Negotiation for Executives

MIT Sloan School of Management

Negotiation & Communication

About Programme

Why attend Negotiation for Executives?

Negotiation is a daily practice within business organizations. We negotiate all the time—with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits. Drawing on fundamental negotiation principles, groundbreaking scientific research, and specific real-world examples, this course will help you enhance personal gains in negotiation, while simultaneously sustaining these important relationships.

Successful negotiation requires self-awareness, preparation, and practice. This negotiation training course addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and many opportunities to practice and hone your negotiation skills.

In Negotiation for Executives, Professor Jared Curhan presents a comprehensive framework to facilitate efficient and effective negotiation preparation, including scientifically validated survey measures that provide insight into your personality and approach to negotiation. This research-based framework helps negotiators analyze and better understand negotiation situations through perspective-taking, benchmarking, creative problem-solving, and brainstorming.

We do not recommend this course if you have already completed Mastering Negotiation and Influence, Negotiation Strategy Sprint, or Negotiation Essentials Sprint, unless you are seeking a refresher of the content.

Course Topics

Programme Content

Day 1

Continental Breakfast and Overview

Core Negotiation Strategy

Distributive Bargaining and Value Claiming

Working Lunch and Bargaining Practice

Integrative Negotiation

Value Creation

Subjective Value

Day 1 Wrap Up and Reception

Day 2

Continental Breakfast and Introduction to Day 2

Negotiators Dilemma

Personal Signature and Pre-Negotiation Strategies

Putting it all together

Lunch

Bakra Beverage Review

Psychological Barriers and Strategic Barriers

Final Review and Wrap Up

Day 1

Introduction and Overview

Core Negotiation Strategy

Break

Distributive Bargaining

Break

Value Claiming

Principles of Influence

Day 1 Debrief

Day 2

Introduction to Day 2

Psychological Barriers

Integrative Negotiation

Break

Value Creation

Break

Subjective Value

Personal Signatures, Assignments and Conclusions

Day 3

Putting it all together

Bakra Beverage Review

Psychological Barriers

Break

Strategic Barriers

Final Review and Wrap-up

Programme Objective

In this course, you will learn how to:

Leverage your own specific personality traits and abilities to boost negotiation outcomes

Enhance bargaining power to claim a larger share of the pie

Recognize and resolve different types of issues to create and claim value

Develop strategies for efficient pre-negotiation preparation

Build and maintain working relationships without forfeiting economic outcomes

Deal with difficult tactics

Programme Audience

Why send your executives to MIT Sloan courses?

Embracing the MIT spirit of hacking and rapid prototyping, we dive deep into your challenges, uncover latent needs, and collaboratively design learning solutions that drive impactful change.

Sales and marketing

Planning and development

Operations management

Strategic partnerships

Supply-chain agreements

Recruitment and human resources

Programme Benefits

MIT Faculty Insights

Gain insights from world-renowned MIT Faculty

Simulations

Learn tips for efficient pre-negotiation planning, practice and hone your negotiation skills, and participate in numerous negotiation simulations

Insights

Explore scientifically validated survey measures that provide insight into your personality and approach to negotiation

Certificate

Confers a certificate of course completion from the MIT Sloan School of Management and counts toward the Executive Certificate in Management and Leadership

Testimonials

"What a great few days. I thought this course was amazing and taught me so much in such a short period of time. I especially enjoyed all the extra time spent after class answering questions and reviewing the day's work."

Steven K

"Excellent course filled with theories and practices. Knowledge gained from the course are easily applicable to the real world."

Haibo L

"Professor Curhan has created a course that is simultaneously fun, intense, engaging, and valuable all at the same time. The alternation between lectures and simulation exercise made for the perfect educational experience. I was able to apply the lessons to my own work by the end of day one. Highly recommended."

Travis B

"Jared and the supporting staff were awesome. The venue, pace, and relevant content were 1st class. Jared does an increadible job layering in humor and relevance to meet you whereever you are in your Career journey. Jared and team provide real-world Negotiation strategies that will elevate your skills beyond the workplace and translate into your daily life! The in-person experience was definitely worth the extra time and effort allowing you to benefit from a more robust and impactful learning experience! Thank you Jared!"

Bradley S

"Outstanding content, outstanding delivery"

Daniel M

"Professor Curhan led these 2 days masterfully weaving in both fun (not a word I would have previously used when thinking about negotiations) and practical activities that let you test your own assumptions and put into practice what you learn in this fast-paced class. The use of technology in class allows for instant feedback which further accelerates your growth as you learn from your own personal assessment, reflection, and feedback from others in the class. His energy and excitement about the topic is contagious, and the balanced emphasis on creating value for others and collaboration vs competition was very welcome."

laura w

"By far the best course and the best investment Ive ever made. I didnt just learn fundamental concepts, I practiced them and came away with a clear, actionable strategy for my future. Its also a masterclass on how every masterclass should be designed! Huge thanks to Jared for his energy, his dedication to helping us truly absorb the key ideas, and the brilliance of his program. A truly world-class experience that makes me return to France with even more stars in my eyes when I think of MIT."

Samuel G

"Recommend to everyone"

Elena I

"Timely and useful content, well presented by Professor Jared Curhan in an excellent way that combined presentations with simulations, games and actual negotiations both one-on-one and in teams. I highely recommend it!"

Nooné J

"Very informative and thought provoking."

Pauline O

Testimonial Source

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Contact us for the further details

Speak with an Advisor

Pedagogy (case method, experiential learning, coaching, simulations)
Contact Person Details

Prashansa Uttam

Programme Advisor

+91 9403890085[email protected]Mon – Fri, 9am – 5pm IST

MIT Sloan School of Management

Executive Education Office

https://mitsloan.mit.edu

Cambridge, USA

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