subramanian
    Guhan Subramanian
    Guhan Subramanian

    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
    Ashley V. Whillans
    Ashley V. Whillans

    Ashley V. Whillans

    Assistant Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Julian J. Zlatev
    Julian J. Zlatev
    Julian J. Zlatev

    Julian J. Zlatev

    Assistant Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Dropdown down Dropdown up

    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
    Max H. Bazerman
    Max H. Bazerman

    Max H. Bazerman

    Jesse Isidor Straus Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Faculty
    Katherine B. Coffman
    Katherine B. Coffman
    Katherine B. Coffman

    Katherine B. Coffman

    Assistant Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Guhan Subramanian
    Guhan Subramanian
    Guhan Subramanian

    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
    Ashley V. Whillans
    Ashley V. Whillans

    Ashley V. Whillans

    Assistant Professor of Business Administration

    HBS Unit:
    Negotiation, Organizations & Markets

    Read Full Bio

    Julian J. Zlatev
    Julian J. Zlatev
    Julian J. Zlatev

    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
    Play video
    Play video

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

    Guhan Subramanian
    Faculty
    Watch the VideoWatch the Video
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Play video
    Play video

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

    Guhan Subramanian
    Faculty
    Watch the VideoWatch the Video
    View In-Person Program Offering
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
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    Program Advising team
    Email: executive_education@hbs.edu
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