Negotiation and Influence

Learn from MIT Sloan faculty member, Prof. Jared Curhan, Director of MIT's ‘Negotiation for Executives’ Program

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Course Dates

STARTS ON

December 6, 2022

Course Duration

DURATION

2 months, online
2-4 hours per week

Course Fee

PROGRAM FEE

US$1,288

Course Information Flexible payment available

Unlock Your Potential

Invest in yourself and realize your potential. Emeritus is partnering with MIT Sloan Executive Education to bring you an opportunity to unlock career growth. Enroll before , and get US$112 early registration benefit to set yourself up for professional success.

Application Details

Early Registration Benefit is live as per below schedule. The full program fee is $1400 as of the start date.

program fee

US$1,288

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In Collaboration With MIT Sloan | Online Certificate Program

Why Is It Important To Negotiate Effectively?

The ability to negotiate favorable agreements—with customers, colleagues, investors, and suppliers is a vital skill for executives. This course will help you rethink negotiation as a problem solving tool and identify how you can create and claim value in your interactions from the everyday to the rare and high-value.

£17 Bn

estimated yearly increase in turnover for UK businesses through effective negotiation

SOURCE: CENTER FOR ECONOMICS AND BUSINESS RESEARCH (CEBR)

85%

of Americans who counteroffered on salary and other benefits were successful

SOURCE: FIDELITY INVESTMENTS

4.8%

The average annual salary increase in 2022—the highest pay bump in decades for employees

SOURCE: PEARL MEYER

Your Learning Journey

Decorative image relating to 83 Video Lectures

83 Video Lectures

Decorative image relating to 12 Discussions

12 Discussions

Decorative image relating to 7 Simulations

7 Simulations

Decorative image relating to 2 Peer Reviews or Feedback

2 Peer Reviews / Feedback

Decorative image relating to 9 assignments

9 assignments

Program Topics

Module 1:

Introduction to Negotiations

Experience virtual conflict and explore the basics of negotiation, using the iDecisionGames negotiations simulation platform.

Module 2:

Core Negotiations Strategy

Dive deeper into core negotiation concepts to identify strategies and principles that can be applied to achieve different outcomes.

Module 3:

Distributive Bargaining: Key Concepts

Explore how to claim value in negotiations, understand the difference between BATNA (Best Alternative to a Negotiated Agreement) and reservation price, pinpoint common errors, and anticipate three kinds of “no.”

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Discover the principles of influence, the use of anchoring and value claiming, the function of focal points, and the ethical implications of negotiating,

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.

Module 6:

The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy

Analyze your own personality traits, target the best negotiation approach, and prepare to bargain using the Seven Elements of Negotiation.

Module 7:

Putting It All Together

Apply the Seven Elements framework to a negotiation, identify strategies that worked, and explore equity barriers, reactive devaluation, and the power of framing.

Module 8:

Psychological and Strategic Barriers

Focusing on difficult tactics in negotiations, you will create a plan to overcome them, including concepts such as the circle of value and reframing.

Module 1:

Introduction to Negotiations

Experience virtual conflict and explore the basics of negotiation, using the iDecisionGames negotiations simulation platform.

Module 5:

Integrative Negotiation: Value Creation and Subjective Value

Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.

Module 2:

Core Negotiations Strategy

Dive deeper into core negotiation concepts to identify strategies and principles that can be applied to achieve different outcomes.

Module 6:

The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy

Analyze your own personality traits, target the best negotiation approach, and prepare to bargain using the Seven Elements of Negotiation.

Module 3:

Distributive Bargaining: Key Concepts

Explore how to claim value in negotiations, understand the difference between BATNA (Best Alternative to a Negotiated Agreement) and reservation price, pinpoint common errors, and anticipate three kinds of “no.”

Module 7:

Putting It All Together

Apply the Seven Elements framework to a negotiation, identify strategies that worked, and explore equity barriers, reactive devaluation, and the power of framing.

