H a r v a r d | B u s i n e s s | S c h o o lExecutive Education
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Email: executive_education@hbs.edu
Strategic Negotiations—Virtual
Limited Availability
Dates: 19–30 APR 2021
Location: Virtual
Fee: $10,000
The program fee covers tuition, e-books, and online case materials.
This program includes live online classes, self-paced work, and virtual networking. Download brochure for a detailed schedule.
Program Announcement
Thank you for your interest in this program. The APR 2021 session currently is near
capacity. You may wish to consider applying soon.
Summary
The most successful negotiators not only master the use of interpersonal tactics at
the table, but they also understand the critical role of creative deal design and
techniques away from the table. This live online program gives you a framework for
taking a 3D view of negotiations. Working alongside experienced faculty who have authored
pathbreaking research on negotiation, you will learn how to choose and align optimal
setup, deal design, and tactics to maximize your outcomes in complex, high-stakes
deals and major disputes.
The most successful negotiators not only master the use of interpersonal tactics at
the table, but they also understand the critical role of creative deal design and
techniques away from the table. This live online program gives you a framework for
taking a 3D view of negotiations. Working alongside experienced faculty who have authored
pathbreaking research on negotiation, you will learn how to choose and align optimal
setup, deal design, and tactics to maximize your outcomes in complex, high-stakes
deals and major disputes.
This program is eligible for the Certificate of Management Excellence. Learn More
Key Benefits
The advanced skills you develop in this virtual program will enable you to achieve
your goals by preparing for complicated, multifaceted negotiations from a strategic
as well as a tactical perspective. As you learn how to take control of and advantageously
shape the deal process, you will approach each negotiation with greater skill and
confidence.
Develop a systematic approach to preparing for and executing negotiations—from straightforward,
one-shot deals to complex multiparty deals that play out over time and across borders
Productively synchronize internal and external negotiations
Address the complexities associated with multiple parties and agendas as well as evolving
timeframes
Negotiate effectively across borders and cultures
Foster understanding and promote resolution among parties whose interests and perceptions
conflict
The advanced skills you develop in this virtual program will enable you to achieve
your goals by preparing for complicated, multifaceted negotiations from a strategic
as well as a tactical perspective. As you learn how to take control of and advantageously
shape the deal process, you will approach each negotiation with greater skill and
confidence.
Details
Implement a strategic planning process for any negotiation
Develop a systematic approach to preparing for and executing negotiations—from straightforward,
one-shot deals to complex multiparty deals that play out over time and across borders
Productively synchronize internal and external negotiations
Address the complexities associated with multiple parties and agendas as well as evolving
timeframes
Negotiate effectively across borders and cultures
Foster understanding and promote resolution among parties whose interests and perceptions
conflict
Maximize value for the long term
Design deals based on high-value/low-cost moves that create maximum sustainable value
for all players at the bargaining table
Productively manage the tension between creating value jointly and claiming value
individually
Build and sustain productive, long-term business relationships with all parties involved
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
Senior executives who face complex and challenging negotiations, such as CEOs, entrepreneurs,
board members, general managers, business development executives, and corporate counsels
Ideal for: Business leaders with cross-border negotiating experience who are in the
process of realigning corporate strategy, undertaking a sizable deal, settling a major
dispute, or juggling multiple constituencies
Senior executives who face complex and challenging negotiations, such as CEOs, entrepreneurs,
board members, general managers, business development executives, and corporate counsels
Ideal for: Business leaders with cross-border negotiating experience who are in the
process of realigning corporate strategy, undertaking a sizable deal, settling a major
dispute, or juggling multiple constituencies
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.
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.
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.
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.
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.
What You Will Learn
Immersed in a rich and focused learning experience that includes faculty presentations,
group discussions, stop-action videos, and case studies, you will consistently explore
how the world's best dealmakers plan and navigate complex negotiations. Through an
in-depth examination of the three dimensions of negotiating—setup, deal design, and
tactics—you will learn how to weave together a series of mutually reinforcing decisions
and activities to drive optimal results.
After assessing the full set of your interests, you will learn how to set the right
target deal. You will learn how to perform a 3D audit of the barriers that stand between
you and your target deal. This will allow you to design a 3D strategy: a customized
and aligned plan of deal setup, deal design, and tactical moves both at and away from
the table that give you the best shot at overcoming the specific barriers you've identified
in order to achieve your target deal.
You will also participate in several carefully designed interactive simulations—beginning
with simple two-party deals and moving to complex, multi-party, multi-issue negotiations.
These negotiations bring to life the importance of strategic planning and the improvisational
skill necessary for effective deal execution.
Immersed in a rich and focused learning experience that includes faculty presentations,
group discussions, stop-action videos, and case studies, you will consistently explore
how the world's best dealmakers plan and navigate complex negotiations. Through an
in-depth examination of the three dimensions of negotiating—setup, deal design, and
tactics—you will learn how to weave together a series of mutually reinforcing decisions
and activities to drive optimal results.
