Management and Leadership

Negotiation for Executives

Dates: Oct 28-29, 2014| Apr 02-03, 2015| Jun 09-10, 2015| Oct 15-16, 2015

Certificate Track: Management and Leadership

Location: Cambridge, Massachusetts

Tuition: $3,300 (excluding accommodations)

Program Days (for certificate credit): 2

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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.  Successful negotiation requires self-awareness, preparation, and practice.  This program addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and plenty of opportunities to practice and hone your negotiation skills.  Drawing on fundamental negotiation principles based on scientific research as well as specific real-world examples, this program aims to enhance personal gains in negotiation, while simultaneously sustaining important relationships.

Q&A with Jared Curhan
Jared Curhan, the program Faculty Director, shares his thoughts on what defines a successful negotiation process. Read More > >

The MIT Edge

True to the deeply analytical and quantitative MIT style, the material in this program is based on extensive scientific research by Professor Curhan and his colleagues. Professor Curhan is renowned not only for his engaging interactive teaching style, but also for his pioneering research on the social and psychological components of negotiation.  His research includes topics such as: conceptions of fairness, concern for personal integrity, lasting reputations, company loyalty, preference change during the course of a negotiation, norms for appropriate negotiating behavior, and relational dynamics among negotiators who interact multiple times.

Join the MySloanExecEd Community Group for this program to network with past, present, and future participants.

“Successful negotiation is about communication. When you find creative ways of meeting other people's goals, they won't stand in the way of yours.”

Prof. Jared R. Curhan


Jared Curhan teaching 

In this program, participants will learn how to:

  • Leverage their 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

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. Typical participants' areas of expertise tend to include:

  • sales and marketing
  • planning and development
  • operations management
  • strategic partnerships
  • supply-chain agreements
  • recruitment and human resources

“People who establish great relationships have more people who want to negotiate with them. And the more people want to negotiate with you, the more powerful you become as a negotiator.”

Prof. Jared R. Curhan

Course material is presented in a series of lectures, discussions, and engaging exercises that provide extensive personalized feedback and are designed to teach participants how to leverage their individual traits to achieve success and build lasting relationships at the bargaining table. Prior to the first day of sessions, participants are strongly encouraged to complete a detailed written questionnaire that will better customize the experience for each individual negotiator.

Please note that faculty are subject to change and not all faculty teach in each session of the program.

  • Jared Curhan

    Sloan Distinguished Associate Professor of Organization Studies

    Professor Curhan specializes in the psychology of negotiation and conflict resolution. He received his BA in Psychology from Harvard University and his MA and PhD in Psychology from Stanford University. A recipient of support from the National Science Foundation, Curhan has pioneered a social psychological approach to the study of "subjective value" in negotiation (i... ... (more)
07:45 AM - 08:30 AMRegistration and Continental Breakfast
08:30 AM - 09:00 AMIntroductions and Overview
09:00 AM - 10:30 AMCore Negotiation Strategy
10:30 AM - 11:30 AMDistributive Bargaining
11:30 AM - 12:45 PMInfluence and Value Claiming
12:45 PM - 01:45 PMLuncheon
01:45 PM - 02:30 PMBargaining Practice
02:30 PM - 03:45 PMIntegrative Negotiation
03:45 PM - 05:15 PMValue Creation
05:15 PM - 05:30 PMWrap Up and Assignments
05:30 PM - 06:30 PMReception
08:00 AM - 08:30 AMContinental Breakfast
08:30 AM - 08:45 AMIntroduction to Day Two
08:45 AM - 09:30 AMSubjective Value and Personal Signatures
09:30 AM - 10:30 AMPre-Negotiation Strategy
10:30 AM - 12:30 PMPutting It All Together
12:30 PM - 01:30 PMLuncheon
01:30 PM - 01:45 PMManaging the Tension Between Creating and Claiming
01:45 PM - 02:45 PMDealing With Difficult Tactics
03:00 PM - 03:30 PMPsychological Barriers
03:30 PM - 04:00 PMFinal Wrap Up

Featured Content

Q&A with Jared Curhan

Jared Curhan, the program Faculty Director, shares his thoughts on what defines a successful negotiation process. Read More > >

Program Brochure

View the MIT Sloan Negotiation for Executives Interactive Brochure

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