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.

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.

AI as a Teacher

Utilize iMotions Affectiva, an expression analysis technology from MIT’s Media Lab, to examine body language and responses during live simulations.

Program Experience

83 Video Lectures

12 Discussions

9 Live Negotiation Simulations

1 Negotiator's Dealbook

2 Peer Review / Discussions

Program Modules

Module 1: Introduction to Negotiations and Core Negotiation Strategy

Module 2: Distributive Bargaining: Key Concepts

Module 3: Distributive Bargaining: Influencing and Claiming Value

Module 4: Norms around Culture, Gender, and Ethics

Module 5: Integrative Negotiation: Value Creation

Module 6: Subjective Value

Module 7: The Negotiator's Dilemma: Personal Signatures & Pre-Negotiation Strategy

Module 8: Psychological Barriers

Module 9: Structural Barriers and Multi-party Negotiations

Module 10: Strategic Barriers and Difficult Tactics

This program includes 8-10 practice hours involving live partner simulations

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 resolut...

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 situat...

Lucio Arcila

Regional Security Advisor, Microsoft, Mexico

Certificate

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

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.

FAQs

The Program

The Learning Experience

Certification

Technical Requirements

Payment Process

Refund Policy

Please note that our team is away from December 23, 2024 to January 2, 2025 for the year-end holidays. We look forward to addressing your queries when we resume operations in the new year.

Have Questions?

Email: enterprise.clientsuccess@emeritus.org. We attempt to respond to queries in 24 hours or less. However, over weekends and holidays, our responses may take up to 72 hours.