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.
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
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.
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.
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.
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.
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.
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
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.
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.
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.
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.
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.
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, 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.
