About the class
Negotiation is an essential part of creating value for any professional career.
An organization’s success depends on skills developed as a negotiator—regardless of whether the negotiations is seeking project resources or inking a high-stakes deal for the company.
In this talk, students will acquire insight into the characteristics of successful dealmakers as they build negotiation skills.
This course is based on the world renowned Harvard Negotiation Project (HNP) which is best known for the development of the theory of “Principled Negotiation,” and is the favored method of negotiation for international diplomats and high stakes deals.
Professor Michael McCarthy
Michael McCarthy is a serial entrepreneur. He started his first business at the age of 16 and his first three weeks of sales financed his freshman year at New York University.
From 1994–2004, he was the #1 Stock Market Timer in the United States and raised $100 million in client assets with an inbound marketing referral program he developed. After a brief period of early retirement, Michael founded Budi Products in 2010, a food company designing brain-healthy gourmet snacks which was acquired in 2015.
McCarthy now focuses on teaching entrepreneurship, sales, leadership, and public speaking. He developed the Leadership Sailing Program for MIT Sloan Executive Education in 2016 and is the founder of Power Speaking Coach, a Boston based consulting firm. He recently authored Harnessing the Power of Fear, a book to help reduce the fear of public speaking.