As organizations adapt to the new 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.
As organizations adapt to the new 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.
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.
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.
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
We Celebrate New Ways of Thinking. Are You Ready?
Thrive in a learning environment that welcomes diverse ideas and perspectives.
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.
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.
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.
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 2-3 hours of live, synchronous classes daily, as well as a recommended welcoming session. Participants should also expect to spend five hours per week in small discussion groups. Discussion groups will be based on time zone and will meet either before classes commence or after they have finished for the day. 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.
The program takes place over two weeks, with 2-3 hours of live, synchronous classes daily, as well as a recommended welcoming session. Participants should also expect to spend five hours per week in small discussion groups. Discussion groups will be based on time zone and will meet either before classes commence or after they have finished for the day. 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.
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
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
Program content, 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.
How mastering negotiation skills can set you apart as a business leader.
