In today's complex and interconnected world, the art of negotiation has never been more crucial. Whether you find yourself in a leadership, managerial, or specialized role, the ability to negotiate effectively—without damaging relationships—is a skill that can make or break your success.
While there are numerous books and courses on negotiation, it is often challenging to find partners with whom you can practice newly learned skills. In this brand-new Business Sprint from MIT Sloan Executive Education, you’ll not only learn key concepts, but you will also have the opportunity to practice them with an AI counterpart—anytime, anywhere, in the language of your choice.
In Negotiation Essentials Sprint: AI-Accelerated Learning, you will learn fundamental negotiation concepts and strategies you can implement immediately to improve your performance in a variety of settings. From creating and claiming value to building subjective value, you will acquire a broad and deep understanding of negotiation theory, research, and skills. You will also receive immediate feedback and can improve upon previous negotiations with your sophisticated AI counterpart. If you have ever wanted to go back in time and change your words or approach in a negotiation, now is your chance!
Inspired by Agile product development sprints, the Negotiation Essential Sprint is an exciting combination of pedagogy and technology designed to help you rethink negotiation as a problem-solving tool. You will view recorded video lectures on your own time and engage in numerous exercises that explore the essentials of negotiation and influence. By completing this course, you’ll be able to identify ways to create and claim value in your interactions while sustaining important relationships.
This self-directed course is the first of two negotiation Sprints designed and taught by MIT Sloan Professor Jared Curhan, who is world renowned for his research on the psychology of negotiation and conflict resolution and highly lauded for his application of novel technologies in the classroom. Curhan’s second Business Sprint, Negotiation Strategy Sprint: AI-Accelerated Learning, builds on the concepts taught in this course and is an opportunity to further hone your negotiation skills. It takes a deeper dive into a more complex negotiation using a powerful, research-based framework to prepare for, evaluate, and implement negotiations while exploring advanced topics such as psychological biases, structural complexity, and difficult tactics.
At MIT, our motto of Mens et Manus (mind and hand) means that applicable education is our objective—and we think it's yours, too. We hope this learning experience will give you foundational negotiation insights that serve you well in business and in life.
We do not recommend this course if you have already completed Negotiation for Executives or Mastering Negotiation and Influence, unless you are seeking a refresher of the content.
Setting Your Sprint Goal
Core Negotiation Strategy
Value Claiming
Influence
Value Creation
Subjective Value
Personal Feedback
Sprint Review & Retrospective
Sprint Executive Summary
What are Sprints from MIT Sloan Executive Education?
Sprints are six-hour courses you can complete any time over a 30-day period. This on-demand learning “box set” can be completed as an individual or as a team and spread out over a month to fit in with your personal and professional life.
You may be familiar with sprints as a term used in Agile product development, defined as a set duration of time during which specific work must be completed and made ready for review. With these new on-demand courses from MIT Sloan Executive Education, we are inviting you to think of your business sprint in a similarly, as a set time period in which to work, experiment, solve a challenge, and share your results.
When you participate in a business sprint, whether individually or in a team, you may also recognize research and development patterns from product development domains. We are translating these concepts into a business context where we can employ key elements of a sprint cycle to help solve complex business challenges and turn them into opportunities.
Business Sprints from MIT Sloan Executive Education are asynchronous and ideal for those seeking a highly flexible learning format. This course is designed to help all levels of management realize more potential from negotiation—and leverage cutting-edge Artificial Intelligence (AI) to help them do so. Powerful negotiators are valued at all levels of an organization. If your responsibilities include interacting in some shape or form with others, then this program is for you.
Gain insights from world-renowned MIT Faculty
On-demand, asynchronous learning experience to be completed in approximately 6 hours over 30 days
Receive coaching and feedback from cutting-edge Artificial Intelligence (AI) technology
Confers a certificate of completion from the MIT Sloan School of Management in the Management and Leadership Executive Certicate track.
"What stood out most was the combination of solid negotiation theory with AI-powered practice simulations that allowed me to test different approaches, receive immediate feedback, and refine my strategy in real time. The course covers essential concepts such as value creation, value claiming, influence, and subjective value, while maintaining a strong focus on practical application. The sprint format is concise yet impactful, making it easy to fit into a busy professional schedule. I particularly appreciated the opportunity to negotiate with an AI counterpart in a realistic environment, which transformed learning from a passive experience into an active one. Overall, it is an innovative and highly practical program for anyone looking to strengthen their negotiation skills and improve outcomes while preserving relationships."
David K
"Really enjoyed this. The course was practical and easy to apply right away. The mix of core negotiation strategy with AI tools made it feel current and genuinely useful. Its a quick sprint but still packed with value, especially around preparation and thinking more strategically. Definitely worth it."
Courtney R
"The course is perfectly structured and provides eye-opening insight in negotiation dynamics, bringing a constructive and proactive approach among for long term value."
Jose F
"Helpful and focused. Great seminar"
Martin K
"My learning experience was so good. I really enjoyed every bit of it from the excercises to the webinars. Everything was so insightful."
Chanda C
"This course exceeded my expectations. I approached this learning with a bit of apprehension, no background on Negotiation and a small inkling on AI, but I saw how learning these skills could be advantageous to my career and personal life. The teacher shows great knowledge on the topic, it is comprehensive without being overwhelming, and the AI becomes addictive to try the exercises again and again. I ended the course willing to try my hands at negotiation. Would highly recommended to people like me that sees negotiation situations in a negative light and want to overcome that."
Celia H
"The ability to immediately practice negotiating concepts against a surprisingly nimble AI bot was really helpful."
Luke P
"I loved the Negotiation Essentials Sprint: AI-Accelerated Learning. The format was dynamic and engaging with balance between theory and practice. AI tools was also an innovative feature that added real value to the learning experience. I left the session more confident to apply these techniques in real life. One improvement would be in the platform stability and speed. Sometimes was very slow although my connection was very good"
Anastasia N
"Thanks to this excellent course I had the opportunity to rethink the negotiation as a problem-solving and value-creation tool, and not just as a value-claiming process. Leveraging cutting-edge Artificial Intelligence has been very useful in accelerating learning. I particularly appreciated putting new content into practice during the repeated negotiation simulations in interactive role-playing games (negotiating against AI counterpart)"
Rodolfo V
"The course presentation style, a perfect blend of clarity, simplicity, and engaging communication with real-life scenarios and practice sessions with AI, made learning and assimilating the concepts covered a delightfully fun experience for me! The explanations about the AI personas helped me understand what was happening during my negotiation sessions with the bots during the course. Getting immediate AI analysis, feedback, and tips for improving my negotiation skills after each negotiation attempt was exciting!"
Chineme A
Same topic, Similar duration - Broader exploration across all institutes
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