Mastering Negotiation and Influence (self-paced online)

Dates:

You may also be interested in the live-online October 2020 offering of Negotiation for Executives, on which this program is based. Live online offerings are credited as an "in-person" program for the purposes of an Executive Certificate or Advanced Certificate for Executives. Learn more HERE.

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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.

This program is delivered in collaboration with Emeritus. Please register on the Emeritus website.

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Mastering Negotiation and Influence (self-paced online)
Certificate Track: Management and Leadership
Location: Online
Tuition: $3,000
Program Days (for ACE Credit) 2

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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.


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.


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.


This course is based on our popular in-person offering, Negotiation for Executives.

Registration for this program is done through Emeritus.

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Fast Facts

10 weeks
Entirely online learning
5-6 hours/week

Access to program content is flexible, available through multiple devices allowing working professionals to easily manage schedules and learn remotely — anytime, anywhere. Participants enrolled in the program obtain access to learning materials via a modular approach, with new content released weekly. Program modules include a variety of teaching instruments, such as:

  • Live negotiation simulations
  • Video lectures
  • Discussions
  • Class materials: articles, cases
  • Quizzes
  • Surveys
  • Assignments

A leadership skill you can't afford not to perfect

Negotiation is not only one of the most important leadership skills, it's also one of the most empowering, according to MIT Sloan Professor Jared Curhan. Knowing how to negotiate is a core leadership skill and one that executives can benefit from honing.

Technology in Negotiations

Jared Curhan recently received an award for how he uses technology in his executive negotiations courses. This video explains how the technology has accelerated feedback and even how it can be used to monitor facial expressions that could have an impact on negotiations.

Q&A with Jared Curhan

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