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Advanced Negotiation Skills Training

All Start Dates

  • Time

    11:00 AM – 2:30 PM ET

  • Length

    4 consecutive Mondays

  • Cost

    $2,750

  • Registration Deadline

    February 25, 2024

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,990

  • Registration Deadline

    May 7, 2024

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,990

  • Registration Deadline

    August 6, 2024

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,990

  • Registration Deadline

    October 1, 2024

Advanced negotiation skills. A man and woman at desk discussion negotiation

Develop sophisticated negotiation skills to create value for all parties at the bargaining table.

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 the 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 completion of the program, participants will earn a Certificate of Participation 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

Cost

Advanced Negotiation Skills has two format options:

  • On campus: A two-day program in our state-of-the-art classroom space in the heart of historic Harvard University. Program tuition for on campus is $2,895 for 2023 and $2,990 for 2024, plus the cost of travel for on-campus programs.
  • Online: Meets for 3.5 hours one day per week for 4 weeks. Program tuition for online is $2,600 for 2023 and $2,750 for 2024.

March Schedule

Week 1

  • Testing Cognitive Biases

Week 2

  • PowerScreen Negotiation
  • Emotional Intelligence

Week 3

  • Political Acumen
  • Mediation

Week 4

  • Welding Connection Mediation
  • Strategic Perspective

May Schedule

Day 1

  • Becoming a Master Negotiator
  • The Science of Negotiation

Day 2

  • The Art of Negotiation
  • Science Meets Art

August Schedule

Day 1

  • Becoming a Master Negotiator
  • The Science of Negotiation

Day 2

  • The Art of Negotiation
  • Science Meets Art

Post-Program Private Consultations

If you face complex or other organizational challenges that make it difficult to implement your goals, you may want to sign up for a private consultation with the instructor.

These private consultations are exclusively available to participants who sign up and attend the program. These will take place within two months following the program’s conclusion. You will meet privately with the instructor for a one-on-one coaching session on roadblocks, implementation issues, or other areas associated with the program in support of developing yourself.

Click the “Consultation Registration” link near the top of the page or here only after you have registered for the program.

Specifics of Private Consultations:

  • Private consultation sessions will last for one hour and are priced at $550 per session.
  • You may register up to 8 days before the start of the first coaching session.
  • Choose one session only, as spots are limited.
  • You may cancel free of charge up to 8 days prior to your Private Consultation.
    • If you paid via credit card you may cancel directly through the registration portal. For all other cancellation requests, please write to ExecDev@DCE.Harvard.edu.
    • Participants who cancel less than 8 days prior to the Private Consultation will be assessed a 50% cancellation fee. If you do not cancel and do not attend the Private Consultation, you forfeit the entire tuition.

October Schedule

Day 1

  • Becoming a Master Negotiator
  • The Science of Negotiation

Day 2

  • The Art of Negotiation
  • Science Meets Art

Instructor

  • 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

  • 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

  • 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

  • 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.

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.

Learn More
Harvard Division of Continuing Education Professional & Executive Development Certificate of Leadership Excellence.

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.