The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation strategy program, you will learn how to bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.
This program is eligible for the Certificate of Management Excellence. Learn More
The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation strategy program, you will learn how to bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.
This program is eligible for the Certificate of Management Excellence. Learn More
Program for Leadership Development participants earn 5 PLDA Points on completion of
this program.
Program for Leadership Development participants earn 5 PLDA Points on completion of
this program.
Advance your Strategic Negotiations learning through a complementary program, Mergers and Acquisitions, which focuses on structuring, executing, and closing the best deals. Together, these programs provide a powerful framework for buying, selling, and managing assets, as well as advanced techniques for negotiating successfully at the M&A bargaining table.
Advance your Strategic Negotiations learning through a complementary program, Mergers and Acquisitions, which focuses on structuring, executing, and closing the best deals. Together, these programs provide a powerful framework for buying, selling, and managing assets, as well as advanced techniques for negotiating successfully at the M&A bargaining table.
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.
Immersed in a rich and focused learning experience that includes faculty presentations, group discussions, and case studies, you will explore how the world's best dealmakers plan and navigate complex negotiations. Through an in-depth examination of the three dimensions of negotiating, you will learn how to weave together a series of mutually reinforcing decisions and activities to drive optimal results.
You will also participate in interactive simulations—beginning with simple two-party deals and moving to complex, multi-party, multi-issue negotiations—which bring to life the importance of strategic planning
Immersed in a rich and focused learning experience that includes faculty presentations, group discussions, and case studies, you will explore how the world's best dealmakers plan and navigate complex negotiations. Through an in-depth examination of the three dimensions of negotiating, you will learn how to weave together a series of mutually reinforcing decisions and activities to drive optimal results.
You will also participate in interactive simulations—beginning with simple two-party deals and moving to complex, multi-party, multi-issue negotiations—which bring to life the importance of strategic planning
One-dimensional (1D) negotiators seek interpersonal effectiveness, whether in person, by email, 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 value creation 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:
One-dimensional (1D) negotiators seek interpersonal effectiveness, whether in person, by email, 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 value creation 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:
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.
James K. Sebenius
Gordon Donaldson Professor of Business Administration
Francesca Gino
Tandon Family Professor of Business Administration
Guhan Subramanian
H. Douglas Weaver Professor of Business Law
Joseph Flom Professor of Law and Business
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.
James K. Sebenius
Gordon Donaldson Professor of Business Administration
Francesca Gino
Tandon Family Professor of Business Administration
Guhan Subramanian
H. Douglas Weaver Professor of Business Law
Joseph Flom Professor of Law and Business