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Advanced Negotiation Skills

All Start Dates

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,895

  • Registration Deadline

    September 28, 2022

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,895

  • Registration Deadline

    November 30, 2022

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.

What You'll Learn

Becoming an expert negotiator requires the ability to structure and execute complex negotiations effectively. But because many negotiators don’t have the knowledge or tools, they find themselves in situations where they 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.

Program Benefits

  • 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
  • Earn a digital Certificate of Participation from the Harvard Division of Continuing Education

Topics Covered

  • Orchestrating the negotiation process
  • Offers, anchors, and influence
  • Methodology of sequencing, mapping parties, and interests
  • Interests, constraints, alternatives, and perspectives analysis
  • Addressing cognitive errors, perceptions, and biases
  • How to communicate more effectively and motivate others
  • System 2 Thinking and controlling the optics
  • Principles of influence: preparing your argument and your audience
  • New insights into cross cultural negotiation strategy
  • The challenges of multiparty/multi issue negotiations

Who Should Enroll

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.

It is especially helpful for those engaging in multiparty deals, international negotiations, or more complex situations.

October Schedule

Day 1
• Become a Master Negotiator
• The Science of Negotiation

Day 2
• The Art of Negotiation
• Science Meets Art

*This schedule is subject to change.

December Schedule

Day 1
• Become a Master Negotiator
• The Science of Negotiation

Day 2
• The Art of Negotiation
• Science Meets Art

*This schedule is subject to change.

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

  • Eugene B. Kogan

    Eugene B. Kogan

    Eugene teaches about power dynamics in negotiation and leadership and conducts research at Harvard Business School. A former Visiting Scholar at Harvard Law School’s East Asian Legal Studies Program, he recently concluded his five-year term as the inaugural Research and Executive Director of Harvard University’s American Secretaries of State Project.

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