After assessing the full set of your interests, you will learn how to set the right
target deal. You will learn how to perform a 3D audit of the barriers that stand between
you and your target deal. This will allow you to design a 3D strategy: a customized
and aligned plan of deal setup, deal design, and tactical moves both at and away from
the table that give you the best shot at overcoming the specific barriers you've identified
in order to achieve your target deal.
You will also participate in several carefully designed interactive simulations—beginning
with simple two-party deals and moving to complex, multi-party, multi-issue negotiations.
These negotiations bring to life the importance of strategic planning and the improvisational
skill necessary for effective deal execution.
Program Format
The program takes place over two weeks, with live online classes each weekday from
9:00 AM to 2:15 PM ET, including breaks. Class sessions take place via the Zoom platform.
Participants will also have the option of attending afternoon networking sessions
or sessions for open conversations with faculty. There is also 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 the class and in small groups. We advise setting aside
a total of 5-10 hours per week for program work in addition to the synchronous class
sessions.
The program takes place over two weeks, with live online classes each weekday from
9:00 AM to 2:15 PM ET, including breaks. Class sessions take place via the Zoom platform.
Participants will also have the option of attending afternoon networking sessions
or sessions for open conversations with faculty. There is also 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 the class and in small groups. We advise setting aside
a total of 5-10 hours per week for program work in addition to the synchronous class
sessions.
One-dimensional (1D) negotiators seek interpersonal effectiveness, whether in person,
by email, by platforms such as Zoom, or on the phone. They focus on elements of the
immediate negotiating process, such as:
Employing the most appropriate bargaining styles
Creating the right atmosphere and setting communication dynamics
Building trust
Deciding on who should make the first offer, where it should be, and how to respond
Understanding and effectively employing psychological dynamics such as anchoring,
the contrast principle, the power of justification, reciprocity, and so on
Two-dimensional (2D) negotiators relentlessly look beyond the interpersonal process
to the underlying substance of the problem, identifying where potential value exists
and how to build agreements that realize this value for both sides. They focus on
the principles of deal-crafting—the engineering of sustainable value creation by unearthing
high value-low cost moves among potentially cooperative parties.
Three-dimensional (3D) negotiators know that once the bargaining table has been set,
much of the game already has been played. They think hard about the architecture of
the deal—how to set up and, if necessary, reset the table. Not only do 3D negotiators
skillfully play the game as given, but they also act entrepreneurially on multiple
planes to change the game and gain maximum advantage. They focus on issues such as:
Who should be at the table? What is the best means to get them there? In what sequence
and on what basis should they be approached?
What set of issues should be discussed? Is it most productive to separate or combine
issues?
How should you enhance your “no-deal” walkaway alternatives and, in some cases, worsen
the no-deal options of the other sides?
Should there be a series of tables, possibly linked, separated, sequenced, or arranged
in parallel?
Which deal process is most likely to yield your target deal?
How should expectations be set and, if necessary altered?
The first dimension: maximizing effectiveness at the table
One-dimensional (1D) negotiators seek interpersonal effectiveness, whether in person,
by email, by platforms such as Zoom, or on the phone. They focus on elements of the
immediate negotiating process, such as:
Employing the most appropriate bargaining styles
Creating the right atmosphere and setting communication dynamics
Building trust
Deciding on who should make the first offer, where it should be, and how to respond
Understanding and effectively employing psychological dynamics such as anchoring,
the contrast principle, the power of justification, reciprocity, and so on
Framing issues attractively
Persuading others
Bridging cultural differences
The second dimension: engineering the deal
Two-dimensional (2D) negotiators relentlessly look beyond the interpersonal process
to the underlying substance of the problem, identifying where potential value exists
and how to build agreements that realize this value for both sides. They focus on
the principles of deal-crafting—the engineering of sustainable value creation by unearthing
high value-low cost moves among potentially cooperative parties.
The third dimension: designing the process
Three-dimensional (3D) negotiators know that once the bargaining table has been set,
much of the game already has been played. They think hard about the architecture of
the deal—how to set up and, if necessary, reset the table. Not only do 3D negotiators
skillfully play the game as given, but they also act entrepreneurially on multiple
planes to change the game and gain maximum advantage. They focus on issues such as:
Who should be at the table? What is the best means to get them there? In what sequence
and on what basis should they be approached?
What set of issues should be discussed? Is it most productive to separate or combine
issues?
How should you enhance your “no-deal” walkaway alternatives and, in some cases, worsen
the no-deal options of the other sides?
Should there be a series of tables, possibly linked, separated, sequenced, or arranged
in parallel?
Which deal process is most likely to yield your target deal?
How should expectations be set and, if necessary altered?
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
James K. Sebenius
Gordon Donaldson 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
James K. Sebenius
Gordon Donaldson Professor of Business Administration
H a r v a r d | B u s i n e s s | S c h o o lExecutive Education
