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This course is part of the Entrepreneurship & Innovation and Leadership & Management track.
Negotiation Mastery
Two people shaking hands in agreement

Negotiation Mastery

Secure Maximum Value for Your Organization through a Mastery of Negotiation Techniques

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.

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What You'll Learn

Play an Introduction to Negotiation Mastery video
Play an Introduction to Negotiation Mastery video
Go to Course Syllabus
  • 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

Professor Michael Wheeler - Negotiation Mastery

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

Handshake

Negotiation Professionals

Hone your negotiation skills and develop strategies and techniques to achieve success at the bargaining table.

Scales of Justice

Value-Driven Individuals

Develop the negotiation skills needed to maximize value in your everyday life, from negotiating a raise to buying a car.

Briefcase

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.

February 2023
  • Length: 8 Weeks
  • Program Dates: 2/15/23 – 4/12/23
  • Cost: $1,750
  • Application Deadline: February 6
  • Detailed Calendar
  • Course Platform
  • Certificate Program
Apply Now
March 2023
  • Length: 8 Weeks
  • Program Dates: 3/8/23 – 5/3/23
  • Cost: $1,750
  • Application Deadline: February 27
  • Detailed Calendar
  • Course Platform
  • Certificate Program
Apply Now
April 2023
  • Length: 8 Weeks
  • Program Dates: 4/19/23 – 6/14/23
  • Cost: $1,750
  • Application Deadline: April 10
  • Detailed Calendar
  • Course Platform
  • Certificate Program
Apply Now
June 2023
  • Length: 8 Weeks
  • Program Dates: 6/21/23 – 8/16/23
  • Cost: $1,750
  • Application Deadline: June 12
  • Course Platform
  • Certificate Program
Apply Now
July 2023
  • Length: 8 Weeks
  • Program Dates: 7/19/23 – 9/13/23
  • Cost: $1,750
  • Application Deadline: July 10
  • Detailed Calendar
  • Course Platform
  • Certificate Program
Apply Now

Negotiation Mastery is part of the Leadership & Management and Entrepreneurship & Innovation Learning Tracks. If you’re interested in developing deeper insights and expertise, you can choose to complete three leadership and management or entrepreneurship and innovation 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

Download Syllabus

Modules Takeaways Key Exercises
Module 1: Introduction to Negotiation Analysis - Finding the Zone of Possible Agreement
  • Identify your walkaway
  • Manage the exchange of offers
  • Close the deal
  • Negotiation simulation (Negotiating a Single-Issue Agreement: Buying/Selling a Unique Property)
  • Peer feedback
Module 2: Advanced Negotiation Analysis - Creating Value
  • Generate value when there is uncommon ground
  • Manage situations under different and complex scenarios
  • Dig into the fundamental tension of creating and claiming value
  • Negotiation simulation (Rijas and Vericampos: Negotiating a Long-Term Service Contract)
  • Peer feedback
Module 3: Managing the Negotiation Process - Bargaining Tactics, Style, and Emotion
  • Examine the relational dimension of negotiation
  • Explore interpersonal dynamics, bargaining styles, tactics, and emotion
  • Negotiation simulation (Discount and Hawkins: Crafting Terms and Conditions)
  • Peer feedback
Module 4: Negotiation Mastery - Forging Agreement within Groups and Organizations
  • Apply themes and issues from the course to real life scenarios
  • Negotiate effectively within groups and organizations
  • Negotiation simulation (Negotiating a Job Offer: Building Relationships)
  • Peer feedback
  • Capstone Assignment

The HBS Online Advantage

Play an Introduction to the HBS Online Platform video
Play an Introduction to the HBS Online Platform video
  • 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.

Play Fernando shares his experience taking Negotiation Mastery Video
Play Fernando shares his experience taking Negotiation Mastery Video

Stories from Our Learners

  • 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.
    Major David Dixon,
    US Marine Corps
  • Learning from Professor Wheeler is a once in a lifetime opportunity. A superb teacher, he shows students how to become masterful negotiators.
    Erin Egan,
    Director, Strategy and Business Development at Microsoft
  • 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.
    Dean Kim,
    VP, General Counsel, North American Business Units at Bridgestone Americas, Inc.


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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.

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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.

Apply Now

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Negotiation Mastery Certificate of Completion from HBS Online
Earn Your Certificate

Enroll today in Harvard Business School Online's Negotiation Mastery course.

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All FAQs

Top FAQs

How are HBS Online courses delivered?

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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.

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

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

How do I enroll in a course?

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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?

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No, Harvard Business School Online offers business certificate programs.

What are my payment options?

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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?

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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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