Secure Maximum Value for Your Organization through a Mastery of Negotiation Techniques

Negotiation Mastery equips you with the skills to close deals that might otherwise be deadlocked, maximize value in the agreements you reach, and resolve differences before they escalate into costly conflicts.

Negotiation Mastery

Negotiation Mastery

Secure Maximum Value for Your Organization through a Mastery of Negotiation Techniques

Negotiation Mastery equips you with the skills to close deals that might otherwise be deadlocked, maximize value in the agreements you reach, and resolve differences before they escalate into costly conflicts.

What You'll Learn

  • Understand negotiation dynamics and how to prepare for uncertainty
  • Learn to craft agile strategy and be quick on your feet in changing circumstances
  • Resolve small differences before they escalate
  • Secure maximum value for your organization and yourself
  • Reflect on personal behaviors and refine your approach to be more effective

About the Professors

Michael Wheeler has taught Negotiation in Harvard Business School's MBA program since 1993, and has served as faculty chair of the required first-year MBA program. He is the author of 11 books, the most recent of which is The Art of Negotiation: How to Improvise Agreement in a Chaotic World. He has long been an innovator in using the latest technology to teach negotiation and recently launched a self-assessment app, called Negotiation360.

Who Will Benefit

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Negotiation Professionals

Hone your negotiation skills and develop strategies and techniques to achieve success at the bargaining table.

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Value-Driven Individuals

Develop the negotiation skills needed to maximize value in your everyday life, from negotiating a raise to buying a car.

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Early and Mid-Career Professionals

Gain the necessary skills and confidence to grow your career and successfully negotiate at work, on the job hunt, or in day-to-day conversations.

Program Structure

Negotiation Mastery consists of approximately 30 to 40 hours of material delivered over an eight-week period. While you can complete the coursework on your own schedule, there are regular deadlines, including four collaborative negotiation exercises in which you must coordinate with an assigned peer to practice your bargaining skills in real time. The exercises work best when conducted in a timely, active manner, so it's important to stay on track as you move through the course.

August 2020

Course Start Date: 5th August

Length: 8 Weeks

Regular Price $1,050

Enrolment process needs to be completed 2 weeks prior of the program Start Date

October 2020

Course Start Date: 14th October

Length: 8 Weeks

Regular price $1,050

Enrolment process needs to be completed 2 weeks prior of the program Start Date

January 2021

Course Start Date: 20th January

Length: 8 Weeks

Regular price $1,050

Enrolment process needs to be completed 2 weeks prior of the program Start Date

Syllabus

Negotiation Mastery emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics.

Learning requirements: In order to earn a Certificate of Completion, participants must thoughtfully complete all 4 modules, including participating in 4 negotiation simulations and finishing the capstone assignment, by stated deadlines. The negotiation simulation exercises are key to the learning objectives of this course, and participants are expected to demonstrate full effort and professional-level courtesy in communicating and scheduling with their partners for these exercises.

Introduction: At the start of the course, you'll complete the following:

  • Introduction to a panel of expert negotiators, comprised of a wide range of expert practitioners and Harvard faculty members
  • Set goals and establish your negotiation preferences and skills through self-assessment exercises
  • Test your strategic skill set through a negotiation game

Capstone Assignment: At the conclusion of the course, you will answer three short essay questions that will help you reflect on what you've learned throughout the course and consider how you will utilize your new skills in future negotiations.

Syllabus

Negotiation Mastery emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics.

Learning requirements: In order to earn a Certificate of Completion, participants must thoughtfully complete all 4 modules, including participating in 4 negotiation simulations and finishing the capstone assignment, by stated deadlines. The negotiation simulation exercises are key to the learning objectives of this course, and participants are expected to demonstrate full effort and professional-level courtesy in communicating and scheduling with their partners for these exercises.

Introduction: At the start of the course, you'll complete the following:

  • Introduction to a panel of expert negotiators, comprised of a wide range of expert practitioners and Harvard faculty members
  • Set goals and establish your negotiation preferences and skills through self-assessment exercises
  • Test your strategic skill set through a negotiation game

Capstone Assignment: At the conclusion of the course, you will answer three short essay questions that will help you reflect on what you've learned throughout the course and consider how you will utilize your new skills in future negotiations.

Modules Leaders Interviewed Takeaways Key Exercises
Module 1: Introduction to Negotiation Analysis - Finding the Zone of Possible Agreement
  • Nate Barbera and Desiree Stolar, Unshrinkit
  • Betsy Broun, Smithsonian American Art Museum
  • Amy Chu, DC and Marvel Comics
  • Identify your walkaway
  • Manage the exchange of offers
  • Close the deal
  • Negotiation simulation (Negotiating a Single-Issue Agreement: Buying/Selling a Unique Property)
  • Peer feedback
Module 2: Advanced Negotiation Analysis - Creating Value
  • Kim Driscoll, City of Salem, Mass.
  • Erin Egan, Microsoft
  • Jim Levine, Rostan Literary Agency
  • Generate value when there is uncommon ground
  • Manage situations under different and complex scenarios
  • Dig into the fundamental tension of creating and claiming value
  • Negotiation simulation (Rijas and Vericampos: Negotiating a Long-Term Service Contract)
  • Peer feedback
Module 3: Managing the Negotiation Process - Bargaining Tactics, Style, and Emotion
  • Ric Lewis, Tristan Capital Partners
  • Leonard Lira, United States Army
  • Henry McGee, HBO Home Entertainment
  • Examine the relational dimension of negotiation
  • Explore interpersonal dynamics, bargaining styles, tactics, and emotion
  • Negotiation simulation (Discount and Hawkins: Crafting Terms and Conditions)
  • Peer feedback
Module 4: Negotiation Mastery - Forging Agreement within Groups and Organizations
  • Michael McIlwrath, General Electric Oil and Gas Division
  • Chris Voss, FBI's International Kidnapping Response
  • Apply themes and issues from the course to real life scenarios
  • Negotiate effectively within groups and organizations
  • Negotiation simulation (Negotiating a Job Offer: Building Relationships)
  • Peer feedback
  • Capstone Assignment

Stories from Our Learners

Earn Your Certificate

Enroll today in Harvard Business School Online’s Negotiation Mastery course.

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