Strategic Negotiations: Dealmaking for the Long Term

Executives comparing notes at lecture on HBS campus

Explore how the world's best business leaders plan and navigate complex negotiations. Master the strategic and tactical aspects of dealmaking and learn how to approach every negotiation with confidence.

The program fee covers tuition, program materials, accommodations, and most meals.

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Performance at the bargaining table is about more than confidence. It’s the art of weaving together a series of mutually reinforcing decisions and activities to drive optimal results.

Strategic Negotiations pulls back the curtain on the planning and strategizing process behind complex, high-stakes deals and dispute resolutions. Bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.

Key Program Features

Key Topics

  • Dive deep into the three dimensions of negotiating and dealmaking: maximizing effectiveness at the table, engineering the deal, and designing the process

  • Implement a strategic planning process for complicated and multifaceted negotiations

  • Design deals that create optimal value for all players at the bargaining table

  • Build and sustain productive, long-term business relationships with all parties

  • Negotiate effectively across borders and cultures

Program Format

  • 6
    days on the HBS campus
  • 12–15
    hours of pre-program work

Case materials and a detailed schedule will be made available approximately two weeks prior to program start.

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

Global Perspective

Two female and two male executives sit and smile around a table filled with notes.
7%
Africa
8%
Asia Pacific
28%
Europe
9%
Latin America
5%
Middle East
43%
North America

Top Industries Represented

  • 17%

    Financial

  • 9%

    Professional Services

  • 8%

    High Technology

  • 8%

    Raw Materials / Energy

  • 7%

    Chem/Pharma/Bio

  • 7%

    Nonprofit Services

  • 7%

    Real Estate / Construction

  • 5%

    Consumer Products

  • 5%

    Health Care

  • 3%

    Retail Services

Experience

Years Worked

  • 4%

    Less than 10 years

  • 15%

    10-14 years

  • 25%

    15-19 years

  • 23%

    20-24 years

  • 19%

    25-29 years

  • 9%

    30-34 years

  • 4%

    35-39 years

  • 1%

    40 or more

Companies That Have Participated

  • Airbus
  • Bank of America
  • Cisco
  • Deloitte
  • EFA Group
  • FedEx
  • Finnair
  • GlaxoSmithKline
  • Noser Management AG
  • Novo Nordisk
  • Verizon

Teaching Team

All our executive education programs are developed and taught by a team of widely recognized HBS faculty. Many are 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

Faculty

The HBS Experience

This in-person program takes place on our storied campus where you'll live and learn at the heart of Boston's vibrant business, academic, and technology hubs.

At HBS, every detail is carefully calibrated to drive your success. Living arrangements and classrooms that spark connection. Unrivaled academic resources. And rejuvenating fitness, dining, and cultural amenities.

View of Executive Education area of HBS campus

The dedicated Executive Education area of campus features multiple classroom buildings and three residence halls around a quad

Residence hall bedroom and bathroom, with woman looking out a window

Our well-appointed residence halls feature private bedrooms, living group lounges, and courtyards to fuel vibrant discussions

Admissions

We admit applicants on a rolling, space-available basis, so you are encouraged to submit your application as soon as possible.

The selective admissions process is based on professional achievement, organizational responsibility, and the admissions criteria for each program as described in Who Should Attend. There are no formal educational requirements for HBS Executive Education programs.

Learn more about the admissions process and requirements.

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.