Unlock Value at Work: Negotiation and Influence Skills
Francesca Gino
Lifelong learner & teacher. Ex-HBS Prof
Negotiation is a human skill key to success
Managerial and executive success requires the ability to negotiate. Whether you are influencing a team project, forging an agreement with suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside the firm, or tackling a dispute that is headed towards litigation, your ability to negotiate will affect your performance.
The course will allow you to test your analytic ability and your tactical skills, and to experiment with new ideas. This approach allows us to:
1) Introduce a negotiation framework that will help you analyze, prepare for, and execute negotiations more systematically—and hence, more effectively—in a wide variety of contexts.
2) Build a negotiation toolkit that consists of strategies and tactics for creating and capturing value in negotiation, and which can be put to use as soon as the session is over.
3) Create an environment which helps diagnose your individual needs and allows you to identify techniques for mitigating your weaknesses and leveraging your strengths.
What you’ll learn
Learn how to use influence strategies and negotiation skills to achieve what you want at work, and create value for others in the process.
Apply value-creation and value-claiming frameworks in exercises and role-plays.
Analyze real-world negotiation cases to uncover opportunities for mutual gain.
Practice articulating interests, options, and trade-offs to achieve better outcomes.
Practice approaches to anticipate others’ strategies, and adapt to uncertainty and complexity at the negotiation table.
Use strategy-mapping tools to plan and execute complex negotiations.
Analyze case studies to learn tactics and decision-making under pressure.
Practice de-escalation, reframing, and negotiation techniques in role-plays to use when the other party is aggressive or difficult.
Analyze case studies of difficult negotiations to identify effective conflict management.
Develop habits to stay composed, think strategically, and respond effectively under stress.
Learn directly from Francesca
Francesca Gino
Ex-HBS Professor, with 20+ yrs of experience teaching & practicing negotiation.
Who this course is for
Managers interested in developing a negotiator’s lens for diagnosing and resolving business problems.
Professionals looking to build influence or navigate collaborative work.
Ambitious learners with 3-5 years of full-time work experience.
Course syllabus
12 live sessions • 4 lessons
Week 1
Module I: Negotiation Fundamentals
Feb
23
Session 1 - Course Introduction. Claiming Value
Feb
25
Session 2 - Creating Value
Feb
27
Session 3 - Compelling and Influencing
Week 2
Module II: Beyond Dollars and Sense
Mar
2
Session 4 - Beyond Dollars and sense
Mar
4
Session 5 - Navigating Conflict Productively
Mar
6
Session 6 - Office Hours
Schedule
Live sessions
6 hrs / week
Every week, we'll have 2.5 hr sessions on Mondays and Wednesdays, plus an additional session for review and Q&A on Fridays.
Mon, Feb 23
5:00 PM—7:30 PM (UTC)
Wed, Feb 25
5:00 PM—7:30 PM (UTC)
Fri, Feb 27
5:00 PM—6:15 PM (UTC)
Preparation for live sessions
2-3 hrs / week
We'll engage in simulated negotiations and analyze case studies. You'll prepare by reading materials prior to class.
Async content
1 hr / week
I'll share additional content (i.e., videos, articles) to go deeper on topics covered in live sessions.
$875
USD