Mastering Negotiation and Influence

The leadership skill that you can't afford not to master.

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Course Dates

STARTS ON

October 6, 2022

Course Duration

DURATION

10 weeks, online
4-6 learning hours per week

Course Fee

PROGRAM FEE

US$3,200

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.

Expression Analysis
  • Analyze your body language and physiological responses based on your performance in a live simulation.

Program Experience

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83 Video Lectures

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12 Discussions

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9 Live Negotiation Simulations

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1 Negotiator's Dealbook

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2 Peer Review / Discussions

Program Modules

Module 1:

Introduction to Negotiations and Core Negotiation Strategy

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

Module 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.”

Module 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.

Module 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.

Module 5:

Integrative Negotiation: Value Creation

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

Module 6:

Subjective Value

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

Module 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.

Module 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.

Module 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.

Module 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.

Module 1:

Introduction to Negotiations and Core Negotiation Strategy

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

Module 6:

Subjective Value

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

Module 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.”

Module 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.

Module 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.

Module 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.

Module 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.

Module 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.

Module 5:

Integrative Negotiation: Value Creation

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

Module 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.

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

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Faculty

Faculty Member Jared Curhan

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

Rajesh Kolla

"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

Alessandra Calabro

"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

Lucio Arcila

"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

Certificate

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

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.

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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