Course description

This virtual and highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.

Emphasizing both theoretical and practical insights, this seminar engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.

Throughout the seminar, participants will read and engage with materials from three negotiation books:

Getting to Yes (3rd Ed.); Roger Fisher, William Ury, and Bruce Patton

Getting Past No: Negotiating in Difficult Situations; William Ury

Difficult Conversations: How to Discuss What Matters Most; Doug Stone, Bruce Patton, and Sheila Heen

Supplementary readings from other sources will be provided as needed.

Upon successful completion of this seminar, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.

Associated Schools

  • Harvard Law School

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