Advanced Negotiation Skills Training Course Overview
Becoming an expert negotiator requires the ability to structure and execute complex negotiations effectively. But without frequently expanding or refreshing your knowledge and tools, you may find yourself in situations where you keep getting the same results.
In this program, you’ll learn how to transition from a capable dealmaker to an expert negotiator and how to create value for yourself and your organization. Going beyond basic negotiation tactics, this highly interactive program delves into strategic planning and systematic thinking that exemplifies expert negotiators. You’ll learn how to drive success as a negotiator, whether you’re inking a high-stakes deal for your company or engaging in multiparty negotiations.
This fast-paced learning experience includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the bargaining table. You will develop more sophisticated negotiating skills, learn how to avoid common deal-making pitfalls, utilize expert planning tools, and emerge prepared to conduct a wider range of complex negotiations with confidence.
Benefits of Advanced Negotiation Skills Training
This negotiation skills training program is designed to build on your existing knowledge and toolkit with advanced techniques and strategies. Key takeaways from the program will empower you to improve your effectiveness at the negotiating table and help you gain the outcomes you want.
During this advanced negotiation skills training, you will:
- Design and execute more effective negotiation strategies
- Improve outcomes
- Boost your bargaining power
- Identify and eliminate barriers to success
- Develop more effective and focused thinking
- Communicate more effectively and influence others
- Negotiate across international or cultural boundaries
Upon finishing the program, participants will earn a Certificate of Completion from the Harvard Division of Continuing Education.
“I find that I’m using the lessons I learned [in Advanced Negotiation Skills] in every aspect of my life. Certainly, the program improved my ability to structure and execute complex negotiations.” – Michael Mao, Account Executive at Salesforce.
Who Should Take Advanced Negotiation Skills Training?
This program is designed for professionals in business, industry, government, and non-governmental organizations with some negotiating experience who want to take their strategic skills to a higher level, such as account executives, contract managers, and individuals in mid- or senior-level sales positions. It will be especially appropriate for hiring managers and HR executives, as well as executives, lawyers, mediators, and consultants, as well as anyone engaging in multiparty deals, international negotiations, or highly complex negotiation scenarios.
Participants are expected to possess a foundational understanding of negotiation principles. This program will not provide a comprehensive review of fundamental concepts; however, pre-readings will offer participants a chance to refresh their understanding. These concepts include:
- Best alternative to a negotiated agreement (BATNA)
- Worst alternative to a negotiated agreement (WATNA)
- Target point
- Resistance point
- Zone of potential agreement (ZOPA) or bargaining range
- Interest vs. Positions
- Distributive/Zero Sum negotiations
- Integrative/Non-Zero Sum negotiations
If you are unfamiliar with these concepts or have minimal experience with negotiations, we suggest you consider enrolling in Negotiation Skills: Strategies for Increased Effectiveness.
Curriculum
The curriculum for this advanced negotiation skills training is designed to be highly interactive and engaging. You will improve your negotiation skillset by examining case studies, participating in role-playing through real-world scenarios, and sharing experiences in small- and large-group discussions with professionals from around the world.
Specifically, the program curriculum will focus on:
- Orchestrating the negotiation process
- Developing offers, anchors, and influence
- Learning the methodology of sequencing, mapping parties, and interests
- Analyzing interests, constraints, alternatives, and perspectives
- Addressing cognitive errors, perceptions, and biases
- Communicating more effectively and motivating others
- System 2 Thinking and controlling the optics
- Mastering the principles of influence: preparing your argument and your audience
- Creating new insights into cross-cultural negotiation strategy
- Successfully addressing the challenges of multiparty/multi-issue negotiations
Considering this program?
