COVID-19 STATEMENT: While this virus is impacting everyone differently, this online program is continuing as planned.
Please consider joining our global online classroom for an enriching and interactive experience to further your career.
While this virus is impacting everyone differently, this online program is continuing as planned. Please consider joining our global online classroom for an enriching and interactive experience to further your career.
EMERITUS Institute of Management

STARTS ON

August 27, 2020

DURATION

10-weeks, online
4-6 hours per week

STARTS ON

August 27, 2020

DURATION

10-weeks, online
4-6 hours per week

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.

43%

Monthly active job postings for negotiation skill increased by 43% from 2018 to 2019.

Source: Emsi Labor Market Analytics

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

Action Learning

Action Learning

Practice and hone negotiation skills in a real time, virtual environment.

Introspection and Reflection

Introspection and Reflection

Take self-assessments to provide insights about how you’re feeling and performing in different cases. The information will be generated into graphs to help you understand your strengths, weaknesses, and how you can improve.

Scientific Research

Scientific Research

Examine the studies on how people negotiate, where they make predictable mistakes, and how they can become more effective.

Experience The Most Cutting-Edge Technology for Learning

Experience The Most Cutting-Edge Technology for Learning

Associate Professor of Organization Studies Jared Curhan is a leader in implementing technology to ensure learning is an interactive and dynamic process. Winner of the student-nominated 2019 Digital Technology Award for effectively using digital technology to improve teaching at MIT, Curhan makes use of the latest technology in this program, too. You can expect simulations and experiences with artificial intelligence (AI).

AI as a Teacher

AI as a Teacher

One of the highlights of this program is the use of iMotions Affectiva, which is an expression analysis technology from MIT’s Media Lab. It recognizes emotion based on facial cues or physiological responses. During a live negotiation, the technology will map your face. Then, it will produce a report indicating how many times your face displayed different affect states. You will then reflect on how your facial expressions influence your ability to get across your message and what you might change.

  • 83 Video Lectures

  • 12 Discussions

  • 9 Negotiation Simulations

  • 1 Negotiator's Dealbook

  • 2 Peer Review / Discussions

Program Modules

Introduction to Negotiations and Core Negotiation Strategy

Distributive Bargaining: Key Concepts

Distributive Bargaining: Influencing and Claiming Value

Norms around Culture, Gender, and Ethics

Integrative Negotiation: Value Creation

Subjective Value

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

Psychological Barriers

Structural Barriers and Multi-party Negotiations

Strategic Barriers and Difficult Tactics

Faculty

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.

Read more

Participant Testimonial

Certificate

MIT Sloan School of Management

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

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.

MIT Sloan School of Management

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.

Early applications are encouraged.

Flexible payment options available. Click here to learn more.

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