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    Syllabus Negotiation Mastery

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    Syllabus Negotiation Mastery

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    Syllabus_Negotiation_Mastery

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    317 views1 page

    Syllabus Negotiation Mastery

    Uploaded by

    nikoan

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    of 1

    Negotiation Mastery Syllabus

    Negotiation Mastery prepares you to close deals that might otherwise be dead-locked, maximize value creation in agreements
    you reach, and resolve differences before they escalate into costly conflicts. This program emphasizes an understanding of
    both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics.

    • Introduction to a panel of expert negotiators, comprised of a wide range of expert practi-


    tioners and Harvard faculty members Self-
    Introduction • Set goals and establish your negotiation preferences and skills through self-assessment exercises Assessment
    • Test your strategic skills set through a negotiation exercise

    Modules Negotiation Simulations Key Takeaways

    Conduct
    Negotiating a • Identify your walkaway
    Negotiation
    Introduction to Single-Issue Agreement: • Manage the exchange of offers
    Module 1

    Negotiation Analysis: Buying/Selling a Unique • Close the deal Feedback


    Finding the Zone of Property
    Possible Agreement
    Evaluate
    Performance

    Rijas and Vericampos: • Generate value when there is uncommon ground Conduct
    Negotiation
    Negotiating a Long-Term • Manage situations under different and complex
    Module 2

    Advanced Service Contract scenarios


    Negotiation Analysis: • Dig into the fundamental tension of creating and Feedback
    Creating Value claiming value

    Spark Creativity

    Conduct
    Discount and Hawkins: • Examine the relational dimension of negotiation
    Negotiation
    Managing the Crafting Terms and Con- • Explore interpersonal dynamics, bargaining styles,
    Module 3

    Negotiation Process: ditions tactics, and emotion


    Feedback
    Bargaining Tactics,
    Style, and Emotion
    Understand
    Bargaining Styles

    Conduct
    Negotiating a Job Offer: • Apply themes and issues from the course to real life
    Negotiation
    Negotiation Mastery: Building Relationships scenarios
    Module 4

    Forging Agreement • Negotiate effectively within groups and organizations


    Feedback
    within Groups and
    Organizations
    Resolve
    Disputes

    Capstone Assignment: You will complete several short essay questions that will help you Capstone
    Conclusion reflect on what you’ve learned throughout the course, and consider how you will utilize your Assignment
    new skills in future negotiations. Due

    Course Takeaway: You will receive a personalized workbook that incorporates your self reflections, peer feedback, and
    learnings throughout the course.

    For more information, visit online.hbs.edu or email us at [email protected]


    ©Copyright 2019. President and Fellows of Harvard College. All Rights Reserved.

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