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Harvard Business School

Changing the Game: Negotiation and Competitive Decision–Making

Taking a Holistic View of Business Negotiation Strategy

Next dates

Jul 28—Aug 2
6 days
Boston, Massachusetts, United States
USD 13000
USD 2166 per day
Oct 27—Nov 1
6 days
Boston, Massachusetts, United States
USD 13000
USD 2166 per day


Whether you're executing a strategic sale, a vendor contract, or a high-stakes acquisition, your ability to negotiate can make or break your company's success—and your career. In this comprehensive negotiation training program, you will develop the psychological insights and practical skills needed to bargain more effectively, make better decisions on the spot, and consistently deliver results.

Key Benefits

This program improves your performance in a wide range of competitive transactions. You will return to your company ready to make the right moves during negotiations and become a skilled representative your organization can trust with critical partner, vendor, client, investor, and other important negotiations.


Achieve optimal results in key negotiations

  • Realize better outcomes by increasing your effectiveness at the negotiating table
  • Build more effective relationships with the other parties involved
  • Close deals that create more value for all parties and maximum results for your side

Build advantage through better decision-making

  • Recognize and overcome obstacles to rational decision-making
  • Craft competitive and cooperative business strategies
  • Predict the outcomes of strategic interactions
  • Strengthen your organization's decision-making capabilities

Expand your personal and professional network

  • Extend your network by living and working with accomplished executives from various backgrounds, industries, and countries across the globe
  • Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions

What You Will Learn

Working individually and in teams, you will engage in hands-on exercises and simulations that test and develop your personal skills as a negotiator and decision-maker. After conducting these representative, relatively simple negotiations, you will discuss the results with faculty and peers and assess the specific actions that produced different interactions and outcomes. Through complementary case studies, faculty presentations, and classroom discussions, you will explore additional principles and techniques you can apply to your own negotiations and interpersonal interactions.

Key Topics

Auditing and enhancing your decision-making skills

  • Understanding your own habits of thought, assumptions, and gut instincts
  • Comparing rational versus intuitive decision-making strategies
  • Applying decision-making psychology, including insights from behavioral economics, behavioral decision research, and behavioral finance
  • Avoiding common decision-making mistakes

Understanding the core elements of negotiation

  • Preparing for the negotiation
  • Building your negotiating team and fostering effective teamwork, on your side and across the table
  • Executing the negotiation and analyzing the outcomes

Navigating challenging environments

  • Managing parallel negotiations
  • Participating in an auction
  • Dealing with apparent issues of right and wrong
  • Controlling emotionally charged situations
  • Adapting as the interests and goals of the parties change during the negotiation

Strengthening your team's skills

  • Transfer your knowledge of negotiating and decision-making to colleagues
  • Testing and implementing new ways to improve results company-wide

Who should attend

Executives who engage in activities such as business development, strategic alliances and business partnerships, dispute resolution and consensus building, procurement and purchasing, finance, consulting, and sales.


Francesca Gino is the Tandon Family Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She is also formally affiliated with the Program on Negotiation at Harvard Law School, with the Mind, Brain, Behavior Initiative at Harvard, an...
Guhan Subramanian  is the Joseph H. Flom Professor of Law and Business at Harvard Law School and the H. Douglas Weaver Professor of Business Law at Harvard Business School.  He is the first person in the history of Harvard University to hold tenured appointments at both HLS and HBS.  At HLS he te...
Max H. Bazerman is Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the Co-Director of the Center for Public Leadership at the Harvard Kennedy School.  Max''s research focuses on decision making, negotiation, and ethics. He is the author, co-author, o...


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