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Harvard DCE

Negotiation Skills: Strategies for Increased Effectiveness

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Next dates

May 20—21
2 days
Cambridge, Massachusetts, United States
USD 2850
USD 1425 per day
Jun 26—27
2 days
Cambridge, Massachusetts, United States
USD 2850
USD 1425 per day
Aug 19—20
2 days
Cambridge, Massachusetts, United States
USD 2850
USD 1425 per day
+4 more options

Description

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

In this negotiation training program, you will gain insight into the habits of dealmakers as you build your own skills. Through a series of 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.

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

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 attend

This program is appropriate for professionals at all levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others. No prior training in negotiation is required.

Experts

Robert Wilkinson is a negotiation specialist, who helps organizations deal with negotiation, leadership and management challenges. He is on the faculty at the Kennedy School of Government at Harvard University, and was previously a faculty member of the Fletcher School of Law and Diplomacy at Tuf...
Maurie Kelly is a member of the research faculty and director of informatics at Pennsylvania State Institutes for Energy and the Environment. She is also an instructor in the division of business and engineering and instructor in the department of risk management at the Smeal College of Business ...
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