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Introduction to Negotiation Mastery
 

Negotiation Mastery

$1,750
Next 8-week session starts April 19th
Apply
Secure maximum value for your organization through a mastery of negotiation techniques.
8
weeks
4-5
hours per week
4
modules
Self-Paced
with regular deadlines

 This course earns you a Certificate of Completion from HBS Online. What you earn.

Overview
Syllabus
Enrollment
Stories
FAQs
Apply Now

Key Concepts

Understand negotiation dynamics and how to prepare for uncertainty
Learn to craft agile strategy and be quick on your feet in changing circumstances
Resolve small differences before they escalate
Secure maximum value for your organization and yourself
Reflect on personal behaviors and refine your approach to be more effective

Who Will Benefit

Hone your negotiation skills and develop strategies and techniques to achieve success at the bargaining table.
Weekly, I negotiate strategic partnerships for my company, and Negotiation Mastery has given me additional skills that I have put into practice and have resulted in much more successful agreements.
Jacqueline Ryan
Integrated Marketing Manager at YumEarth
Develop the negotiation skills needed to maximize value in your everyday life, from negotiating a raise to buying a car.
I am paying more attention to how my clients perceive the value of my services. I find myself rephrasing their statements to confirm their true needs.
Peggy Dau
Founder & Managing Partner at MAD Perspectives LLC
Gain the necessary skills and confidence to grow your career and successfully negotiate at work, on the job hunt, or in day-to-day conversations.
As someone that does negotiations as part of my job, I found Professor Wheeler’s Negotiation Mastery course to be both thorough and valuable. This course provides fresh insight and best practices to help maintain ethical standards, while creating and claiming greater value in future negotiations: whether you will be buying or selling a home, getting a new job, working with international business partners, or anything in between.
Matt C.
US Navy

What You Earn

Certificate of Completion

Certificate of Completion

Boost your resume with a Certificate of Completion from HBS Online

Earn by: completing this course

Certificate of Specialization

Certificate of Specialization

Prove your mastery of leadership and management or entrepreneurship and innovation

Earn by: completing any three courses within either subject area to earn a Certificate of Specialization

Learn More about what you earn

Syllabus

4 Modules, 30-40 Hours
Download full syllabus
8-10
hrs
Module 1

Introduction to Negotiation Analysis: Finding the Zone of Possible Agreement

Identify your walkaway, manage the exchange of offers, and close the deal.

Highlights

Bridport Onboarding - Brims
First Offers
Tactical Choices
ShowHide Details

Concepts

  1. BATNA Analysis
  2. Psychological Factors
  3. Offer Analysis
  4. Bargaining Tactics

Featured Exercises

  • Negotiation simulation (Negotiating a Single Issue Agreement: Buying/Selling a Unique Property)
  • Peer feedback
8-10
hrs
Module 2

Advanced Negotiation Analysis: Creating Value

Generate value when there is uncommon ground, manage situations under different and complex scenarios, and dig into the fundamental tension of creating and claiming value.

Highlights

R-V Onboarding
Creating and Claiming Value
Establishing Themselves
ShowHide Details

Concepts

  1. Multi-Issue Analysis
  2. Overcoming Barriers to Value Creation
  3. Case Study: Unshrinkit

Featured Exercises

  • Negotiation simulation (Rijas and Vericampos: Negotiating a Long Term Service Contract)
  • Peer feedback
8-10
hrs
Module 3

Managing the Negotiation Process: Bargaining Tactics, Style, and Emotion

Examine the relational dimension of negotiation and explore interpersonal dynamics, bargaining styles, tactics, and emotions.

Highlights

D-H Onboarding
Emotionally Preparing for Negotiation
Bargaining Style and Process: A First Glance
ShowHide Details

Concepts

  1. Debriefing Discount-Hawkins
  2. Negotiating the Relationship
  3. Managing Emotions

Featured Exercises

  • Negotiation simulation (Discount and Hawkins: Crafting Terms and Conditions)
  • Peer feedback
8-10
hrs
Module 4

Negotiation Mastery: Forging Agreement within Groups and Organizations

Apply themes and issues from the course to real life scenarios and negotiate effectively within groups and organizations.

