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]

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