Negotiation Skills: Strategies for Increased Effectiveness

Negotiation is an integral part of creating value for an organization. Your success depends on your skills as a negotiator—regardless of whether you are seeking project resources, deciding on a new hire’s salary, or inking a high-stakes deal for your company.

In this program, you will gain insight into the habits of dealmakers as you build your skills. Through group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges—at work and beyond.

No prior training in negotiation is required. If you already have some negotiation experience and want to take your strategic skills to a higher level, consider our complementary program, Advanced Negotiation Strategies.

Program Benefits

  • Achieve better results in both formal and informal negotiations
  • Build confidence in your bargaining power and abilities
  • Improve negotiations by managing your emotions and influencing others
  • Build positive, productive relationships with all parties at the table
  • Create value and “enlarge the pie” to produce win-win outcomes
  • Earn a Certificate of Participation from the Harvard University Division of Continuing Education

Topics Covered

  • Understanding the interests, priorities, and goals of all parties
  • Maximizing opportunity through pre-negotiation preparation
  • Knowing how personal biases and cultural differences impact negotiations
  • Dealing with irrational people and challenging relationships
  • Improving communication by listening and asking questions
  • Making offers at the right time and in the right way
  • Transforming competition into cooperation—and opponents into partners
  • Managing teams of negotiators more effectively
  • Recognizing when to walk away from the table

Who Should Enroll

This program is appropriate for professionals at all career levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others.

Program Information

Program Dates

November 14–15, 2019
Instructor Emily F. Epstein, Robert Wilkinson
December 2–3, 2019
Instructor Diana Buttu
February 19–20, 2020
Instructor Emily F. Epstein
March 23–24, 2020
Instructor Maurie Kelly
May 18–19, 2020
Instructor Maurie Kelly
June 24–25, 2020
Instructor Emily F. Epstein, Robert Wilkinson
August 3–4, 2020
Instructor Eugene B. Kogan
September 9–10, 2020
Instructor Diana Buttu

Class Times

2019 Class Times: 9am-5pm
2020 Class Times: 8:30am-4:30pm

Program Fee

2019 Program Fee: $2,850
2020 Program Fee: $2,895

Location

One Brattle Square
Harvard University
Cambridge, Mass.

Instructor

Maurie Kelly is a member of the research faculty and director of informatics at Pennsylvania State Institutes for Energy and the Environment and an instructor at the Smeal College of Business at Pennsylvania State University. Kelly teaches courses in international business, negotiation and conflict resolution, strategic management, leadership, business administration, and information science. Her research focuses on informatics and technology, environmental topics, and crisis leadership, in particular leadership at times of extreme natural disasters. She holds a PhD in organizational development.

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Diana Buttu is a lawyer specializing in negotiations, international law, and international human rights law. Earlier in her career, she worked on the Israeli-Palestinian negotiations, serving as the only female negotiator during her five-year tenure. Buttu was a fellow at the Harvard Kennedy School of Government and at Harvard Law School, and held a fellowship at the Stanford Center for Conflict Resolution and Negotiation. She holds an undergraduate degree from the University of Toronto, a JD from Queen’s University in Canada, an LLM from the University of Toronto, a JSM from Stanford University, and an executive MBA from Kellogg Northwestern School of Management.

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Emily F. Epstein specializes in teaching negotiation, facilitation, mediation, and communication skills. She is the founder of Oakbay Consulting and a lecturer of law at the University of California Berkeley School of Law. Epstein served as associate faculty at Harvard Law School’s Program on Negotiation and as adjunct faculty at the Georgetown University Law Center. She has delivered hundreds of trainings throughout Asia, the Middle East, Europe, and the Americas. Epstein holds a JD from the Georgetown University Law Center, where she was honored for her work teaching legal research and writing.

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Robert Wilkinson is a negotiation and leadership specialist who helps organizations deal with a variety of negotiation, leadership, and management challenges. In addition to teaching graduate courses on leadership at Harvard University, he also consults for numerous Fortune 500 companies, government agencies, international organizations, and charities, helping increase effectiveness. He has over 20 years of experience in more than 40 countries, within the private, public, and nonprofit sectors.

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Eugene B. Kogan, Ph.D., is the research director of Harvard University’s American Secretaries of State Project, which aims to crystallize diplomatic leadership lessons from 50 years of diplomacy by U.S. Secretaries of State, from William Rogers (1968) to Rex Tillerson (2018). An expert in coercive negotiations and power dynamics, Dr. Kogan previously served as a Stanton Postdoctoral Fellow at Harvard Kennedy School’s Belfer Center for Science and International Affairs. He now teaches Using Power Effectively: A Toolkit for Leaders, a Professional Development Program at Harvard University’s Division of Continuing Education.

Read More about Eugene B. Kogan