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Course III - Advanced Negotiations with Guhan Subramanian PhD

Date SEPT. 19, 2023
Time 8:00 AM - 4:30 PM

Course Content

Subramanian will engage participants in a deep dive in the art of negotiation, teaching them tactics and insights to help them develop the acumen to negotiate in any circumstance. Topics include:

  1. Core concepts in negotiation analysis
  2. Managing the physical environment of a deal
  3. Negotiation case studies and exercises
  4. Tactics to use and avoid
  5. Using the right negotiation model
  6. Sources of value
  7. Gender and negotiations
  8. Best practices for negotiating


Guhan Subramanian

Guhan Subramanian PhD
Distinguished Professor
Harvard Law & Business

Guhan Subramanian PhD is recognized as the authority on business negotiations having been in major public company deals such as Oracle’s $10 billion hostile takeover bid for PeopleSoft and Cox Enterprises $9 billion freeze out of the minority shareholders in Cox Communications. He has been involved in extensive negotiations with major commercial real estate companies throughout the world. He is the author of Dealmaking: The New Strategy of Negotiations.