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.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.
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:
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:
