Negotiation and Influence

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

Get Your Brochure

Course Dates
STARTS ON

December 17, 2020

Course Duration

DURATION

2 months, online
2-4 hours per week

Course Duration

PROGRAM FEE

US$1,400

Course Information Flexible payment available

...

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

83 Video Lectures

83 Video Lectures

12 Discussions

12 Discussions

7 Simulations

7 Simulations

2 Peer Reviews / Feedback

2 Peer Reviews / Feedback

9 assignments

9 assignments

...

Module 1:

Introduction to Negotiations

Module 2:

Core Negotiations Strategy

Module 3:

Distributive Bargaining: Key Concepts

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Module 6:

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

Module 7:

Putting It All Together

Module 8:

Psychological and Strategic Barriers

Module 1:

Introduction to Negotiations

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Module 2:

Core Negotiations Strategy

Module 6:

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

Module 3:

Distributive Bargaining: Key Concepts

Module 7:

Putting It All Together

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Module 8:

Psychological and Strategic Barriers
Download Brochure

Faculty

Jared Curhan 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 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

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."

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.

Download Brochure

Apply Now

Early registrations are encouraged. Seats fill up quickly!

Flexible payment options available. Click here to learn more.