Advanced Negotiation Skills (Online)

Becoming an expert negotiator requires the ability to structure and execute complex negotiations effectively. But because many negotiators don’t have the knowledge or tools, they find themselves in situations where they keep getting the same results. 

In this online program, you’ll learn how to transition from a capable dealmaker to an expert negotiator and how to create value for yourself and your organization. Going beyond basic negotiation tactics, this highly interactive online program delves into strategic planning and the systematic thinking that exemplifies expert negotiators. You’ll learn how to drive success as a negotiator, whether you’re inking a high-stakes deal for your company or engaging in multiparty negotiations.

This fast-paced online learning experience includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the bargaining table. You will develop more sophisticated negotiating skills, learn how to avoid common deal-making pitfalls, utilize expert planning tools, and emerge prepared to conduct a wider range of complex negotiations with confidence.

Note: All program content will be delivered live and will not be recorded.

Program Benefits

  • Design and execute more effective negotiation strategies
  • Improve outcomes
  • Boost your bargaining power
  • Identify and eliminate barriers to success
  • Develop more effective and focused thinking
  • Communicate more effectively and influence others
  • Negotiate across international or cultural boundaries
  • Earn a Certificate of Participation from the Harvard Division of Continuing Education

Topics Covered

  • Orchestrating the negotiation process
  • Offers, anchors, and influence
  • Methodology of sequencing, mapping parties, and interests
  • Interests, constraints, alternatives, and perspectives analysis
  • Addressing cognitive errors, perceptions, and biases
  • How to communicate more effectively and motivate others
  • System 2 Thinking and controlling the optics
  • Principles of influence: preparing your argument and your audience
  • New insights into cross cultural negotiation strategy
  • The challenges of multiparty/multi issue negotiations

Who Should Enroll

This online program is designed for professionals in business, industry, government, and non-governmental organizations with some negotiating experience who want to take their strategic skills to a higher level. It is especially helpful for those engaging in multiparty deals, international negotiations, or more complex situations.

Program Information

Program Dates

December 14–17, 2020
Instructor Eugene B. Kogan
March 2–5, 2021
Instructor Maurie Kelly
May 24–27, 2021
Instructor Eugene B. Kogan

Class Times

Dec. 2020: 1:00—4:30 pm ET
March 2021: 10:00—1:30 pm ET
May 2021: 3:00—6:30 pm ET

Program Fee

2020 Program Fee: $1,950
2021 Program Fee: $2,150

Location

Online (Zoom)

Instructor

Maurie Kelly has been with the Harvard Division of Continuing Education Professional Development Program for many years and teaches the Negotiation Skills and the Advanced Negotiation Skills seminars. In addition, she has been a member of the faculty at Penn State University since 1997. She holds a PhD in organizational development, a masters of information science, and a degree in history. Her work at Penn State includes teaching in the Smeal College of Business, as well as serving as an associate faculty member with the Sustainability Institute, the Institute for Computational and Data Sciences, and the Institutes of Energy and the Environment.

Read More about Maurie Kelly

Eugene B. Kogan, Ph.D., elevates leaders by coaching them to think like negotiators. He teaches about power dynamics in negotiation and leadership at Harvard’s Professional Development Programs and conducts research at Harvard Business School. A former Visiting Scholar at Harvard Law School’s East Asian Legal Studies Program, he recently concluded his five-year term as the inaugural Research and Executive Director of Harvard University’s American Secretaries of State Project.

Read More about Eugene B. Kogan