MIT Sloan Mastering Negotiation and Influence

Learn How to Influence Others to Change the World

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 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 the fact that you will engage in real-time 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.

Who Should Attend

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

Program Highlights

To develop the skills of a top negotiator, you will explore your strengths and weaknesses using a variety of learning modalities and technologies.

Action Learning

Practice negotiation skills in real time.

Introspection & Reflection

Gain insights with self-assessments.

Cutting Edge Technology

Dive deeper with simulations and artificial intelligence.

Expression Analysis

Map your facial expressions on the iMotions Affectiva.

Program Experience

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Program Modules

Week 1:

Introduction to Negotiations and Core Negotiation Strategy

Using the iDecisionGames negotiations simulation platform, you will experience conflict, identify your own negotiation style, and dive into the basics of negotiation.

Week 2:

Distributive Bargaining: Key Concepts

As you practice negotiating on price, you will gain an understanding of focal points, ZOPA, BATNAs, reservation price, common errors and three kinds of “no.”

Week 3:

Distributive Bargaining: Influencing and Claiming Value

Discovering research into the science of persuasion, you will develop confidence in the principles of influence, anchoring, and value claiming.

Week 4:

Norms around Culture, Gender, and Ethics

Explore methods for negotiating across cultures and genders, the ethical implications in negotiating, and ways to bring empathy and assertiveness to the bargaining table.

Week 5:

Integrative Negotiation: Value Creation

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

Week 6:

Subjective Value

Evaluate the four drivers of subjective value and learn to strike a balance between claiming objective value and building subjective value.

Week 7:

The Negotiator's Dilemma: Personal Signatures & Pre-Negotiation Strategy

Identify techniques for managing the negotiator’s dilemma, analyze your own personality traits, target the best negotiation approach, and prepare for negotiations using the Seven Elements Framework.

Week 8:

Psychological Barriers

Evaluate psychological barriers in negotiations, your own susceptibility to biases, and strategies to turn barriers to your advantage. Identify strategies for a multi-party negotiation, focusing in part on the rationale of a neutral arbitrator.

Week 9:

Structural Barriers and Multi-party Negotiations

Conduct a multi-party negotiation and map the power differences of each party, recognizing barriers related to fairness, power differences, and the medium of communication.

Week 10:

Strategic Barriers and Difficult Tactics

Compare the results of the iMotions Affectiva report against your own perceptions of how you show affect, identifying difficult tactics and developing countermeasures.

Week 1:

Introduction to Negotiations and Core Negotiation Strategy

Using the iDecisionGames negotiations simulation platform, you will experience conflict, identify your own negotiation style, and dive into the basics of negotiation.

Week 6:

Subjective Value

Evaluate the four drivers of subjective value and learn to strike a balance between claiming objective value and building subjective value.

Week 2:

Distributive Bargaining: Key Concepts

As you practice negotiating on price, you will gain an understanding of focal points, ZOPA, BATNAs, reservation price, common errors and three kinds of “no.”

Week 7:

The Negotiator's Dilemma: Personal Signatures & Pre-Negotiation Strategy

Week 3:

Distributive Bargaining: Influencing and Claiming Value

Discovering research into the science of persuasion, you will develop confidence in the principles of influence, anchoring, and value claiming.

Week 8:

Psychological Barriers

Week 4:

Norms around Culture, Gender, and Ethics

Explore methods for negotiating across cultures and genders, the ethical implications in negotiating, and ways to bring empathy and assertiveness to the bargaining table.

Week 9:

Structural Barriers and Multi-party Negotiations

Conduct a multi-party negotiation and map the power differences of each party, recognizing barriers related to fairness, power differences, and the medium of communication.

Week 5:

Integrative Negotiation: Value Creation

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

Week 10:

Strategic Barriers and Difficult Tactics

Compare the results of the iMotions Affectiva report against your own perceptions of how you show affect, identifying difficult tactics and developing countermeasures.

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Faculty

Jared Curhan

Associate Professor, 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 current 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.

Curhan is founder and president of 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.

Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University.

Participant Testimonials

"I learned many new things about negotiation. The assignments help a ton as we were doing the actual negotiation activity. Reflection videos are great as well."

— Rajesh Kolla, Director of Engineering, Taulia Inc, USA

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

— Alessandra Calabro, Market Access & Corporate Affairs Director, Celgene, Brazil

"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."

— Lucio Arcila, Regional Security Advisor, Microsoft, Mexico

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Certificate

Receive a verified digital certificate of completion from MIT Sloan School of Management. This program also counts towards an MIT Sloan Executive Certificate.

Download Brochure

After successful completion of the program, your verified digital certificate will be emailed to you, at no additional cost, in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of MIT Sloan.

Mastering Negotiation and Influence

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Learn How to Influence Others to Change the World

Who Should Attend

Program Highlights

Program Experience

Program Modules

Week 1:

Week 2:

Week 3:

Week 4:

Week 5:

Week 6:

Week 7:

Week 8:

Week 9:

Week 10:

Week 1:

Week 6:

Week 2:

Week 7:

Week 3:

Week 8:

Week 4:

Week 9:

Week 5:

Week 10:

Faculty

Jared Curhan

Associate Professor, Work and Organization Studies

Jared Curhan

Participant Testimonials

— Rajesh Kolla, Director of Engineering, Taulia Inc, USA

— Alessandra Calabro, Market Access & Corporate Affairs Director, Celgene, Brazil

— Lucio Arcila, Regional Security Advisor, Microsoft, Mexico

Certificate

Certificate

Early registrations are encouraged. Seats fill up quickly!