Changing the Game: Negotiation and Competitive Decision-Making
- Upcoming Sessions
- (1 of 2)
- Dates: 23–28 JUL 2023
- Format: In-Person Learning takes place on the HBS campus or a designated location.
- Location: HBS Campus
- Fee: $13,500
- Dates: 29 OCT–03 NOV 2023
- Format: In-Person Learning takes place on the HBS campus or a designated location.
- Location: HBS Campus
- Fee: $14,500
How mastering negotiation skills can set you apart as a business leader.
How mastering negotiation skills can set you apart as a business leader.
"This program gave me a more global perspective and a broader understanding of varying motives."
"This program gave me a more global perspective and a broader understanding of varying motives."
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.
You may also be interested in the related program: Changing the Game: Negotiation and Competitive Decision-Making—Virtual.
This program is eligible for the Certificate of Management Excellence. Learn More
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Summary
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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.
You may also be interested in the related program: Changing the Game: Negotiation and Competitive Decision-Making—Virtual.
This program is eligible for the Certificate of Management Excellence. Learn More
DetailsExpand AllCollapse All
Achieve optimal results in key negotiationsAchieve 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-makingBuild 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 networkExpand 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
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.
Program for Leadership Development participants earn 5 PLDA Points on completion of this program.
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Who Should Attend
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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.
Dive Deeper into the Experience
Thrive in a learning environment that welcomes diverse ideas and perspectives.Learn and apply the advanced concepts of high-level negotiation.
Global perspectives > Leadership growth > Organizational impact.
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.
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Learning and Living at HBS
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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
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
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.
Participants should expect to spend at least 9-12 hours on self-paced case preparation prior to attending the program. Case materials will be made available approximately two weeks prior to program start.
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What You Will Learn
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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.
Participants should expect to spend at least 9-12 hours on self-paced case preparation prior to attending the program. Case materials will be made available approximately two weeks prior to program start.
Key TopicsExpand AllCollapse All
Auditing and enhancing your decision-making skillsAuditing 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 negotiationUnderstanding 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 environmentsNavigating 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 skillsStrengthening your team's skills
- Transfer your knowledge of negotiating and decision-making to colleagues
- Testing and implementing new ways to improve results company-wide
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
Jesse Isidor Straus Professor of Business Administration
Piramal Associate Professor of Business Administration
Assistant Professor of Business Administration
Eli Goldston Professor of Business Administration
H. Douglas Weaver Professor of Business Law
Joseph Flom Professor of Law and Business
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The HBS Advantage
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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
Jesse Isidor Straus Professor of Business Administration
HBS Unit:Negotiation, Organizations & MarketsFacultyPiramal Associate Professor of Business Administration
HBS Unit:Negotiation, Organizations & MarketsAssistant Professor of Business Administration
HBS Unit:Negotiation, Organizations & MarketsEli Goldston Professor of Business Administration
HBS Unit:Negotiation, Organizations & MarketsHarvard Business School:H. Douglas Weaver Professor of Business Law
Harvard Law School:Joseph Flom Professor of Law and Business
HBS Unit:Negotiation, Organizations & Markets
Your Peers Expand Your Learning
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Your Peers Expand Your Learning
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Global PerspectiveExperience the world in your classroom.Global PerspectiveExperience the world in your classroom.8%Africa4%Asia Pacific22%Europe9%Latin America13%Middle East44%North America8%Africa4%Asia Pacific22%Europe9%Latin America13%Middle East44%North AmericaTop Industries RepresentedInsights from a range of industries ignite your thinking.Insights from a range of industries ignite your thinking.17%Financial11%High Technology10%Chem / Pharma / Bio8%Manufacturing8%Professional Services7%Real Estate / Construction7%Raw Materials / Energy6%Nonprofit Services5%Health Care4%TransportationTop Industries RepresentedInsights from a range of industries ignite your thinking.17%Financial11%High Technology10%Chem / Pharma / Bio8%Manufacturing8%Professional Services7%Real Estate / Construction7%Raw Materials / Energy6%Nonprofit Services5%Health Care4%TransportationExperienceExperienceYears workedYears workedExperienceYears workedLess than 10 yearsLess than 10 years10-14 years10-14 years15-19 years15-19 years20-24 years20-24 years25-29 years25-29 years30-34 years30-34 years35-39 years35-39 yearsLess than 10 yearsLess than 10 years10-14 years10-14 years15-19 years15-19 years20-24 years20-24 years25-29 years25-29 years30-34 years30-34 years35-39 years35-39 years
How mastering negotiation skills can set you apart as a business leader.
How mastering negotiation skills can set you apart as a business leader.
"This program gave me a more global perspective and a broader understanding of varying motives."
"This program gave me a more global perspective and a broader understanding of varying motives."