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.

At the end of this course, participants will be able 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 and maintain working relationships without forfeiting economic outcomes

– Deal with difficult tactics



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  • Interactive Lecture
    53Interactive Lectures
  • 6Mobile App Discussions
  • Discussions
    6Simulation, Games and Role Plays
  • Peer Learning
    4Peer Learning Discussions



a) Reflection: What Kind of Negotiation Challenges Do You Face at Work?



a) Principles of Influence

b) Simulation Game: Rock Paper Scissors

c) Simulation Game: Win As Much As You Can

d) The Evolution of Cooperation



a) Reflection and Discussion of Key Takeaways


a) 67 Fishpond Lane (Harvard Law School Program on Negotiation)



a) Case Study: Buying or Selling a House

b) Claiming Value:

– Focal Points

– “BATNA”s – Best Alternative to a Negotiated Agreement

– Reservation Values – Knowing When to Walk Away

c) Principles of Influence:

– Reciprocity

– Commitment

– Other Principles of Influence

d) Distributive Bargaining – How to Claim Value



a) Practice: Negotiate to buy and sell used cars

b) Self-Reflection Survey:

– What went well?

– What did not go well?

– What could be done differently?


a) Read and Prepare Your Role in the Case of Hiring a Freelance Consultant



a) Types of Negotiation Issues:

– Distributive

– Compatible

– Integrative

b) Integrative Bargaining

c) How to Create Value?

d) Subjective Values

e) 4 Pillars of Subjective Value



a) Negotiate COO vs Consultant

b) Discussion on Subjective Value


a) Survey: Understanding Your Personal Negotiation “Signature”



a) Difference between BATNA and Reservation Price

b) Value Creation and Value Claiming

c) Managing the Negotiator’s Dilemma

d) The Neo 5 Factors Inventory

e) TraitEmotions

f) The Seven Elements of Pre-Negotiation Strategy:

– Parties Interests

– Alternatives

– Options

– Legitimacy

– Commitment

– Relationship

– Communication



a) Apply what you have learned & analyze the Monty Python case

b) Survey: Evaluate your negotiation skills & receive feedback


a) Prepare your role: Bakra Beverage(Harvard Law School Program on Negotiation)



a) Study the Capstone Case – Bakra Beverage

b) Exercise – The Ultimatum Game

c) Barriers to Negotiation – Structural Barriers



a) Peer Learning Circle: Work with your peers on the seven-element framework for your side of the Bakra case

b) Self-reflection: What could you have done differently in your negotiation?


a) Barriers to Negotiation:

– Psychological

– Power of Framing

– Reactive Devaluation

– The Equity Barrier


b) Strategic Barriers

c) Dealing with Difficult Tactics:

– Stonewalling

– Attacks

– Tricks

d) The Circle of Value

e) Difficult Tactics and How to Diffuse Them



a) Reframing test: Submit your option to reframe

b) Work in pairs: Spend 10 minutes to diffuse a difficult tactic

c) Discussion on key takeaways


  • Jared Curhan
    Jared Curhan
    Sloan Distinguished Associate Professor of Organization Studies
    MIT Management Executive Education


EMERITUS follows a unique online model. This model has ensured that nearly 90 percent of our learners complete their course.

  • OrientationOrientation 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. You will also learn how to use the learning platform and other learning tools provided.
  • Goal SettingWeekly 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.
  • Video LecturesRecorded Video Lectures
    The recorded video lectures are by faculty from the collaborating university.
  • Live WebinarsLive 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 and Wednesdays.
  • Clarifying DoubtsClarifying Doubts
    In addition to the live webinars, for some courses, the course leaders conduct Office Hours, which are webinar sessions that are open to all learners. During Office Hours, learners ask questions and course leaders respond. These are usually conducted every alternate week to help participants clarify their doubts pertaining to the content.
  • Follow-UpFollow-Up
    The EMERITUS Program Support team members will follow up and assist over email and via phone calls with learners who are unable to submit their assignments on time.
  • Continuous Course AccessContinued 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.

EMERITUS Program Support Team

If at any point in the course you need tech, content or academic support, you can email program support and you will typically receive a response within 24 working hours or less.


Device Support

You can access EMERITUS courses on tablets, phones and laptops. You will require a high-speed internet connection.



On completing the course you join a global community of 5000+ learners on the EMERITUS Network. The Network allows you to connect with EMERITUS past participants across the world.



  • Starts 28 June 2019
  • 2 Months
  • 2 – 4 hours per week
  • Course Fees USD 1,200


  • You can pay for the course either with an international debit or credit card (unfortunately we are unable to accept Diners credit cards), or through a bank wire transfer. On clicking the apply now button below, you will be directed to the application form and the payment page.
  • We provide deferrals and refunds in specific cases. The deferrals and refund policy is available here.
  • You will be provided a course login within 48 hours of making a payment.


  • Please provide your work experience and your current employer via the application.
  • You can apply by clicking the Apply Now button


For any questions regarding Emeritus, the learning experience, admission & fees,  grading & evaluation please visit ONLINE CERTIFICATE COURSE FAQs



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