Management and Leadership

Negotiation for Executives

Dates: Apr 10-11, 2014| Jun 10-11, 2014| Oct 28-29, 2014

Certificate Track: Management and Leadership

Participant Ratings


| 4.9


| 4.8


| 4.9


| 4.8

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.

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


    I really got a lot out of this program. Negotiation strategies and principles apply to so many areas, not just contract negotiations. I've been using what I learned on a daily basis in trying to reach consensus with colleagues, in delivering difficult information to my staff, as well as in vendor discussions. I highly recommend it if you have any doubt about your skills in this area or even just to hone them. The role-play exercises were enlightening.

    The hand-outs, books, and learning materials were non-existant for this class. It was a fun experience, but very difficult to actually learn anything.

    Great learning thanks to Jared drive who always keep you going. This session has a good balance of slides and practice. A little bit more of practice sessions would have been beneficial for my personal needs, nevertheless i feel i have all the tools to " create a bigger pie". Thanks,

    An amazing course! Very practical! Brings on the table pretty good approaches and techniques for facing the challenges of doing fair negotiations today.

    The course material, cases, and exercises were first rate and on point. The instruction and class interaction were among the best I have encountered thus far in the ACE program. Jared's energy set a great tone for the group and pace was perfect. The room, both in terms of physical size and number of participants was the largest I have encountered up to this point and that made some of the team exercises complicated. Additional breakout space would have further enhanced the experience. I look forward to introduction of the advanced class.