Thank you for your interest in this program. The OCT 2019 session currently is near capacity. You may wish to consider applying soon or to the JUL 2020 session.

Summary

Whether you're executing a strategic sale, a vendor contract, or a high-stakes acquisition, your ability to negotiate can make or break your company's success—and your career. In this comprehensive negotiation training 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

Summary

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

Key Benefits

This program improves your performance in a wide range of competitive transactions. You will return to your company 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 living 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 living 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.

Participating Companies Have Included:

American Tower Corporation

Boston Children's Hospital

Deutsche Bank

Ernst & Young

Kuwait Petroleum Corporation

Nike

Oracle

Pepsi

Statoil

Taiwan External Trade Development Council

Zenith Bank

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.

Putting Theory into Practice

Learn and apply the advanced concepts of high-level negotiation.

Read Her Story

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

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.

Participating Companies Have Included:

American Tower Corporation

Boston Children's Hospital

Deutsche Bank

Ernst & Young

Kuwait Petroleum Corporation

Nike

Oracle

Pepsi

Statoil

Taiwan External Trade Development Council

Zenith Bank

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.

Watch the Video Watch the Video

Putting Theory into Practice

Learn and apply the advanced concepts of high-level negotiation.

Read Her Story

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

Watch the Video Watch the Video

Learning and Living at HBS

When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.

Learning and Living at HBS: When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.

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.

Admissions Criteria and Process

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, books, case materials, accommodations, and most meals. No payment is necessary until you have been accepted. Payment is required prior to the program start date. If you need to cancel or defer participation, you must submit your request in writing more than 30 days before the start of the program to receive a full refund. Cancellations or deferrals received 14 to 30 days prior to the start of the program are subject to a fee of one-half of the program fee. Requests received within 14 days are subject to full payment.

What You Will Learn

Working individually and in teams, you will engage in hands-on 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 classroom 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 hands-on 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 classroom discussions, you will explore additional principles and techniques you can apply to your own negotiations and interpersonal interactions.

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. Codirector, Center for Public Leadership, Harvard Kennedy School. Member of the Negotiation, Organizations & Markets Unit; and faculty chair of "Changing the Game: Negotiation and Competitive Decision Making."

Read Full Bio

Faculty

Christine L. Exley

Assistant Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Francesca Gino

Tandon Family Professor of Business Administration. Head of the Negotiation, Organizations & Markets Units; and faculty cochair of "Behavioral Economics: Understanding and Shaping Customer and Employee Behavior" and "Driving Profitable Growth."

Read Full Bio

Deepak Malhotra

Eli Goldston Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Joshua R. Schwartzstein

Assistant Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Guhan Subramanian

H. Douglas Weaver Professor of Business Law, Harvard Business School; and Joseph Flom Professor of Law and Business, Harvard Law School. Member of the Negotiation, Organizations & Markets Unit; and Faculty Chair of "Mergers and Aquisitions."

Read Full Bio

Deals today are neither just auctions or negotiations—they're most often playing on both fronts.

Watch the Video

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. Codirector, Center for Public Leadership, Harvard Kennedy School. Member of the Negotiation, Organizations & Markets Unit; and faculty chair of "Changing the Game: Negotiation and Competitive Decision Making."

Read Full Bio

Faculty

Christine L. Exley

Assistant Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Francesca Gino

Tandon Family Professor of Business Administration. Head of the Negotiation, Organizations & Markets Units; and faculty cochair of "Behavioral Economics: Understanding and Shaping Customer and Employee Behavior" and "Driving Profitable Growth."

Read Full Bio

Deepak Malhotra

Eli Goldston Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Joshua R. Schwartzstein

Assistant Professor of Business Administration. Member of the Negotiation, Organizations & Markets Unit.

Read Full Bio

Guhan Subramanian

H. Douglas Weaver Professor of Business Law, Harvard Business School; and Joseph Flom Professor of Law and Business, Harvard Law School. Member of the Negotiation, Organizations & Markets Unit; and Faculty Chair of "Mergers and Aquisitions."

Read Full Bio
Deals today are neither just auctions or negotiations—they're most often playing on both fronts.
Watch the Video

Apply Download Brochure

More Admissions Information

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.

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Program Advising team

Email: executive_education@hbs.edu

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Need Help? Contact Us:

Program Advising team

Email: executive_education@hbs.edu

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Changing the Game: Negotiation and Competitive Decision-Making

"HBS programs help you discover your purpose, think outside the box, and explore your abilities."

"HBS programs help you discover your purpose, think outside the box, and explore your abilities."

"The program has helped me build a mental framework for approaching negotiations differently."

"The program has helped me build a mental framework for approaching negotiations differently."

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

Who Should Attend

Learning and Living at HBS

Learning and Living at HBS