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.

Learn more about the self-paced online experience.

Learn more about Emeritus technical requirements.

The recommended weekly time commitment for core content is 4-5 hours, taking into account the busy lifestyles of working professionals, with an additional 2-3 hours recommended for non-compulsory weekly extension activities, should you have the time. Each module is released weekly, allowing a flexible but structured approach to learning. You’ll be supported as you engage in individual activities and group discussions, ensuring you feel confident to submit your best work at each weekly deadline.

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.

This program is beneficial to anyone whose role involves effecting favorable outcomes as a result of interacting and influencing other people.

• Representative roles include:
• Business leaders and C-Suite executives
• Sales and marketing
• Operations management
• Strategy and business consultants
• Human resources

Industries looking to hire people with negotiation skills include:

• Finance and insurance
• Manufacturing
• Information technology
• Professional, scientific, and technical services
• Administrative and support services
• Retail
• Healthcare
• Wholesale trade

MIT Sloan Executive Education is collaborating with online education provider EMERITUS Institute of Management to offer a portfolio of high-impact online programs. By working with EMERITUS, MIT Sloan Executive Education is able to broaden access beyond on-campus offerings in a collaborative and engaging format that stays true to the quality of MIT Sloan and MIT as a whole.

EMERITUS’ approach to learning is based on a cohort-based design to maximize peer to peer sharing and includes live teaching with world-class faculty and hands-on project based learning. In the last year, more than 7,500 students from over 120+ countries have benefited professionally from EMERITUS’ courses.