Negotiation Skills: Strategies for Increased Effectiveness (Online)

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 online 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.

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

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
  • Learn to negotiate over Zoom
  • Take advantage of the time at home for professional development and avoid the need to take travel time away from work and family. 
  • Earn a digital Certificate of Participation from the Harvard 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 online 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

December 7–8, 2020
Instructor Diana Buttu
February 22–25, 2021
Instructor Emily F. Epstein
April 5–8, 2021
Instructor Diana Buttu
August 30–September 2, 2021
Instructor Diana Buttu

Class Times

2020 dates: 10:30 am—6:30 pm ET
2021 dates: 3:00—6:30 pm ET

Program Fee

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

Location

Online (Zoom)

Instructor

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.

Read More about Diana Buttu

Emily F. Epstein has been helping people influence one another and manage conflict for over two decades. She founded Oakbay Consulting to teach businesses, NGOs, and government agencies more effective negotiation, facilitation, mediation, and communication skills. Epstein works with organizations in a wide range of industries, including technology, marketing, law, financial services, medicine, science, entertainment, hospitality, construction, and design. Her work has brought her throughout Asia, the Middle East, Europe, and the Americas. Epstein is currently a lecturer of law at the University of California Berkeley School of Law, and she has served in the past as associate faculty at Harvard Law School’s Program on Negotiation and as adjunct faculty at the Georgetown University Law Center.

Read More about Emily F. Epstein