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Brochure - MIT Sloan - EM - NEGO - 01 - Oct - 2021 - V22
Brochure - MIT Sloan - EM - NEGO - 01 - Oct - 2021 - V22
In collaboration with
Negotiation and Influence
OVERVIEW
The ability to negotiate favorable agreements—with By the end of this course, you will be able to:
customers, colleagues, investors, and suppliers is a
• Examine how your own personality traits influence
vital skill for executives. To be able to do so, leaders
your negotiations
should be able to examine the psychology of
decision making, overcome barriers to negotiation, • Apply different negotiation principles in different
and apply successful negotiation tactics while situations to claim value in the negotiation
evaluating alternate approaches. • Recognize & resolve different types of issues to
create and claim value
This course will help you rethink negotiation as a • Discuss the effectiveness of different negotiation
problem solving tool and identify how you can strategies in producing value in negotiations
create and claim value in your interactions—from • Build and maintain working relationships without
the everyday to the rare and high value. forfeiting economic outcomes
• Create plans for overcoming difficult tactics to
produce value in negotiations
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Negotiation and Influence
PAST PARTICIPANTS
Germany
United States
Switzerland
Colombia
UAE India
Mexico
Brazil
WORK EXPERIENCE
The course has had CEOs, Directors, Managers and Senior Managers participating.
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Negotiation and Influence
PARTICIPANTS’ REVIEWS
“ Well, this is fantastic course and I learned a lot. It has given the
real-time understanding of how investigation takes place in the real
world and how various components of negotiation work together.
”
Asim Saleem
GE Digital, Australia
“ 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
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
Microsoft, Mexico
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Negotiation and Influence
COURSE FACULTY
Jared Curhan
Sloan Distinguished Associate Professor of
Organization Studies
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 a BA in psychology from Harvard University and an MS and a PhD in psychology from Stanford
University.
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Negotiation and Influence
COURSE HIGHLIGHTS
9
Assignments
7
Simulations
2
Peer Review /
Discussions
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Negotiation and Influence
SYLLABUS
Framework
• Introduction to the negotiations platform
• Course overview
• Simulation game: Rock-Paper-Scissors
Application
• Reflection and discussion of key takeaways
Framework
• Simulation game: Win As Much As You Can
• Core negotiation strategies
• Robert Axelrod’s experiment on Tit-for-Tat Strategy
Application
• Reflection and discussion of key takeaways
Framework
• Simulation game: 67 Fish Pond Lane
• Understanding Disruptive bargaining
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Negotiation and Influence
• Claiming value:
- Focal points
- Best Alternative to a Negotiated Agreement (BATNA)
- Reservation prices
Application
• Reflection and discussion of key takeaways
Pre-work
• Prepare for used car case
Framework
• Simulation game: Used car case
• Continuing with the concept of Disruptive bargaining
• Cialdini’s principles of influence
• Understand the concepts of anchoring and value claiming
Application
• Reflection and discussion of key takeaways
Pre-work
• Prepare for hiring a freelance consultant
Framework
• Simulation game: Hiring a Freelance Consultant
• Understanding disruptive, compatible, and integrative issues
• Understanding integrative bargaining
• Four drivers of subjective value:
- Instrumental
- Self
- Process
- Relationship
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Negotiation and Influence
Application
• Reflection and discussion of the key takeaways
Pre-Work
• Download the Personal Evaluation Assignment report
Framework
• Managing the Negotiator’s Dilemma
• Trait Emotions
• The Seven Elements of Pre-Negotiation Strategy:
- Parties Interests
- Alternatives
- Options
- Legitimacy
- Commitment
- Relationship
- Communication
Application
• Reflection and discussion of key takeaways
• Implementing the learning in the Personal Evaluation assignment
Framework
• Study the Capstone Case – Bakra Beverage
• Exercise – The Ultimatum Game
Application
• Apply the 7 Elements framework to the Bakra Beverage negotiation
• Self-reflection: What could you have done differently in your negotiation?
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Negotiation and Influence
Framework
• Barriers to Negotiation:
- Psychological
- Power of Framing
- Reactive Devaluation
- The Equity Barrier
• Strategic Barriers
• Dealing with Difficult Tactics:
- Stonewalling
- Attacks
- Tricks
• Difficult Tactics and How to Diffuse Them
Application
• Analyze a past, current, or future negotiation challenge using the concepts learned in the course
• Discussion on key takeaways
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Negotiation and Influence
Emeritus follows a unique online model. This model has ensured that nearly 90 percent of our
learners complete their course.
Orientation Week
The first week is orientation week. During this week you will be introduced to the other
participants in the class from across the world and you will learn how to use the learning
management system and other learning tools provided.
Weekly Goals
On other weeks, you have learning goals set for the week. The goals would include watching
the video lectures and completing the assignments. All assignments have weekly deadlines.
Live Webinars
Every few weeks, there are live webinars conducted by Emeritus Course Leaders. Course
Leaders are highly-experienced industry practitioners who contextualize the video lectures and
assist with questions you may have regarding your assignments. Live webinars are usually
conducted between 1 pm and 3 pm UTC on Tuesdays or Wednesdays.
Clarifying Doubts
In addition to the live webinars, the Course Leaders also conduct Office Hours every week or
every alternate week to help participants clarify their doubts pertaining to the content.
Follow-Up
Emeritus Program Support Team follow-up over email and phone calls with learners who are
unable to submit their assignments on time.
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Negotiation and Influence
CERTIFICATE
Upon successful completion of the course, participants will be awarded a verified digital
certificate by Emeritus, in collaboration with MIT Sloan.
P L E
M
THIS IS TO CERTIFY THAT
A
YOUR NAME
S
HAS ATTENDED AND SUCCESSFULLY COMPLETED
NEGOTIATION AND INFLUENCE
YEAR
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Negotiation and Influence
USD 1,400
2 Months, Online
Singapore residents who wish to enroll for this course will be charged GST.
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Negotiation and Influence
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