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
Negotiation Professionals
Hone your negotiation skills and develop strategies and techniques to achieve success at the bargaining table.
Value-Driven Individuals
Develop the negotiation skills needed to maximize value in your everyday life, from negotiating a raise to buying a car.
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: 05th August
Length: 8 Weeks
Regular price $1,600
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 $1,600
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 $1,600
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 |
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| Module 1: Introduction to Negotiation Analysis – Finding the Zone of Possible Agreement |
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| Module 2: Advanced Negotiation Analysis – Creating Value |
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| Module 3: Managing the Negotiation Process – Bargaining Tactics, Style, and Emotion |
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| Module 4: Negotiation Mastery – Forging Agreement within Groups and Organizations |
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Stories from Our Learners
Professor Wheeler’s course gave me a new and profound perspective on negotiation. Whether I am trying to convince my daughter to go to bed on time, discussing a contract with a manufacturer, or organizing large-scale military exercises with thousands of troops and dozens of aircrafts, deftly employing the right negotiation technique can be the difference in success or failure.
Learning from Professor Wheeler is a once in a lifetime opportunity. A superb teacher, he shows students how to become masterful negotiators.
After taking Professor Wheeler’s course, we step back, slow down and discuss strategically and thoughtfully what our counterparts may be thinking on the other side of the table. We have a better cadence for our preparation.
Earn Your Certificate
Enroll today in Harvard Business School Online’s Negotiation Mastery course.
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