Negotiation and Influence

Learn from MIT Sloan faculty member, Prof. Jared Curhan, Director of MIT's ‘Negotiation for Executives’ Program

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Course Dates

STARTS ON

June 22, 2021

Course Duration

DURATION

2 months, online
2-4 hours per week

Course Duration

PROGRAM FEE

US$1,400

Course Information Flexible payment available

...

In Collaboration With MIT Sloan | Online Certificate Program

Why Is It Important To Negotiate Effectively?

The ability to negotiate favorable agreements—with customers, colleagues, investors, and suppliers is a vital skill for executives. This course will help you rethink negotiation as a problem solving tool and identify how you can create and claim value in your interactions from the everyday to the rare and high-value.

£17 Bn

estimated yearly increase in turnover for UK businesses through effective negotiation.

SOURCE: CENTER FOR ECONOMICS AND BUSINESS RESEARCH (CEBR)

80%

of your communication could be described as a form of negotiation.

SOURCE: MARKET WATCH CENTRE OF NEGOTIATION

49%

job candidates never negotiate an initial employment offer.

SOURCE: CAREERBUILDER

Your Learning Journey

Decorative image relating to 83 Video Lectures

83 Video Lectures

Decorative image relating to 12 Discussions

12 Discussions

Decorative image relating to 7 Simulations

7 Simulations

Decorative image relating to 2 Peer Reviews or Feedback

2 Peer Reviews / Feedback

Decorative image relating to 9 assignments

9 assignments

Program Topics

Module 1:

Introduction to Negotiations

Experience virtual conflict and explore the basics of negotiation, using the iDecisionGames negotiations simulation platform.

Module 2:

Core Negotiations Strategy

Dive deeper into core negotiation concepts to identify strategies and principles that can be applied to achieve different outcomes.

Module 3:

Distributive Bargaining: Key Concepts

Explore how to claim value in negotiations, understand the difference between BATNA (Best Alternative to a Negotiated Agreement) and reservation price, pinpoint common errors, and anticipate three kinds of “no.”

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Discover the principles of influence, the use of anchoring and value claiming, the function of focal points, and the ethical implications of negotiating,

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.

Module 6:

The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy

Analyze your own personality traits, target the best negotiation approach, and prepare to bargain using the Seven Elements of Negotiation.

Module 7:

Putting It All Together

Apply the Seven Elements framework to a negotiation, identify strategies that worked, and explore equity barriers, reactive devaluation, and the power of framing.

Module 8:

Psychological and Strategic Barriers

Focusing on difficult tactics in negotiations, you will create a plan to overcome them, including concepts such as the circle of value and reframing.

Module 1:

Introduction to Negotiations

Experience virtual conflict and explore the basics of negotiation, using the iDecisionGames negotiations simulation platform.

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.

Module 2:

Core Negotiations Strategy

Dive deeper into core negotiation concepts to identify strategies and principles that can be applied to achieve different outcomes.

Module 6:

The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy

Analyze your own personality traits, target the best negotiation approach, and prepare to bargain using the Seven Elements of Negotiation.

Module 3:

Distributive Bargaining: Key Concepts

Explore how to claim value in negotiations, understand the difference between BATNA (Best Alternative to a Negotiated Agreement) and reservation price, pinpoint common errors, and anticipate three kinds of “no.”

Module 7:

Putting It All Together

Apply the Seven Elements framework to a negotiation, identify strategies that worked, and explore equity barriers, reactive devaluation, and the power of framing.

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Discover the principles of influence, the use of anchoring and value claiming, the function of focal points, and the ethical implications of negotiating,

Module 8:

Psychological and Strategic Barriers

Focusing on difficult tactics in negotiations, you will create a plan to overcome them, including concepts such as the circle of value and reframing.

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Faculty

Faculty Member Jared Curhan

Jared Curhan

Associate Professor, Work and Organization Studies

Prof. Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he has pioneered a social psychological approach to the study of “subjective value” in negotiation. He is also Director of the PON Research Lab and Director of MIT's Negotiation for Executives Program.

Participant Speak

Faculty Member Asim Saleem

Asim Saleem

Network Operations Leader, GE Digital, AUSTRALIA

"Well, this is fantastic course and I learned a lot. It has given the real-time understanding of how investigation takes place in the real world and how various components of negotiation work together."

Faculty Member Alessandra Calabro

Alessandra Calabro

Market Access & Corporate Affairs Director, Celgene, BRAZIL

"The best part was the practical negotiation role plays and having the possibility to interact with people from different countries, cultures, and background."

Lucio Arcila

Regional Security Advisor Mexico & Central America, Microsoft, MEXICO

"The course was great! I think that the practical exercises helped me a lot to consciously know myself in different bargaining situations. Now, I have the tools to overcome and reframe stressful situations and adequately prepare for negotiating."

Certificate

Certificate

Upon successful completion of the course, participants will be awarded a verified digital certificate by Emeritus in collaboration with MIT Sloan.

To learn more about the collaboration between MIT Sloan and Emeritus please click here.

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