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Negotiation Skills: Strategies for Increased Effectiveness

All Start Dates

  • Time

    11:00 AM – 2:30 PM ET

  • Length

    Every Monday for 4 weeks

  • Cost

    $2,600

  • Registration Deadline

    February 26, 2023

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,895

  • Registration Deadline

    April 30, 2023

  • Time

    11:00 AM – 2:30 PM ET

  • Length

    4 consecutive Tuesdays

  • Cost

    $2,600

  • Registration Deadline

    July 31, 2023

  • Time

    8:30 AM – 4:30 PM EST

  • Length

    2 consecutive days

  • Cost

    $2,895

  • Registration Deadline

    October 15, 2023

man negotiating with femail colleague

Enhance your ability to negotiate through effective techniques and skills.

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 Participation 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 cultural differences impact negotiations
  • Dealing with irrational people and challenging relationships
  • 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.

March Schedule

Week 1
• Introductions to a Negotiation Environment

Week 2
• Preparing for Negotiations

Week 3
• Conducting a Negotiation

Week 4
• Encountering Complex Negotiations

*This schedule is subject to change.

Active participation is required in each session to realize the benefits of this program and earn the Certificate. To ensure an optimal online experience for you and your fellow learners, please plan to attend each session in full, with your camera on and all distractions removed. Participants who miss more than 25% of the program will not be eligible for a Certificate.

May Schedule

Day 1
• Introductions to a Negotiation Environment
• Preparing for Negotiations

Day 2
• Conducting a Negotiation
• Encountering Complex Negotiations

*This schedule is subject to change.

August Schedule

Week 1
• Introductions to a Negotiation Environment

Week 2
• Preparing for Negotiations

Week 3
• Conducting a Negotiation

Week 4
• Encountering Complex Negotiations

*This schedule is subject to change.

Active participation is required in each session to realize the benefits of this program and earn the Certificate. To ensure an optimal online experience for you and your fellow learners, please plan to attend each session in full, with your camera on and all distractions removed. Participants who miss more than 25% of the program will not be eligible for a Certificate.

October Schedule

Day 1
• Introductions to a Negotiation Environment
• Preparing for Negotiations

Day 2
• Conducting a Negotiation
• Encountering Complex Negotiations

*This schedule is subject to change.

Instructor

  • Emily F. 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.

Instructor

  • 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

  • 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.