What you'll learn

  • Gain a set of best practices and nimble tactics designed to help individuals and organizations continually enhance the effectiveness of any negotiation

  • Learn how to apply and fine-tune agile negotiation processes

  • Sharpen your ability to craft agile strategies and be quick on your feet from moment to moment in tough negotiations

  • Learn how to curate your best practices and promote ongoing learning throughout your organization

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Course description

Join renowned Harvard Business School professor and negotiation specialist Michael Wheeler for a dynamic, one-day session dedicated to the art of agile negotiation — a set of best practices and nimble tactics designed to help individuals and organizations continually enhance the effectiveness of any negotiation.

Negotiation is invariably a two-way street, which is why it’s impossible to script the process. Whoever sits on the other side of the bargaining table may be just as smart, determined, (and fallible) as we are. Their hands are on the steering wheel, too, and it’s impossible to dictate their agendas, attitudes, or actions.

That’s why an agile approach is key to success. One-size-fits-all strategies simply don’t work in the real world, whether they’re the hardball variety or the win-win kind. An approach that works for one situation could backfire in another, depending on the circumstances and your counterpart’s unique demands.

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Instructors

Michael Wheeler

Michael Wheeler

Senior Fellow and Professor of Management Practice in the Negotiation, Organizations, and Markets Unit at Harvard Business School
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