Master the art and science of negotiation. From BATNA to anchoring, from emotional intelligence to multi-party dynamics — learn the frameworks used by Harvard's top negotiators to create value and reach better agreements.
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Understand negotiation fundamentals: distributive vs. integrative, BATNA, ZOPA, and reservation prices.
Master the 7 Elements Framework, interests vs. positions, information gathering, walk-away points, and opening strategy.
Learn anchoring, making concessions, creating value, logrolling, and defending against hardball tactics.
Understand cognitive biases, emotional intelligence, rapport building, body language, and managing anger in negotiation.
Navigate multi-party negotiations, cross-cultural contexts, digital negotiation, agent negotiations, and coalition building.
Apply negotiation skills to salary, business deals, conflict resolution, everyday life, and a historic case study.