Introduction

Negotiation is an essential skill in today’s dynamic workplace. Whether you negotiate with customers, suppliers, or colleagues, your ability to negotiate effectively is vital to the success of your organization.

Negotiation Mastery: Unlocking Value in the Real World prepares you to close deals that might otherwise be dead-locked, maximize value creation in agreements you reach, and resolve differences before they escalate into costly conflicts. This program emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics. Participating in this program will allow you to:

  • Understand negotiation dynamics and how to prepare for uncertainty
  • Learn to craft agile strategy and be quick on your feet
  • Resolve small differences before they escalate
  • Secure maximum value for your organization and yourself
  • Reflect on personal tendencies and refine your approach to be more effective
  • Engage with like-minded peers from around the globe and content developed by Harvard Business School faculty

Course Structure

The course consists of approximately 40 hours of coursework delivered over an 8-week period with a flexible program structure. Participants are required to complete 4 modules and participate in 4 real-time negotiations. In addition to learning from leading Harvard Business School professor Michael Wheeler, participants will hear from 12 expert negotiators and award-winning Harvard faculty.

Module 1: Introduction to Negotiation Analysis - Finding the Zone of Possible Agreement

Module 2: Advanced Negotiation Analysis - Creating Value

Module 3: Managing the Negotiation Process - Bargaining Tactics, Style, and Emotion

Module 4: Negotiation Mastery: Forging Agreement within Groups and Organizations

Participants in Negotiation Mastery: Unlocking Value in the Real World are eligible for a Certificate of Completion from HBX and Harvard Business School. To earn the certificate, participants must successfully complete all coursework by the stated deadlines and actively contribute to the vibrant HBX learning community. 


Who would benefit from taking Negotiation Mastery?

Negotiation Mastery: Unlocking Value in the Real World is designed for individuals who are involved in negotiations for their organization and who want to hone their negotiation skills in order to capture maximum value. The skills taught in this course are applicable to individuals in a variety of different industries and functional roles.

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What are HBX certificate programs?

HBX certificate programs are focused on one essential business topic. They combine the flexibility of online programming with the rigor and quality of a Harvard Business School education to give participants a unique edge in their careers.

Meet The Author

Michael Wheeler

Michael Wheeler

Senior Fellow and Professor of Management Practice in the Negotiation, Organizations, and Markets Unit at Harvard Business School

Course Provided By

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