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.
By participating in this Business Sprint, you will have the ability to:
- Recognize the tension between creating and claiming value
- Demonstrate the concepts behind distributive bargaining and value claiming
- Learn how to claim a larger share of the pie
- Identify opportunities for value creation
- Reflect on the importance of subjective value
- Develop strategies for building subjective value in your negotiations without forfeiting economic outcomes
- Learn about your own personality and attitudes as they relate to optimizing your performance in negotiation
