Mastering Negotiation and Influence

Why attend Mastering Negotiation and Influence?

Have you noticed that nearly everything in life requires compromise and thus requires some degree of negotiation to get more of what you want and less of what you don’t want?

Negotiation is a vital skill for professionals across every job function, whether it applies to partners, vendors, colleagues, employees, or recruits. Successful negotiation requires self-awareness, preparation, and practice.

In

Mastering Negotiation and Influence

, you will learn negotiation strategies to understand, plan, and achieve your objectives in a variety of contexts. What separates this program from others is that you will engage in live negotiations and receive feedback in real time. Beyond learning the frameworks and skills associated with negotiating, you will practice putting these new skills into action.

MIT aims to produce principled, innovative leaders who improve the world. To make a difference, you must first be able to influence people. By understanding how to negotiate effectively, you can gain a competitive advantage, achieve business objectives, and effect change. In fact, having the ability to negotiate successfully is an increasingly important skill. Monthly active job postings for negotiation skills increased by 43% from 2018 to 2019, according to labor market firm, Emsi.

This course is based on our popular in-person offering,

Negotiation for Executives

.

We do not recommend this course if you have already completed

Negotiation for Executives or Negotiation Essentials Sprint

,

unless you are seeking a refresher of the content.

Upon successful completion of your course, you will earn a certificate of completion from the MIT Sloan School of Management. This course may also count toward

MIT Sloan Executive Certificate requirements

.

In this program, you will learn to:

Enhance bargaining power to create more value and claim a larger share of the pie

Recognize and resolve different issues that occur frequently when negotiating

Develop strategies for efficient pre-negotiation preparation

Build relationships without forfeiting economic outcomes

Explore the role that cultural, gender, and ethical norms play in negotiation

Understand how multi-party negotiations are different from two-party deals

Action Learning:

Practice and hone negotiation skills in a real time, virtual environment.

Introspection and Reflection:

Take self-assessments to provide insights about how you’re feeling and performing in different cases. The information will be generated into graphs to help you understand your strengths, weaknesses, and how you can improve.

Scientific Research:

Examine the studies on how people negotiate, where they make predictable mistakes, and how they can become more effective.

Experience The Most Cutting-Edge Technology for Learning:

Associate Professor of Organization Studies Jared Curhan is a leader in implementing technology to ensure learning is an interactive and dynamic process. Winner of the student-nominated 2019 Digital Technology Award for effectively using digital technology to improve teaching at MIT, Curhan makes use of the latest technology in this program, too. You can expect simulations and experiences with artificial intelligence (AI).

Explore Expression Analysis:

You will have an opportunity to analyze your body language and physiological responses based on your performance in a live situation.