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Harvard Business School

Strategic Negotiations

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Taking a Holistic View of Business Negotiation Strategy

Next dates

Apr 28—May 3
6 days
Boston, Massachusetts, United States
USD 13000
USD 2166 per day


The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation strategy program, you will learn how to bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.

Key Benefits

The advanced skills you develop in this program will enable you to achieve your goals by proactively preparing for complicated, multifaceted negotiations from a strategic perspective. As you learn how to take control of the strategic and tactical aspects of deals, you will approach each negotiation with greater skill and confidence.


Implement a strategic planning process for any negotiation

  • Create efficiencies by developing a systematic approach to managing negotiations
  • Synchronize internal and external negotiations
  • Address the complexities associated with multiple parties and agendas as well as evolving timeframes
  • Negotiate effectively across borders and cultures
  • Foster understanding and promote resolution among parties whose interests and perceptions conflict

Maximize value for the long term

  • Design deals that create optimal value for all players at the bargaining table
  • Manage the tension between creating value jointly and claiming value individually
  • Build and sustain productive, long-term business relationships with all parties involved

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

Who should attend

  • Senior executives who face complex and challenging negotiations, such as CEOs, entrepreneurs, board members, general managers, business development executives, and corporate counsels
  • Ideal for: Business leaders with cross-border negotiating experience who are in the process of realigning corporate strategy, undertaking a sizable deal, settling a major dispute, or juggling multiple constituencies


JAMES K. SEBENIUS specializes in analyzing and advising on complex negotiations. He holds the Gordon Donaldson Professorship of Business Administration at Harvard Business School. In 1993, he took the lead in the School's decision--unique among major business schools--to make negotiation a requir...
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...


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