NEGOTIATION & INFLUENCE

In collaboration with
 Negotiation and Influence

OVERVIEW

“ It’s not just the terms

of a deal that matter,
but also how the
parties feel when they
walk away.
“
Prof. Jared Curhan
Director of MIT's ‘Negotiation
for Executives’ Program

The ability to negotiate favorable agreements—with
customers, colleagues, investors, and suppliers is a
vital skill for executives. To be able to do so, leaders
should be able to examine the psychology of
decision making, overcome barriers to negotiation,
and apply successful negotiation tactics while
evaluating alternate approaches.
This course will help you rethink negotiation as a
problem solving tool and identify how you can
create and claim value in your interactions—from
the everyday to the rare and high value.
By the end of this course, you will be able to:
• Examine how your own personality traits influence
your negotiations
• Apply different negotiation principles in different
situations to claim value in the negotiation
• Recognize & resolve different types of issues to
create and claim value
• Discuss the effectiveness of different negotiation
strategies in producing value in negotiations
• Build and maintain working relationships without
forfeiting economic outcomes
• Create plans for overcoming difficult tactics to
produce value in negotiations

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 Negotiation and Influence

PAST PARTICIPANTS

TOP COUNTRIES REPRESENTED

950+ participants from over 60 countries have benefitted from this course.

Germany
United States

Switzerland

Colombia

UAE India
Mexico

Brazil

WORK EXPERIENCE
The course has had CEOs, Directors, Managers and Senior Managers participating.

10% 20% 23% 24% 23%

1-5 Years 6-10 Years 11-15 Years 16-20 Years 21+ Years

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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

Search for #EmeritusNEGO on LinkedIn to read more participant stories.

of over 950 participants Participant’s rating of the

84% successfully completed 4.8 course (based on 830

the course 5 ratings of past participants)

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 Negotiation and Influence

COURSE FACULTY

Jared Curhan
Sloan Distinguished Associate Professor of
Organization Studies

Jared Curhan is the Sloan Distinguished Professor of

Management and 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 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

Grow your influence while strengthening

relationships through negotiation. It’s possible when 83
you master proven negotiation strategies and Video Lectures
techniques. In this course, you’ll gain a greater
understanding of core negotiations strategy, how to
use distributive and integrative bargaining to create
value during negotiations, and how to overcome
psychological and strategic barriers to success.
12
Discussions

9
Assignments

7
Simulations

2
Peer Review /
Discussions

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 Negotiation and Influence

SYLLABUS

MODULE 1 - INTRODUCTION TO NEGOTIATIONS

Pre-Work
• Personal Evaluation survey

Framework
• Introduction to the negotiations platform
• Course overview
• Simulation game: Rock-Paper-Scissors

Application
• Reflection and discussion of key takeaways

MODULE 2 - CORE NEGOTIATIONS STRATEGY

Pre-work
• Prepare for Win As Much As You Can

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

MODULE 3 - DISTRIBUTIVE BARGAINING: KEY CONCEPTS

Pre-work
• Prepare for 67 Fish Pond Lane

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

MODULE 4 - DISTRIBUTIVE BARGAINING: INFLUENCING AND

CLAIMING VALUE

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

MODULE 5 - INTEGRATIVE NEGOTIATION: VALUE CREATION AND

SUBJECTIVE VALUE

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

MODULE 6 - THE NEGOTIATOR'S DILEMMA: PERSONAL SIGNATURES

AND PRE-NEGOTIATING STRATEGY

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

MODULE 7 - PUTTING IT ALL TOGETHER

Pre-work
• Prepare for Bakra Beverage

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

MODULE 8 - PSYCHOLOGICAL AND STRATEGIC BARRIERS

Pre-work
• Completion of Bakra Beverage

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

THE LEARNING EXPERIENCE

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.

Recorded Video Lectures

The recorded video lectures are by course faculty.

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.

Continuous Course Access

You will continue to have access to the course videos and learning material for up to 12
months from the course start date.

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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

Peter Hirst Bob Halperin

Senior Associate Dean: Executive Education Academic Director
MIT Sloan School of Management EMERITUS

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 Negotiation and Influence

COURSE FEE AND DURATION

USD 1,400
2 Months, Online

Singapore residents who wish to enroll for this course will be charged GST.

Flexible payments options available.

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 Negotiation and Influence

BENEFITS TO THE LEARNER

Deepen Your Intellectual Capital Manage Your Brand Capital

World-class curriculum & teaching by A global business education on your

faculty from MIT Sloan resume

Peer-to-peer interaction Learning Circles,

virtual classroom discussions, and project
reviews

Selective entrance criterion ensures you

learn with the best

Enhance Your Social Capital Enhance Your Career Capital

Make new, life-long connections with Learn while you earn
experienced business people from a wide
variety of cultures, industries and Get noticed. Get ahead.
backgrounds
Understand how to manage your career
Inclusion in the Emeritus Network and personal brand

Invitations to Emeritus Network events

globally including career panels, CXO
speaker series, and industry interactions

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 www.emeritus.org

Schedule a call with a Program Advisor to learn how this course can help you

SCHEDULE A CALL

Apply for the program here

APPLY NOW

E-mail: info@emeritus.org
Call: +1 (315) 982 5094
We attempt to respond to queries in 24 hours or less. However, over weekends and holidays, our responses may take up to 72 hours.

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Emeritus | Council for Private Registration No. 201510637C | Period: 29 March 2018 — 28 March 2022