Negotiation and Influence

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

In collaboration with

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)

85%

of Americans who counteroffered on salary and other benefits were successful

SOURCE: FIDELITY INVESTMENTS

4.8%

The average annual salary increase in 2022—the highest pay bump in decades for employees

SOURCE: PEARL MEYER

Your Learning Journey

83 Video Lectures

12 Discussions

7 Simulations

2 Peer Reviews / Feedback

9 assignments

Program Topics

1Module 1: Introduction to Negotiations

2Module 2: Core Negotiations Strategy

3Module 3: Distributive Bargaining: Key Concepts

4Module 4: Distributive Bargaining: Influencing and Claiming Value

5Module 5: Integrative Negotiation: Value Creation and Subjective Value

6Module 6: The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy

7Module 7: Putting It All Together

8Module 8: Psychological and Strategic Barriers

Faculty

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 psych...

Participant Speak

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.

Asim Saleem

Network Operations Leader, GE Digital, AUSTRALIA

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

Alessandra Calabro

Market Access & Corporate Affairs Director, Celgene, BRAZIL

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 situat...

Lucio Arcila

Regional Security Advisor Mexico & Central America, Microsoft, MEXICO

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.

FAQs

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Didn't find what you were looking for? Write to us at learner.success@emeritus.org or Schedule a call with one of our Program Advisors or call us at +1 401 264 8575 (US) / +44 150 730 4811 (UK) / +65 3138 5193 (SG)

Please note that our team is away from December 24, 2025 to January 2, 2026 for the year-end holidays. We look forward to addressing your queries when we resume operations in the new year.

Flexible payment options available.

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