September Schedule
Day 1
- Becoming a Master Negotiator
- The Science of Negotiation
Day 2
- The Art of Negotiation
- Science Meets Art
December Schedule
Day 1
- Becoming a Master Negotiator
- The Science of Negotiation
Day 2
- The Art of Negotiation
- Science Meets Art
March Schedule
Day 1
- Becoming a Master Negotiator
- The Science of Negotiation
Day 2
- The Art of Negotiation
- Science Meets Art
May Schedule
Day 1
- Becoming a Master Negotiator
- The Science of Negotiation
Day 2
- The Art of Negotiation
- Science Meets Art
Instructor
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![Maurie Kelly]()
Maurie Kelly
Maurie is an instructor at Harvard University Extension School and at Penn State University. She has more than thirty years of professional experience working with, and developing solutions for, a wide range of organizations from government to industry to NGOs.
Instructor
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![PDP Instructor Eugene B. Kogan]()
Eugene B. Kogan
Dr. Eugene B. Kogan is an award-winning Harvard thought leader and keynote speaker on power strategies in negotiation and leadership. He is the Principal & Managing Director of Kogan Global Advisory LLC & teaches at Harvard Division of Continuing Education’s Professional & Executive Development Programs.
Instructor
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![PDP Instructor Eugene B. Kogan]()
Eugene B. Kogan
Dr. Eugene B. Kogan is an award-winning Harvard thought leader and keynote speaker on power strategies in negotiation and leadership. He is the Principal & Managing Director of Kogan Global Advisory LLC & teaches at Harvard Division of Continuing Education’s Professional & Executive Development Programs.
Instructors
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![Bob Bordone]()
Bob Bordone
Robert. C Bordone (Bob) is an internationally recognized expert, bestselling author, speaker, and teacher in negotiation, conflict resolution, mediation, and facilitation. Currently a Senior Fellow at Harvard Law School and Founder and Principal of The Cambridge Negotiation Institute, he served on the full-time faculty at Harvard Law School for over two decades as the Thaddeus R. Beal Clinical Professor of Law, Director, and Founder of the Harvard Negotiation & Mediation Clinical Program. -
![Daniel Doktori]()
Daniel Doktori
Daniel Doktori has taught negotiation since 2013 at Harvard Law School and the Harvard Negotiation Institute, with extensive experience in executive and corporate training. He is the senior vice president and general counsel of American Public Media Group, and previously helped scale Credly, Inc. from a startup to an industry leader. Earlier in his career, Daniel worked as a corporate attorney and held leadership roles in public service.
I find that I’m using the lessons I learned in every aspect of my life. Certainly the program improved my ability to structure and execute complex negotiations.
Account Executive, Salesforce
Certificates of Leadership Excellence
The Certificates of Leadership Excellence (CLE) are designed for leaders with the desire to enhance their business acumen, challenge current thinking, and expand their leadership skills.
This program is one of several CLE qualifying programs. Register today and get started earning your certificate.
FAQs
Why are negotiation skills important?
Negotiation is an integral part of the business world. Whether implicit or explicit, formal or informal, we engage in negotiation constantly to secure better outcomes for ourselves and our organization.
Successful negotiation requires a complex and evolving skillset. For some, these skills come naturally. For others, they are the result of many years of study and hard work.
However, we believe that with the right training and the right toolkit, anyone can become an effective negotiator and gain the outcomes they want.
How long does it take to complete the Advanced Negotiation Skills Training?
This Advanced Negotiation Skills Training is a two-day, on campus program. The two-day duration is ideal for busy professionals seeking to upskill in a short amount of time. At the same time, the on-campus experience offers the perfect opportunity to focus on the program curriculum while networking with experienced professionals.
How will this Advanced Negotiation Skills Training help me in my career?
This advanced negotiation skills training will give you the skills and tools you need to negotiate more successfully on behalf of both yourself and your organization.
The knowledge you gain from this powerful program will enhance your ability to obtain the outcomes you want during salary negotiations, dispute resolutions, contract negotiations, and other common—and uncommon—workplace negotiations.
Whether negotiating is your primary role or an incidental part of your organizational responsibilities, keeping your skills fresh is key to personal and professional success.
