Faculty: Toby Berkman and Betsy Fierman
Enrollment: Register Now!
This course wasn’t just theory; it was serious experience. We actually applied the principles during class. Over the course of the program, I used the course concepts and negotiation preparation strategies to engage in multiple real-life negotiations. The result? A completely different understanding of my counter-parties that led to a major shift in our business direction.
Stever Robbins, past course participant
No matter how much experience you’ve had negotiating, this course will teach your more about negotiation than you can imagine, and along the way even more about yourself.
Yen-Hsi Liu, past course participant
This virtual and highly interactive semester-length course explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.
Emphasizing both theoretical and practical insights, this course engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.
Upon successful completion of this course, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.
Eligibility Requirements: PON semester-length courses are open to participants from all disciplines and professional fields. Fluency in English is a must, with a minimum TOEFL score of 570.
Course Materials: Canvas will be used as the learning management platform. Digital materials will be provided to students. Students will also be required to purchase a couple of books for the course:
- Getting to Yes (3rd Ed.); (Fisher, Ury and Patton; New York: Penguin, 2011).
- Getting Past No: Negotiating in Difficult Situations; (Ury; New York: Bantam, 1993).
- Difficult Conversations: How to Discuss What Matters Most; (Stone, Heen and Patton; New York: Penguin, 2000).
Supplementary readings from other sources will be provided as well.
Location: Live sessions on Zoom.
Online Requirement: Students are required to attend live sessions on Zoom, and to engage regularly with instructors and classmates within the virtual classroom. In order to connect to class, students must have reliable internet access, a camera, microphone, and speakers. This course should not be attempted on a phone or tablet.
Tuition: General tuition: $2,297; Graduate Student tuition: $1,797 (Currently enrolled, full-time graduate students are eligible for a discounted rate.)
Certificate: When you complete your training program you will receive a certificate from the Program on Negotiation at Harvard Law School signed by Program on Negotiation Executive Committee Chair, Professor Guhan Subramanian.
Enrollment: Register Now!
For more information about our courses, registration, or eligibility for the Graduate Student tuition rate, please feel free to call us 1-800-391-8629 (International calls: 1-301-528-2676), or email us at firstname.lastname@example.org.