Module 4:

Distributive Bargaining: Influencing and Claiming Value

Discover the principles of influence, the use of anchoring and value claiming, the function of focal points, and the ethical implications of negotiating,

Module 8:

Psychological and Strategic Barriers

Focusing on difficult tactics in negotiations, you will create a plan to overcome them, including concepts such as the circle of value and reframing.

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Faculty

Faculty Member Jared Curhan

Jared Curhan

Associate Professor, Work and Organization Studies

Prof. 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. He is also Director of the PON Research Lab and Director of MIT's Negotiation for Executives Program.

Participant Speak

Faculty Member Asim Saleem

Asim Saleem

Network Operations Leader, GE Digital, AUSTRALIA

"Well, this is fantastic course and I learned a lot. It has given the real-time understanding of how investigation takes place in the real world and how various components of negotiation work together."

Faculty Member Alessandra Calabro

Alessandra Calabro

Market Access & Corporate Affairs Director, Celgene, BRAZIL

"The best part was the practical negotiation role plays and having the possibility to interact with people from different countries, cultures, and background."

Faculty Member Lucio Arcila

Lucio Arcila

Regional Security Advisor Mexico & Central America, Microsoft, MEXICO

"The course was great! I think that the practical exercises helped me a lot to consciously know myself in different bargaining situations. Now, I have the tools to overcome and reframe stressful situations and adequately prepare for negotiating."

Certificate

Example image of certificate that will be awarded after successful completion of this program

Certificate

Upon successful completion of the course, participants will be awarded a verified digital certificate by Emeritus in collaboration with MIT Sloan.

To learn more about the collaboration between MIT Sloan and Emeritus please click here.

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FAQs

  • How do I know if this program is right for me?

    After reviewing the information on the program landing page, we recommend you submit the short form above to gain access to the program brochure, which includes more in-depth information. If you still have questions on whether this program is a good fit for you, please email learner.success@emeritus.org, and a dedicated program advisor will follow-up with you very shortly.


    Are there any prerequisites for this program?

    Some programs do have prerequisites, particularly the more technical ones. This information will be noted on the program landing page, as well as in the program brochure. If you are uncertain about program prerequisites and your capabilities, please email us at learner.success@emeritus.org for assistance.


    Note that, unless otherwise stated on the program web page, all programs are taught in English and proficiency in English is required.


    What is the typical class profile?

    More than 50 percent of our participants are from outside the United States. Class profiles vary from one cohort to the next, but, generally, our online certificates draw a highly diverse audience in terms of professional experience, industry, and geography — leading to a very rich peer learning and networking experience.


    What other dates will this program be offered in the future?

    Check back to this program web page or email us at learner.success@emeritus.org to inquire if future program dates or the timeline for future offerings have been confirmed yet.

  • How much time is required each week?

    Each program includes an estimated learner effort per week. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page.



    How will my time be spent?

    We have designed this program to fit into your current working life as efficiently as possible. Time will be spent among a variety of activities including:



    • Engaging with recorded video lectures from faculty
    • Attending webinars and office hours, as per the specific program schedule
    • Reading or engaging with examples of core topics
    • Completing knowledge checks/quizzes and required activities
    • Engaging in moderated discussion groups with your peers
    • Completing your final project, if required

    The program is designed to be highly interactive while also allowing time for self-reflection and to demonstrate an understanding of the core topics through various active learning exercises. Please contact us at learner.success@emeritus.org if you need further clarification on program activities.



    What is it like to learn online with the learning collaborator, Emeritus?

    More than 250,000 professionals globally, across 80 countries, have chosen to advance their skills with Emeritus and its educational learning partners. In fact, 90 percent of the respondents of a recent survey across all our programs said that their learning outcomes were met or exceeded.

    A dedicated program support team is available 24/5 (Monday to Friday) to answer questions about the learning platform, technical issues, or anything else that may affect your learning experience.


    How do I interact with other program participants?

    Peer learning adds substantially to the overall learning experience and is an important part of the program. You can connect and communicate with other participants through our learning platform.

