What You'll Learn
Negotiation is an integral part of creating value for an organization. Your success depends on your skills as a negotiator—regardless of whether you are seeking project resources, deciding on a new hire’s salary, or inking a high-stakes deal for your company.
In this program, you will gain insight into the habits of dealmakers as you build your skills. Through group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges—at work and beyond.
No prior training in negotiation is required. If you already have some negotiation experience and want to take your strategic skills to a higher level, consider our complementary program, Advanced Negotiation Skills.
Program Benefits
- Achieve better results in both formal and informal negotiations
- Build confidence in your bargaining power and abilities
- Improve negotiations by managing your emotions and influencing others
- Build positive, productive relationships with all parties at the table
- Create value and “enlarge the pie” to produce win-win outcomes
- Earn a Certificate of Completion from the Harvard University Division of Continuing Education
Topics Covered
- Understanding the interests, priorities, and goals of all parties
- Maximizing opportunity through pre-negotiation preparation
- Knowing how personal biases and interpersonal differences impact negotiations
- Dealing with irrational and difficult behaviors
- Improving communication by listening and asking questions
- Making offers at the right time and in the right way
- Transforming competition into cooperation—and opponents into partners
- Managing teams of negotiators more effectively
- Recognizing when to walk away from the table
Who Should Enroll
This program is appropriate for professionals at all career levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others.
Considering this program?
September Schedule
Day 1
- Introduction to a Negotiation Environment
- Preparing for Negotiations
Day 2
- Conducting a Negotiation
- Encountering Complex Negotiations
November Schedule
Day 1
- Introduction to a Negotiation Environment
- Preparing for Negotiations
Day 2
- Conducting a Negotiation
- Encountering Complex Negotiations
March Schedule
Week 1
- Introduction to a Negotiation Environment
Week 2
- Preparing for Negotiations
Week 3
- Conducting a Negotiation
Week 4
- Encountering Complex Negotiations
May Schedule
Day 1
- Introduction to a Negotiation Environment
- Preparing for Negotiations
Day 2
- Conducting a Negotiation
- Encountering Complex Negotiations
July Schedule
Day 1
- Introduction to Negotiation & Influence
- Identifying what success means in negotiation
- Systematic preparation for negotiation
Day 2
- Dealing with difficult negotiation tactics
- Dealing with interpersonal differences in negotiation
- Dealing with Multiparty Negotiation Challenges
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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![Diana Buttu]()
Diana Buttu
Diana was a fellow at the Harvard Kennedy School of Government and at Harvard Law School. She is an instructor at Harvard Extension School. She specializes in negotiations, international law, and international human rights law. She worked on the Israeli-Palestinian negotiations, serving as the only female negotiator during her five-year tenure.
Instructor
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![Emily Epstein]()
Emily F. Epstein
Emily served as associate faculty at Harvard Law School’s Program on Negotiation and adjunct faculty at the Georgetown University Law Center. She specializes in teaching negotiation, facilitation, mediation, and communication skills. She is the founder of Oakbay Consulting and a lecturer of law at the University of California Berkeley School of Law.
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.
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.
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.
