Upon successful completion of your course, you will earn a certificate of completion from the MIT Sloan School of Management. This course may also count toward MIT Sloan Executive Certificate requirements.

In this program, you will learn to:

• 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

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).

Explore Expression Analysis: You will have an opportunity to analyze your body language and physiological responses based on your performance in a live situation.

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

MIT Sloan Executive Education is collaborating with online education provider EMERITUS Institute of Management to offer a portfolio of high-impact online programs. By working with EMERITUS, MIT Sloan Executive Education is able to broaden access beyond on-campus offerings in a collaborative and engaging format that stays true to the quality of MIT Sloan and MIT as a whole.

EMERITUS’ approach to learning is based on a cohort-based design to maximize peer to peer sharing and includes live teaching with world-class faculty and hands-on project based learning. In the last year, more than 7,500 students from over 120+ countries have benefited professionally from EMERITUS’ courses.