The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events Specialist
The leadership skill that you can't afford not to master.
February 3, 2022
10 weeks, online
4-6 learning hours per week
Our students tell us that taking this program together with their colleagues help to share common language and accelerate impact.
We hope you find the same. Special pricing is available for groups.
The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events SpecialistBased on the information you provided, your team is eligible for a special discount, for Mastering Negotiation and Influence starting on February 3, 2022 .
We’ve sent you an email with enrollment next steps. If you’re ready to enroll now, click the button below.
Have questions? Email us at group-enrollments@emeritus.org.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.
To develop the skills of a top negotiator, you will explore your strengths and weaknesses using a variety of learning modalities and technologies.
83 Video Lectures
12 Discussions
9 Live Negotiation Simulations
1 Negotiator's Dealbook
2 Peer Review / Discussions
Using the live negotiations simulation platform, you will experience conflict, identify your own negotiation style, and dive into the basics of negotiation.
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.”
Discovering research into the science of persuasion, you will develop confidence in the principles of influence, anchoring, and value claiming.
Explore methods for negotiating across cultures and genders, the ethical implications in negotiating, and ways to bring empathy and assertiveness to the bargaining table.
Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.
Evaluate the four drivers of subjective value and learn to strike a balance between claiming objective value and building subjective value.
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.
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.
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.
Compare the results of the iMotions Affectiva report against your own perceptions of how you show affect, identifying difficult tactics and developing countermeasures.
Using the live negotiations simulation platform, you will experience conflict, identify your own negotiation style, and dive into the basics of negotiation.
Evaluate the four drivers of subjective value and learn to strike a balance between claiming objective value and building subjective value.
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.”
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.
Discovering research into the science of persuasion, you will develop confidence in the principles of influence, anchoring, and value claiming.
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.
Explore methods for negotiating across cultures and genders, the ethical implications in negotiating, and ways to bring empathy and assertiveness to the bargaining table.
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.
Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.
Compare the results of the iMotions Affectiva report against your own perceptions of how you show affect, identifying difficult tactics and developing countermeasures.
This program includes 8-10 practice hours involving live partner simulations
Download Brochure
— Rajesh Kolla, Director of Engineering, Taulia Inc, USA
— Alessandra Calabro, Market Access & Corporate Affairs Director, Celgene, Brazil
— Lucio Arcila, Regional Security Advisor, Microsoft, Mexico
Receive a verified digital certificate of completion from MIT Sloan School of Management. This program also counts towards an MIT Sloan Executive Certificate.
Download BrochureAfter 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.
Flexible payment options available.