  • What are the requirements to earn the certificate?

    Each program includes an estimated learner effort per week, so you can gauge what will be required before you enroll. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page. All programs are designed to fit into your working life.

    This program is scored as a pass or no-pass ; participants must complete the required activities to pass and obtain the certificate of completion. Some programs include a final project submission or other assignments to obtain passing status. This information will be noted in the program brochure. Please contact us at learner.success@emeritus.org if you need further clarification on any specific program requirements.


    What type of certificate will I receive?

    Upon successful completion of the program, you will receive a smart digital certificate. The smart digital certificate can be shared with friends, family, schools, or potential employers. You can use it on your cover letter, resume, and/or display it on your LinkedIn profile. The digital certificate will be sent approximately two weeks after the program, once grading is complete.


    Can I get the hard copy of the certificate?

    No, only verified digital certificates will be issued upon successful completion. This allows you to share your credentials on social platforms such as LinkedIn, Facebook, and Twitter.


    Do I receive alumni status after completing this program?

    No, there is no alumni status granted for this program. In some cases, there are credits that count toward a higher level of certification. This information will be clearly noted in the program brochure.


    How long will I have access to the learning materials?

    You will have access to the online learning platform and all the videos and program materials for 12 months following the program start date. Access to the learning platform is restricted to registered participants per the terms of agreement.

  • What equipment or technical requirements are there for this program?

    Participants will need the latest version of their preferred browser to access the learning platform. In addition, Microsoft Office and a PDF viewer are required to access documents, spreadsheets, presentations, PDF files, and transcripts.


    Do I need to be online to access the program content?

    Yes, the learning platform is accessed via the internet, and video content is not available for download. However, you can download files of video transcripts, assignment templates, readings, etc. For maximum flexibility, you can access program content from a desktop, laptop, tablet, or mobile device.

    Video lectures must be streamed via the internet, and any livestream webinars and office hours will require an internet connection. However, these sessions are always recorded, so you may view them later.

  • Can I still register if the registration deadline has passed?

    Yes, you can register up until seven days past the published start date of the program without missing any of the core program material or learnings.


    What is the program fee, and what forms of payment do you accept?

    The program fee is noted at the top of this program web page and usually referenced in the program brochure as well.

    • Flexible payment options are available (see details below as well as at the top of this program web page next to FEE).
    • Tuition assistance is available for participants who qualify. Please email learner.success@emeritus.org.

    What if I don’t have a credit card? Is there another method of payment accepted?

    Yes, you can do the bank remittance in the program currency via wire transfer or debit card. Please contact your program advisor, or email us at learner.success@emeritus.org for details.


    I was not able to use the discount code provided. Can you help?

    Yes! Please email us at learner.success@emeritus.org with the details of the program you are interested in, and we will assist you.


    How can I obtain an invoice for payment?

    Please email learner.success@emeritus.org with your invoicing requirements and the specific program you’re interested in enroling in.


    Is there an option to make flexible payments for this program?

    Yes, the flexible payment option allows a participant to pay the program fee in installments. This option is made available on the payment page and should be selected before submitting the payment.


    How can I obtain a W9 form?

    Please email us at learner.success@emeritus.org for assistance.

  • What is the policy on refunds and withdrawals?

    You may request a full refund within seven days of your payment or 14 days after the published start date of the program, whichever comes later. If your enrollment had previously been deferred, you will not be entitled to a refund. Partial (or pro-rated) refunds are not offered. All withdrawal and refund requests should be sent to admissions@emeritus.org.



    What is the policy on deferrals?

    After the published start date of the program, you have until the midpoint of the program to request to defer to a future cohort of the same program. A deferral request must be submitted along with a specified reason and explanation. Cohort changes may be made only once per enrollment and are subject to availability of other cohorts scheduled at our discretion. This will not be applicable for deferrals within the refund period, and the limit of one deferral per enrollment remains. All deferral requests should be sent to admissions@emeritus.org.

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