MLD-255: Negotiation Intensive

Semester: Fall 2

Credit: 4.0

Syllabus: Click here for syllabus

Faculty: Max Bazerman


Day Time Location
Term Start Date 10/18
Meet Day


Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed towards litigation, your ability to negotiate will determine how well you perform.

Because others do not have the same interests, perspectives, and values as you, negotiation skill is critical-professionally and personally. This course will enable you to become a more effective negotiator by enhancing your abilities to:
     •  Identify (often-overlooked) value-creating potential in different situations;
     •  Design and execute agreements that unlock maximum value on a sustainable basis;
     •  End up with an appropriate share of the value that is negotiated;
     •  Understand the vital role of ethics in negotiation, even where the parties' ethical standards vary dramatically;
     •  Work with people whose backgrounds, expectations, perspectives, values, and ethical standards differ from your own; and
     •  Reflect on-and learn from-your experience.

This course will teach you how to analyze, prepare for, and execute negotiations at a sophisticated level-through actions both at and away from the bargaining table. It will give you the opportunity to enhance your strengths as a negotiator and to shore up your weaknesses.

Also offered by the Business School as 2241. Offered in intensive format meeting for two sessions (11:40am – 1:00pm, 1:15pm - 3:15pm) each day on the HBS X schedule. To apply, please email a document no longer than one-page, double-spaced, to Shibeal O' Flaherty (, explaining your interest in the course, program, and year by August 26, 2016. Students who have taken or will take Brian Mandell's negotiation courses at HKS (MLD-220M; MLD-280) should feel free to apply; however students who have taken or will take Kessely Hong's MLD-222M/MLD-223M, Julia Minson's MLD-224 or Robert Wilkinson's MLD-225 should not apply as there is too much overlap in material.

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