Negotiation mastery: strengthening and leveraging your emotional iq
DATE: Tuesday, September 12, 2017
Time: 2:00 PM EDT
Harvard Business School Professor Michael Wheeler will explain the central role that emotional intelligence plays in successfully closing deals and resolving disputes. He will present key lessons from his own ground-breaking research. He’ll also draw on materials from Negotiation Mastery, his online course recently launched on HBX, Harvard Business School’s digital learning initiative. In this session, participants will:
- See how to connect effectively with counterparts and build more constructive relationships.
- Understand how to deal with the emotional baggage many people bring to the bargaining table.
- Gain practical insights about body language, emotional contagion, and the challenge of lie detection.
- Learn a simple six-step technique for preparing to be focused, poised, and at your best in high stakes negotiations.
Professor of Management Practice in the Negotiation, Organization, and Markets
Harvard Business School
Professor Wheeler joined the faculty in 1993 and has served as faculty chair of the required first year MBA program. He has taught Negotiation both in that program (where it is one of in the most popular offerings) and in various Executive Education Programs. He is the author of 11 books, the most recent of which is The Art of Negotiation: How to Improvise Agreement in a Chaotic World. He has also published extensively in scholarly journals and popular media.
Professor Wheeler has long been an innovator in using the latest technology to teach negotiation, using videos, computer-based exercises, and most recently his self-assessment app Negotiation360. He is a sought-after international advisor on negotiation, mediation, and dispute resolution.