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Negotiation Skills: Strategies for Increased Effectiveness

All Start Dates

  • Time

    3:00 PM – 6:30 PM ET

  • Length

    4 consecutive days

  • Cost

    $2,150

  • Registration Deadline

    July 5, 2021

  • Time

    3:00 PM – 6:30 PM ET

  • Length

    4 consecutive days

  • Cost

    $2,150

  • Registration Deadline

    August 23, 2021

  • Time

    3:00 PM – 6:30 PM ET

  • Length

    4 consecutive days

  • Cost

    $2,150

  • Registration Deadline

    November 8, 2021

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.

July Schedule

Day 1

• Introduction to Negotiations

Day 2

• Preparing for Negotiation

Day 3

• Conducting a Negotiation

Day 4

• Difficult Tactics

*This schedule is subject to change.

August-September Schedule

Day 1

• Introduction to Negotiations

Day 2

• Preparing for Negotiation

Day 3

• Conducting a Negotiation

Day 4

• Difficult Tactics

*This schedule is subject to change.

November Schedule

Day 1

• Introduction to Negotiations

Day 2

• Preparing for Negotiation

Day 3

• Conducting a Negotiation

Day 4

• Difficult Tactics

*This schedule is subject to change.

Instructor

  • Maurie Kelly

    Maurie Kelly

    Dr. Maurie Kelly teaches the Negotiation Skills and the Advanced Negotiation Skills seminars for the Harvard Division of Continuing Education Professional Development Program, and has done so for many years. She has more than thirty…

Instructor

  • Diana Buttu

    Diana Buttu

    Diana Buttuis a lawyer specializing in negotiations, international law, and international human rights law. Earlier in her career, Buttu worked on the Israeli-Palestinian negotiations, serving as the only female negotiator during her five-year tenure. Buttu…

Instructor

  • Emily F. Epstein

    Emily F. Epstein

    Emily F. Epstein 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. In the past,…