Negotiation Mastery
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.
Apply NowWhat You'll Learn
- 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
About the Professor
Michael Wheeler has taught Negotiation in Harvard Business School’s MBA program since 1993, and has served as faculty chair of the required first-year MBA program. He is the author of 11 books, the most recent of which is The Art of Negotiation: How to Improvise Agreement in a Chaotic World. He has long been an innovator in using the latest technology to teach negotiation and recently launched a self-assessment app, called Negotiation360.
Who Will Benefit
Negotiation Professionals
Hone your negotiation skills and develop strategies and techniques to achieve success at the bargaining table.
Value-Driven Individuals
Develop the negotiation skills needed to maximize value in your everyday life, from negotiating a raise to buying a car.
Early and Mid-Career Professionals
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.
Program Structure
Negotiation Mastery consists of approximately 30 to 40 hours of material delivered over an eight-week period. While you can complete the coursework on your own schedule, there are regular deadlines, including four collaborative negotiation exercises in which you must coordinate with an assigned peer to practice your bargaining skills in real time. The exercises work best when conducted in a timely, active manner, so it’s important to stay on track as you move through the course.
- Length: 8 Weeks
- Program Dates: 12/8/21 – 2/2/22
- Winter Break: 12/29/21 – 1/5/22
- Cost: $1,600
- Application Deadline: November 29
- Detailed Calendar
- Length: 8 Weeks
- Program Dates: 2/23/23 – 4/20/22
- Cost: $1,600
- Application Deadline: February 14
- Detailed Calendar
Negotiation Mastery is part of the Leadership and Management Learning Track. If you’re interested in developing deeper insights and expertise, you can choose to complete three leadership and management courses within 18 months to earn a Certificate of Specialization.
Syllabus
Negotiation Mastery emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics.
Learning requirements: In order to earn a Certificate of Completion, participants must thoughtfully complete all 4 modules, including participating in 4 negotiation simulations and finishing the capstone assignment, by stated deadlines. The negotiation simulation exercises are key to the learning objectives of this course, and participants are expected to demonstrate full effort and professional-level courtesy in communicating and scheduling with their partners for these exercises.
Introduction: At the start of the course, you'll complete the following:
- Introduction to a panel of expert negotiators, comprised of a wide range of expert practitioners and Harvard faculty members
- Set goals and establish your negotiation preferences and skills through self-assessment exercises
- Test your strategic skill set through a negotiation game
Capstone Assignment: At the conclusion of the course, you will answer three short essay questions that will help you reflect on what you’ve learned throughout the course and consider how you will utilize your new skills in future negotiations.
Leaders interviewed:
- Nate Barbera and Desiree Stolar, Co-Founder, Unshrinkit
- Betsy Broun, Director, Smithsonian American Art Museum
- Amy Chu, Writer, DC and Marvel Comics
- Kim Driscoll, Mayor, City of Salem, Mass.
- Erin Egan, Director, Microsoft
- Jim Levine, Principle, Rostan Literary Agency
- Ric Lewis, Chief Executive, Tristan Capital Partners
- Leonard Lira, Military Officer, United States Army
- Henry McGee, President, HBO Home Entertainment
- Michael McIlwrath, Global Chief Litigation Counsel, General Electric Oil and Gas Division
- Chris Voss, Lead Negotiator, FBI’s International Kidnapping Response
| Modules | Takeaways | Key Exercises |
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| Module 1: Introduction to Negotiation Analysis - Finding the Zone of Possible Agreement |
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| Module 2: Advanced Negotiation Analysis - Creating Value |
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| Module 3: Managing the Negotiation Process - Bargaining Tactics, Style, and Emotion |
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| Module 4: Negotiation Mastery - Forging Agreement within Groups and Organizations |
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The HBS Online Advantage
- World-class faculty
- Edge-of-your-seat online learning
- Global peer collaboration and networking
- Real-world, case-based learning
Harvard Business School Online offers a unique and highly engaging way to learn vital business concepts. Immerse yourself in real challenges faced by industry and faculty experts. Learn creative bargaining techniques from former FBI hostage negotiator Chris Voss, explore tradeoffs in negotiations with Ric Lewis, co-chief executive of Tristan Capital Partners, and review the advantages of making the first offer with HBS Professor Max Bazerman—all while engaging and negotiating with fellow learners from around the world.
Stories from Our Learners
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Professor Wheeler's course gave me a new and profound perspective on negotiation. Whether I am trying to convince my daughter to go to bed on time, discussing a contract with a manufacturer, or organizing large-scale military exercises with thousands of troops and dozens of aircrafts, deftly employing the right negotiation technique can be the difference in success or failure.
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Learning from Professor Wheeler is a once in a lifetime opportunity. A superb teacher, he shows students how to become masterful negotiators.
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After taking Professor Wheeler’s course, we step back, slow down and discuss strategically and thoughtfully what our counterparts may be thinking on the other side of the table. We have a better cadence for our preparation.
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Frequently Asked Questions
Do I have to log in at a set time? How does the grading process work? At this point, you probably have a few questions, and we’ve got answers.
Enrollment Eligibility
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 course. We confirm enrollment eligibility within one week of your application.
Enroll today in Harvard Business School Online's Negotiation Mastery course.
Apply Now