i
The Harvard method, applied
Principles and application of the Harvard model, with a real negotiation simulation closing out the first week.
Diploma in Effective Negotiation Strategies
Negotiating well isn't conceding less. It's preparing better
The ability to negotiate successfully depends on a combination of analytical and interpersonal skills. This diploma works on both, with simulations and role-playing every week.
Introductory course. No prerequisites beyond a high school diploma.
Diploma from a U.S. university
Highly qualified faculty
Personalized classes
International network
The diploma
Effective Negotiation Strategies
Introduces the theory and practice of negotiation: conflict negotiation, business negotiations, the barriers that block them, the importance of interpersonal skills, and how to prepare to negotiate across cultural borders.
ii
Distributive vs. integrative
When the pie is fixed and when it can grow. Win-win strategies and how to apply them without giving away margin.
iii
Bias and body language
The role of emotional intelligence, persuasion techniques, and the cognitive biases that ruin a well-prepared negotiation.
Syllabus
Four weeks, four stages
Introduces the theory and practice of negotiation: conflict negotiation, business negotiations, the barriers that block them, the importance of interpersonal skills, and how to prepare to negotiate across cultural borders.
01Week 1
Fundamentals and classic strategies
Definition and elements of negotiation, and how it differs from persuasion and selling. The Harvard model, distributive vs. integrative negotiation, and win-win strategies.
Harvard modelDistributive vs. integrativeWin-winPractical simulation
02Week 2
Types and contexts
Competitive vs. collaborative, cross-cultural, and trust-based negotiation. Applications in sales, the financial sector, and labor disputes.
Cross-cultural negotiationRelationship-basedLabor disputesRole-playing
03Week 3
Neuroscience and digital tools
The role of emotional intelligence, persuasion techniques and body language, cognitive biases, and the use of AI and data in negotiation.
Emotional intelligenceCognitive biasesAI and Big DataRemote negotiation
04Week 4
High-impact negotiation and closing
How to negotiate in crises and high-pressure environments, advanced deal-closing techniques, and ethics and responsibility in negotiation.
Negotiating in a crisisClosing techniquesEthics in negotiation
Upon graduating
Upon graduating
- Handle the strategy and tactics of distributive negotiation.
- Explain the strategy and barriers of integrative negotiation.
- Apply cross-cultural negotiation best practices in domestic and international markets.
- Use analytical and interpersonal skills to influence with negotiating power and ethics.
- Recognize the effect of gender, personality and skill on the process.
- Prepare and present a negotiation case professionally.
The Graduate Program in Strategic Marketing is a parallel specialization, not a step on this path. It goes deeper into marketing without counting credits toward the MBA.
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An advisor confirms the next start date and explains the enrollment process. We contact you within 24 hours.
Phone+503 2250-3050
CampusMillennium Plaza, 2nd floor, suite 219
Paseo General Escalón 3675, San Salvador
Paseo General Escalón 3675, San Salvador
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