06 Dec 2016

HBX Launches Negotiation Mastery: Unlocking Value in the Real World, a New Certificate Program Set to Enroll First Participants in February 2017


BOSTON—HBX, Harvard Business School’s digital learning initiative, is launching a new online certificate program, Negotiation Mastery: Unlocking Value in the Real World. This program prepares participants to close deals that might otherwise be deadlocked, maximize value creation in agreements they reach, and resolve differences before they escalate into costly conflicts.

Michael Wheeler

Negotiation Mastery: Unlocking Value in the Real World was developed by Harvard Business School professor Michael Wheeler, a leading expert in negotiation. He is joined in the course by seven other Harvard faculty members whose diverse backgrounds add expertise from the fields of psychology, economics, organizational behavior, decision-making, and ethics. In addition, program participants will learn insights and best practices from twelve expert negotiators from a wide range of industries and functions.

“Regardless of your industry, career level, or job function, there is enormous benefit to enhancing your negotiation skills,” said Patrick Mullane, Executive Director of HBX. “This new HBX program combines the unique strengths of Harvard Business School, including award-winning faculty and the interactive HBX online platform, and provides participants with the skills and knowledge they need to become more effective negotiators.”

Negotiation Mastery: Unlocking Value in the Real World emphasizes the preparation of both “head and heart” before entering a negotiation. That includes both analytical tools and interpersonal techniques for dealing effectively with a different bargaining styles and tactics. The program is offered via the HBX online platform, which enables real-time interaction and peer-to-peer engagement. Over eight weeks, participants will complete four negotiations in a variety of contexts that illuminate important negotiation challenges and methods for overcoming them. The program also includes shorter exercises, videos of negotiations, as well as ample opportunities for self-reflection and feedback.

”Our goal in developing this program is crystal clear,” said Professor Wheeler. “We are committed to empowering good negotiators to become even better, so that they can generate greater value both for themselves and for the organizations that they represent.”

Wheeler is a Senior Fellow and the MBA Class of 1952 Professor of Management Practice in the Negotiation Program at HBS. Since joining the School’s faculty in 1993, he has served as faculty chair of the required first-year MBA program and headed the negotiation course, one of the most popular electives in the MBA curriculum. He is the author or coauthor of 11 books, the most recent of which is The Art of Negotiation: How to Improvise Agreement in a Chaotic World. He has also published extensively in scholarly journals and popular media. Wheeler has long been an innovator in using the latest technology to teach negotiation, most recently by the self-assessment app Negotiation 360. He is a sought-after international advisor on negotiation, mediation, and dispute resolution.

HBX is currently accepting applications for the first cohort of HBX Negotiation Mastery: Unlocking Value in the Real World, which begins in February 2017. Applications for the February program are open until February 8. Successful applicants should have approximately 10 years or more of professional work experience and an undergraduate degree or have successfully completed HBX CORe. The program is priced at $1,500. Visit the HBX website to learn more.

About HBX:
Founded in 2014, HBX — Harvard Business School’s digital learning initiative — is changing the way individuals learn about business. HBX was established to expand the reach of Harvard Business School and to further the School’s mission of educating leaders who make a difference in the world. While still in the early days of online learning on a global scale, HBX has a jump-start with more than 100 years of business education experience with Harvard Business School’s case method of study and a passionate faculty whose vision has been reimagined for the digital age. Find us online at hbx.hbs.edu.


Valerie Krempus

Melissa Parrelli
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About Harvard Business School

Founded in 1908 as part of Harvard University, Harvard Business School is located on a 40-acre campus in Boston. Its faculty of more than 250 offers full-time programs leading to the MBA and PhD degrees, as well as more than 175 Executive Education programs, and Harvard Business School Online, the School’s digital learning platform. For more than a century, faculty have drawn on their research, their experience in working with organizations worldwide, and their passion for teaching, to educate leaders who make a difference in the world. The School and its curriculum attract the boldest thinkers and the most collaborative learners who will go on to shape the practice of business and entrepreneurship around the globe.