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.

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.

Putting Theory into Practice

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

Read Her Story

Global perspectives > Leadership growth > Organizational impact.

Who Should Attend

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.

Putting Theory into Practice

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

Read Her Story

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.

Review Our Campus Health & Safety Protocols

Learning and Living at HBS

Review Our Campus Health & Safety Protocols

Admissions Criteria and Process

When considering applications for this program, the Admissions Committee seeks a balance of organization and industry representation, as well as candidates' professional experience and current 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, books, case materials, accommodations, and most meals. You will be invoiced upon admission to the program. Invoices are due within 30 days of receipt, or upon receipt if the program start date is less than 30 days from the invoice date. If you need to cancel or defer your participation, you must submit your request in writing more than 30 days before the start of the program to receive a full refund. Cancellation or deferral requests 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.

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 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.

What You Will Learn

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

Piramal Associate Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Jillian J. Jordan

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Deepak Malhotra

Eli Goldston 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

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

Piramal Associate Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Jillian J. Jordan

Assistant Professor of Business Administration

HBS Unit:

Negotiation, Organizations & Markets

Read Full Bio

Deepak Malhotra

Eli Goldston 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

Your Peers Expand Your Learning

Global Perspective

Experience the world in your classroom.

Global Perspective

Experience the world in your classroom.

Africa

Asia Pacific

22%

Europe

Latin America

13%

Middle East

44%

North America

8%Africa

4%Asia Pacific

22%Europe

9%Latin America

13%Middle East

44%North America

Top Industries Represented

Insights from a range of industries ignite your thinking.

17%

Financial

11%

High Technology

10%

Chem / Pharma / Bio

Manufacturing

Professional Services

Real Estate / Construction

Raw Materials / Energy

Nonprofit Services

Health Care

Transportation

Top Industries Represented

Insights from a range of industries ignite your thinking.

17%

Financial

11%

High Technology

10%

Chem / Pharma / Bio

Manufacturing

Professional Services

Real Estate / Construction

Raw Materials / Energy

Nonprofit Services

Health Care

Transportation

Experience

Years worked

Experience

Years worked

Less than 10 yearsLess than 10 years

10-14 years10-14 years

15-19 years15-19 years

20-24 years20-24 years

25-29 years25-29 years

30-34 years30-34 years

35-39 years35-39 years

Less than 10 yearsLess than 10 years

10-14 years10-14 years

15-19 years15-19 years

20-24 years20-24 years

25-29 years25-29 years

30-34 years30-34 years

35-39 years35-39 years

Participating Companies Have Included:

American Tower Corporation

Boston Children's Hospital

Deutsche Bank

Ernst & Young

Kuwait Petroleum Corporation

Nike, Inc

Oracle

Pepsi

Statoil

Taiwan External Trade Development Council

Zenith Bank

Your Peers Expand Your Learning: Global Perspective

Experience the world in your classroom.

Global Perspective

Experience the world in your classroom.

8%

Africa

4%

Asia Pacific

22%

Europe

9%

Latin America

13%

Middle East

44%

North America

8%Africa

4%Asia Pacific

22%Europe

9%Latin America

13%Middle East

44%North America

Top Industries Represented

Insights from a range of industries ignite your thinking.

Insights from a range of industries ignite your thinking.

17%

Financial

11%

High Technology

10%

Chem / Pharma / Bio

8%

Manufacturing

8%

Professional Services

7%

Real Estate / Construction

7%

Raw Materials / Energy

6%

Nonprofit Services

5%

Health Care

4%

Transportation

Top Industries Represented

Insights from a range of industries ignite your thinking.

17%

Financial

11%

High Technology

10%

Chem / Pharma / Bio

8%

Manufacturing

8%

Professional Services

7%

Real Estate / Construction

7%

Raw Materials / Energy

6%

Nonprofit Services

5%

Health Care

4%

Transportation

Experience

Experience

Years worked

Years worked

Experience

Years worked

Less than 10 yearsLess than 10 years

10-14 years10-14 years

15-19 years15-19 years

20-24 years20-24 years

25-29 years25-29 years

30-34 years30-34 years

35-39 years35-39 years

Less than 10 yearsLess than 10 years

10-14 years10-14 years

15-19 years15-19 years

20-24 years20-24 years

25-29 years25-29 years

30-34 years30-34 years

35-39 years35-39 years

Participating Companies Have Included:

American Tower Corporation

Boston Children's Hospital

Deutsche Bank

Ernst & Young

Kuwait Petroleum Corporation

Nike, Inc

Oracle

Pepsi

Statoil

Taiwan External Trade Development Council

Zenith Bank

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More Admissions Information

Apply

Download Brochure

Program Finder

Need Help? Contact Us:

Program Advising team

Email: executive_education@hbs.edu

Apply

Download Brochure

Program Finder

Need Help? Contact Us:

Program Advising team

Email: executive_education@hbs.edu

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The Value

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Admissions Process

International Applicants

Payment, Cancellation, and Deferral

Already Admitted

Changing the Game: Negotiation and Competitive Decision-Making

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

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

Key Benefits Dropdown up

Key Benefits 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

Admissions Criteria and Process

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

Admissions Criteria and Process Dropdown up

Admissions Criteria and Process Dropdown down

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

What You Will Learn

What You Will Learn

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

Key Topics Dropdown up

Key Topics 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

Your Peers Expand Your Learning

Your Peers Expand Your Learning

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."

Limited Availability

Accepting Applications

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 Benefits

Key Benefits

Admissions Criteria and Process

Admissions Criteria and Process

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

Key Topics

Key Topics