This program is beneficial to anyone whose role involves effecting favourable outcomes as a result of interacting and influencing other people.
8 weeks | 4-6 hours/week | Self-paced Videos + webinars + cohort
| *** 2024-2025 Cohort Enrolment dates: 26 September, 20th March*** |
Have you noticed that nearly everything in life requires compromise and thus requires some degree of negotiation to get more of what you want and less of what you don’t want?
Negotiation is a vital skill for professionals across every job function, whether it applies to partners, vendors, colleagues, employees, or recruits. Successful negotiation requires self-awareness, preparation, and practice.
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 fact, having the ability to negotiate successfully is an increasingly important skill. Monthly active job postings for negotiation skills increased by 43% from 2018 to 2019, according to labour market firm, Emsi.
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 that you will engage in live 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.
Who should attend
This program is beneficial to anyone whose role involves effecting favourable 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
Topics covered:
- Introduction to Negotiations
- Core Negotiation Strategy
- Distributive Bargaining: Key Concepts
- Distributive Bargaining: Influencing and Claiming Value
- Integrative Negotiation: Value Creation and Subjective value
- The Negotiator's Dilemma: Personal Signatures and Pre-Negotiation Strategy
- Putting it all Together
- Psychological and Strategic Barriers
Learning Outcomes:
- Enhance bargaining power to create more value and claim a larger share of the pie
- Recognize and resolve different issues that occur frequently when negotiating
- Develop strategies for efficient pre-negotiation preparation
- Build relationships without forfeiting economic outcomes
- Explore the role that cultural, gender, and ethical norms play in negotiation
- Understand how multi-party negotiations are different from two-party deals
Program Experience:
Duration: 8 weeks, 4-6 hours/week
Delivery: Online: Self-paced Videos + webinars, cohort
- Video lectures
- Discussions
- Negotiation Simulations
- Negotiator’s Dealbook
Certification - Upon successful completion of the program, you will earn a digital certificate of completion from the MIT Sloan School of Management.
Pricing:
Non-Members US$1500
AMI Members US$1275 (15% discount)
CPD points: 100
Cohort Dates:
This course runs 3 - 4 times a year. The next cohorts are starting:
26 September 2024
20th March 2025
Trainers details
Jared Curhan
Associate Professor, Work and Organization Studies
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. In 2019, he won the Teaching with Digital Technology Award, a student-nominated accolade for the effective use of digital technology to improve teaching and learning at MIT. Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University
Emeritus is an AMI Partner. We are happy to offer the course to our members with an exclusive discount.
