EXECUTIVE EDUCATION

Mastering Negotiation and Influence

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Course Dates
STARTS ON

March 10, 2021

Course Duration

DURATION

10 weeks, online
4-6 hours per week

Course Duration

PROGRAM FEE

US$3,000

Course Information Flexible payment available

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% increase in monthly active job postings for negotiation skills 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: Practice and hone negotiation skills in a real time, virtual environment.
  • 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: 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: 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: 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.

Program Experience

83 Video Lectures

83 Video Lectures

12 Discussions

12 Discussions

9 Negotiation Simulations

9 Negotiation Simulations

1 Negotiator's Dealbook

1 Negotiator's Dealbook

2 Peer Review / Discussions

2 Peer Review / Discussions

Program Modules

Week 1:

Introduction to Negotiations and Core Negotiation Strategy

Week 2:

Distributive Bargaining: Key Concepts

Week 3:

Distributive Bargaining: Influencing and Claiming Value

Week 4:

Norms around Culture, Gender, and Ethics

Week 5:

Integrative Negotiation: Value Creation

Week 6:

Subjective Value

Week 7:

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

Week 8:

Psychological Barriers

Week 9:

Structural Barriers and Multi-party Negotiations

Week 10:

Strategic Barriers and Difficult Tactics

Week 1:

Introduction to Negotiations and Core Negotiation Strategy

Week 6:

Subjective Value

Week 2:

Distributive Bargaining: Key Concepts

Week 7:

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

Week 3:

Distributive Bargaining: Influencing and Claiming Value

Week 8:

Psychological Barriers

Week 4:

Norms around Culture, Gender, and Ethics

Week 9:

Structural Barriers and Multi-party Negotiations

Week 5:

Integrative Negotiation: Value Creation

Week 10:

Strategic Barriers and Difficult Tactics
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Faculty

Jared Curhan 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

Certificate

Certificate

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

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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.

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