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How to frame the right sequence of questions in tough negotiations

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Changing the Game: Negotiation and Competitive Decision-Making CME ELIGIBLE 27 Jul–01 Aug 2020 HBS Campus Whether you're executing a strategic sale, a vendor contract, or a high-stakes acquisition, your ability to negotiate can make or break your company's success—and your career. In the Changing the Game: Negotiation and Competitive Decision-Making program, you will develop the psychological insights and practical skills needed to bargain more effectively, make better decisions on the spot, and consistently deliver results.

Negotiation & Decision-Making EDITION

Faculty Insights  |  Related Programs  |  Participant Stories  |  Publication Spotlight  |  Upcoming Programs  |  Data-Driven Decisions Start with These 4 Questions  |  When Surprise Is a Good Negotiation Tactic  |  Research: Being Nice in a Negotiation Can Backfire  |  The Elements of Good Judgment  |  HBS Certificate of Management Excellence  |  Comprehensive Leadership Programs FACULTY INSIGHTS The Surprising Power of Questions If you're an executive, you likely spend a significant amount of time gathering information. However, you could be going about it all wrong. The authors of this Harvard Business Review article argue that by learning to ask better questions, you'll be more apt to get the answers you need. To get on the right track, they recommend employing follow-up questions, using the right tone, and paying attention to group dynamics. Read more. RELATED PROGRAMS Apr 26 26 Apr–01 May 2020 HBS Campus CME ELIGIBLE Strategic Negotiations: Dealmaking for the Long Term Learn More Oct 18 18–23 Oct 2020 HBS Campus CME ELIGIBLE Behavioral Economics: Understanding and Shaping Customer and Employee Behavior Learn More Dec 06 06–11 Dec 2020 HBS Campus Leading and Building a Culture of Innovation Learn More Jan 10 10–15 Jan 2021 HBS Campus Mergers and Acquisitions: Strategy, Execution, and Post-Merger Management Learn More → More Programs PARTICIPANT STORIES As a result of Changing the Game: Negotiation and Competitive Decision-Making, I have been able to settle matters on behalf of my clients that I did not have the skill set to resolve prior to attending. In the six months following the program, I settled 13 cases, a few of which had been through failed mediations prior to my attendance at HBS. Read more. Laina Chan Barrister Selborne Chambers, Australia PUBLICATION SPOTLIGHT HBR Guide to Making Better Decisions Rethink how you approach tough decisions. The HBR Guide to Making Better Decisions provides practical tips and advice to help you generate more creative ideas, evaluate your alternatives fairly, and make the final call with confidence. Learn more. FEATURED RESOURCES Data-Driven Decisions Start with These 4 Questions Stripped of its context, data can lead you astray. When Surprise Is a Good Negotiation Tactic Signaling collaboration can lead to a more positive outcome. Research: Being Nice in a Negotiation Can Backfire Warm and friendly isn't always the most effective approach. The Elements of Good Judgment How to improve your decision-making. HBS CERTIFICATE OF MANAGEMENT EXCELLENCE Your time is valuable. Make the most of it with the HBS Certificate of Management Excellence (CME), a targeted learning opportunity for rising leaders with ambitious goals. To earn the certificate, choose one program from each of three topic areas—leadership, negotiation and innovation, and strategy—and complete them within 36 months. COMPREHENSIVE LEADERSHIP PROGRAMS No matter what leadership level you've attained, our comprehensive leadership programs can help you lead and manage with greater vision, passion, and success. Each customized program provides the opportunity to earn full HBS alumni status, and is designed to build visionary leaders who can transform complex challenges into strategic opportunities. Advanced Management Program NEXT SESSION: MAR–MAY 2020 (Continuous Format) General Management Program NEXT SESSION: AUG–NOV 2020 Owner/President Management NEXT SESSION: BEGINS 16 MAY 2021 Program for Leadership Development NEXT SESSION: JUL 2020–JAN 2021 HARVARD BUSINESS REVIEW UPCOMING PROGRAMS The Women's Leadership Forum 27 APR–01 MAY 2020 Competing on Business Analytics and Big Data 31 MAY–05 JUN 2020 The HR-Executive Suite Connection 31 MAY–03 JUN 2020 The Business of Entertainment, Media, and Sports 03–06 JUN 2020 CME ELIGIBLE Authentic Leader Development 07–12 JUN 2020 Leading Professional Service Firms 07–12 JUN 2020 Finance for Senior Executives (Modular Session) 16 JUN–01 JUL 2020 Strategic Marketing Management 21–26 JUN 2020 Driving Corporate Performance 12–17 JUL 2020 Making Corporate Boards More Effective 15–18 JUL 2020 Compensation Committees: New Challenges, New Solutions 19–21 JUL 2020 Audit Committees in a New Era of Governance 22–24 JUL 2020 Value Measurement for Health Care 27–29 JUL 2020 Managing Sales Teams and Distribution Channels 03–07 AUG 2020 Leveraging Fintech Innovation to Grow and Compete 08–11 SEP 2020 Governing for Nonprofit Excellence 09–12 SEP 2020 Building a Legacy: Family Office Wealth Management 13–16 SEP 2020 Driving Profitable Growth 27 SEP–02 OCT 2020 → View All Programs HARVARD BUSINESS REVIEW

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