Highlights

Singa Onboarding
Caitlin's Challenge
Concluding Exercises
ShowHide Details

Concepts

  1. Negotiation Mastery
  2. Negotiating Compensation
  3. Navigating Challenges

Featured Exercises

  • Negotiation simulation (Negotiating a Job Offer: Building Relationships)
  • Peer feedback
  • Capstone assignment
Free E-Book

How to Become a More Effective Leader

Learn about the difference between leadership and management, uncover the qualities and skills that characterize an effective leader, gain an understanding of common leadership styles, and explore how you can unleash the potential in yourself and others.
Access Your Free E-Book

Our Difference

Negotiation Mastery emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics.
Stay active by engaging in a new activity every three to five minutes and applying your knowledge through peer feedback, negotiation simulations, and a capstone assignment.
Stay active by engaging in a new activity every three to five minutes and applying your knowledge through peer feedback, negotiation simulations, and a capstone assignment.
Description of silent animated video above: Learner completes an interactive question by dragging and dropping choices into two different categories
Get social by collaborating and networking with a global community of peers before, during, and after the course.
Get social by collaborating and networking with a global community of peers before, during, and after the course.
Description of silent animated video above: Learner types an answer in the discussion board in response to a peer's question
Immerse yourself in real-world, case-based examples brought to life by industry-leading experts from companies like Marvel Comics, Microsoft, HBO Home Entertainment, and the Smithsonian American Art Museum.
Immerse yourself in real-world, case-based examples brought to life by industry-leading experts from companies like Marvel Comics, Microsoft, HBO Home Entertainment, and the Smithsonian American Art Museum.
Description of silent animated video above: Learner scrolls through video interviews from prominent business leaders

About the Professor

Michael Wheeler
Negotiation Mastery

MBA Class of 1952 Professor of Management Practice
"Negotiation Mastery equips you with the skills to close deals that might otherwise be deadlocked, maximize value in the agreements you reach, and resolve differences before they escalate into costly conflicts."

Dates & Eligibility

Starting
Apr
19
8 Weeks  $1,750
Application deadline April 10
View weekly calendar
Apply Now
Starting
Jun
21
8 Weeks  $1,750
Application deadline June 12
View weekly calendar
Apply Now
Starting
Jul
19
8 Weeks  $1,750
Application deadline July 10
View weekly calendar
Apply Now
  • Free application
  • No documentation required
  • Confirmation within one week

All applicants must be at least 18 years of age, proficient in English, and committed to learning and engaging with fellow participants throughout the course.

Learn about bringing this course to your organization.

Learner Stories

98%
improved negotiation skills
I am using some of the negotiation preparation techniques from the course in different aspects of my job. Overall I feel more confident in situations that might have once felt intimidating.
Sara Simon Pioger
Business Owner at TILT Langues
The rich variety in content differentiated this course as a uniquely high-quality, fully engaging learning experience.
Shane Sabine,
International Business & Communications Consultant
Read more learner stories
* Source: 2022 surveys and course data
 
All FAQs

Negotiation Mastery FAQs

What are the learning requirements in order to successfully complete the course, and how are grades assigned?

+–

Participants in Negotiation Mastery are eligible for a Certificate of Completion from Harvard Business School Online.

Participants are expected to fully complete all coursework in a thoughtful and timely manner. This will mean meeting each week’s course module deadlines and fully answering questions posed therein. This helps ensure your cohort proceeds through the course at a similar pace and can take full advantage of social learning opportunities. In addition to module and assignment completion, we expect participation in the social learning elements of the course by offering feedback on others’ reflections and contributing to conversations on the platform. Participants who fail to complete the course requirements will not receive a certificate and will not be eligible to retake the course.

More detailed information on course requirements will be communicated at the start of the course. No grades are assigned for Negotiation Mastery. Participants will either be evaluated as complete or not complete.

What is the workbook?

+–

Your workbook will be your personalized resource in which you capture key insights as you progress through the course. Your workbook will also be the basis for your Capstone assignment for the course, which includes several short essay questions that will help you reflect on what you’ve learned throughout the course, and consider how you will implement your new skills in future negotiations.

What materials will I have access to after completing Negotiation Mastery?

+–

You will have access to the materials in every prior module as you progress through the program. Access to course materials and the course platform ends 60 days after the final deadline in the program.

