Mastering Negotiation and Influence (self-paced online)
Dates:
You may also be interested in the live-online December 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.
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
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.
Over the course of 10 weeks, you will learn negotiation strategies to understand, plan, and achieve your objectives in a variety of contexts — though a variety of interactive learning methods.
Module 1 - Introduction to Negotiations and Core Negotiation Strategy
Understand that negotiation is not necessarily about competition, and that a competitive posture is not always the best approach
Develop an open-minded approach to negotiation that looks beyond zero-sum outcomes: expanding the pie, seeking value creation
Develop an awareness of personal negotiation style
Module 2 - Distributive Bargaining: Key Concepts
Practice negotiating on price and understand distributive bargaining
Understand the principles of focal points, zone of possible agreement (ZOPA), best alternative to a negotiated agreement (BATNA), and reservation price
Reflect on the impact of making a first offer, anchoring, and sharing information
Module 3 - Distributive Bargaining: Influencing and Claiming Value
Practice conducting research ahead of a negotiation
Establish focal points and objective criteria to set a BATNA and reservation price
Practice negotiating with a counterpart in real time
Reflect on the outcomes of a negotiation; compare reservation prices to agreed-upon prices, if agreement is reached
Module 4 - Norms around Culture, Gender, and Ethics
Explore the role that cultural, gender, and ethical norms play in negotiation
Explore cultural dynamics in negotiations
Understand the role that gender stereotypes can play in negotiations
Reflect on your personal views of ethical norms
Module 5 - Integrative Negotiation: Value Creation
Identify the differences between distributive, compatible, and integrative issues
Discover opportunities for expanding the pie and trading on competing issues
Reflect on performance in employment negotiations
Module 6 - Subjective Value
Gain an appreciation for the role that subjective value plays in negotiation
Identify the four drivers of subjective value
Reflect on the balance between claiming objective value and building subjective value
Develop strategies to build subjective value via the four different drivers of subjective value
Module 7 - The Negotiator’s Dilemma: Personal Signatures & Pre-Negotiation Strategy
Explore and develop techniques for managing the negotiator's dilemma
Analyze your personality traits and identify the best negotiation approach
Prepare for negotiations using the Seven Elements framework
Module 8 - Psychological Barriers
Understand the role of psychological barriers in negotiations
Identify the different types of psychological barriers
Reflect on your own susceptibility to psychological barriers
Develop strategies for negotiation using the principles of psychological barriers
Module 9 - Structural Barriers and Multi-Party Negotiations
Understand the role of structural barriers in negotiations
Identify the different types of structural barriers
Practice multi-party negotiations and reflect on the differences between multi-party and two-party negotiations
Module 10 - Strategic Barriers and Difficult Tactics
Reflect on your iMotions Affectiva report
Identify the different types of difficult tactics and develop countermeasures for dealing with them
Create a checklist for negotiation preparations
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
Program Highlights
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).
AI as a Teacher: One of the highlights of this program is the use of iMotions Affectiva, which is an expression analysis technology from MIT’s Media Lab. It recognizes emotion based on facial cues or physiological responses. During a live negotiation, the technology will map your face. Then, it will produce a report indicating how many times your face displayed different affect states. You will then reflect on how your facial expressions influence your ability to get across your message and what you might change.
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
Please note that faculty are subject to change and not all faculty teach in each session of the program.
Associate Professor of Work and Organization Studies
Jared Curhan is an Associate Professor of Organization Studies at the MIT Sloan School of Management.
Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he has pioneered a social psychological approach to the study of “subjective value” in negotiation—that is, the feelings and judgments concerning the instrumental outcome, the process, the self, and the relationship. His research uses the Subjective Value Inventory (SVI; Curhan et al., 2006) to examine the precursors, processes, and long-term consequences of subjective value in negotiation. He also studies the dynamics of negotiation and brainstorming.
Curhan founded the Program for Young Negotiators, Inc., an organization dedicated to the promotion of negotiation training in primary and secondary schools. His book, Young Negotiators (Houghton Mifflin, 1998) is acclaimed in the fields of negotiation and education, and has been translated into Spanish, Hebrew, and Arabic. It has been used to train more than 35,000 children across the United States and abroad to achieve their goals without the use of violence.
Deeply committed to education at all levels, Curhan has received the Stanford University Lieberman Fellowship for excellence in teaching and university service, the MIT Institute-wide teaching award, and the MIT Sloan Jamieson Prize for excellence in teaching. His three-day crash course, Negotiation Analysis, is open to all MIT students via lottery.
Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University.
To access our programs, participants will need the following:
Valid email address
Computing device connected to the internet: PC/laptop, tablet, or smartphone
Latest version of their preferred browser to access our learning platform
Microsoft Office suite and PDF viewer to view content such as documents, spreadsheets, presentations, PDF files or transcripts
Programs may necessitate the usage of different software, tools, and applications. Participants will be informed about these additional requirements at the registration stage or during program commencement. Our program advisors are also available to respond to any queries about these requirements.
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.
All reviews are submitted by program attendees and are not edited by MIT Sloan Executive Education. Read more about our ratings and reviews.
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
Learn more about Negotiation for Executives
Jared Curahn dicusses what you will learn in Negotiation for Executives
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.
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