At the end of each course module, you will be able to download a PDF summary highlighting key concepts and techniques. At the end of the program, you will receive a PDF compilation of all of the module summary documents. In addition, you will also receive a personalized workbook that tracks your own performance, your lessons learned, and the feedback you received from fellow students. Together, we hope the module summary documents and workbook will be powerful resources to support your negotiation success in the months and years after you finish the course.

How do I prepare for each negotiation simulation?

+–

In preparation for each negotiation, participants receive a role assignment, view a video that sets the stage, and confidential instructions on their role. To experience a full simulation, with a partner, participants are required to pass a readiness assessment—a short simple quiz intended to check that they know their role and are all set for the negotiation. Participants have two chances to pass the quiz.

Participants who do not pass the quiz will not be paired and will instead go through a modified standalone experience. They will read transcripts of the negotiation and provide coaching about how they would handle certain key decision points.

How should I list my certificate on my resume?

+–

Harvard Business School Online
Certificate in Negotiation Mastery
[Cohort Start Month and Year]

List your certificate on your LinkedIn profile under "Education" with the language from the Credential Verification page:

School: Harvard Business School Online
Dates Attended: [The year you participated in the program]
Degree: Other; Certificate in Negotiation Mastery
Field of Study: Leave blank
Grade: "Complete"
Activities and Societies: Leave blank

For the program description on LinkedIn, please use the following:
Negotiation Mastery is an 8-week, 40-hour online certificate program from Harvard Business School. Negotiation Mastery prepares students to close deals that might otherwise be dead-locked, maximize value creation in agreements, and resolve differences before they escalate into costly conflicts. The program provides both an analytical toolkit and interpersonal techniques for dealing effectively with different bargaining styles and tactics. Negotiation Mastery was developed by leading Harvard Business School faculty and is delivered in an active learning environment based on the HBS signature case-based learning model.

 

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All FAQs

Top FAQs

How are HBS Online courses delivered?

+–

We offer self-paced programs (with weekly deadlines) on the HBS Online course platform.

Our platform features short, highly produced videos of HBS faculty and guest business experts, interactive graphs and exercises, cold calls to keep you engaged, and opportunities to contribute to a vibrant online community.

Are HBS Online programs available in languages other than English?

+–

We expect to offer our courses in additional languages in the future but, at this time, HBS Online can only be provided in English.

All course content is delivered in written English. Closed captioning in English is available for all videos. There are no live interactions during the course that requires the learner to speak English. Written English proficiency should suffice.

Do I need to come to campus to participate in HBS Online programs?

+–

No, all of our programs are 100 percent online, and available to participants regardless of their location.

How do I enroll in a course?

+–

All programs require the completion of a brief application. The applications vary slightly from program to program, but all ask for some personal background information. You can apply for and enroll in programs here. If you are new to HBS Online, you will be required to set up an account before starting an application for the program of your choice.

Our easy online application is free, and no special documentation is required. All applicants must be at least 18 years of age, proficient in English, and committed to learning and engaging with fellow participants throughout the program.

After submitting your application, you should receive an email confirmation from HBS Online. If you do not receive this email, please check your junk email folders and double-check your account to make sure the application was successfully submitted.

Updates to your application and enrollment status will be shown on your Dashboard. We confirm enrollment eligibility within one week of your application.

Does Harvard Business School Online offer an online MBA?

+–

No, Harvard Business School Online offers business certificate programs.

What are my payment options?

+–

We accept payments via credit card, wire transfer, Western Union, and (when available) bank loan. Some candidates may qualify for scholarships or financial aid, which will be credited against the Program Fee once eligibility is determined. Please refer to the Payment & Financial Aid page for further information.

We also allow you to split your payment across 2 separate credit card transactions or send a payment link email to another person on your behalf. If splitting your payment into 2 transactions, a minimum payment of $350 is required for the first transaction.

In all cases, net Program Fees must be paid in full (in US Dollars) to complete registration.

What are the policies for refunds and deferrals?

+–

After enrolling in a program, you may request a withdrawal with refund (minus a $100 nonrefundable enrollment fee) up until 24 hours after the start of your program. Please review the Program Policies page for more details on refunds and deferrals. If your employer has contracted with HBS Online for participation in a program, or if you elect to enroll in the undergraduate credit option of the Credential of Readiness (CORe) program, note that policies for these options may differ.

 

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