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
  • Help you understand your “Personal Negotiation Signature”
  • 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


This course is designed for working professionals in leadership, managerial and specialized roles where negotiation plays a pivotal part. Research shows that even people who don’t believe they negotiate engage in some form of negotiation between 8,000 and 10,000 times a year. In fact, up to 80% of your communication could be described as a form of negotiation. (Source: Market Watch Centre of Negotiation) Effective negotiations require careful advance planning and preparation. Learn the tools and frameworks to negotiate using the MIT way.

Previous batches have come from:

  • Industries: Consulting, media, IT products and services, banking and financial services, education, healthcare and retail.
  • Countries: United States, India, Brazil, Germany, Canada, UAE, South Africa, Switzerland.

Emeritus and MIT Sloan School of Management

MIT Sloan Executive Education has collaborated with Emeritus to offer a portfolio of online programs. These programs leverage our faculty’s thought leadership in management practice developed over years of research, teaching and practice. Through Emeritus we expect to extend our impact in the world of leadership development to learners across the world. You can read more about this relationship here.


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  • Starts on


  • Duration

    2 Months, Online

    (2 - 4 hours per week)
  • Course Fees

    US$ 1,400*

Curriculum & Faculty


  • Pre-Work
  • a) Personal Evaluation survey
  • Framework
  • a) Introduction to the negotiations platform
  • b) Course overview
  • c) Simulation game: Rock-Paper-Scissors
  • Application
  • a) Reflection and discussion of key takeaways
  • Pre-Work
  • a) Prepare for Win As Much As You Can
  • Framework
  • a) Simulation Game: Win As Much As You Can
  • b) Core negotiation strategies
  • c) Robert Axelrod’s experiment on Tit-for-Tat Strategy
  • Application
  • a) Reflection and discussion of key takeaways
  • Pre-Work
  • a) Prepare for 67 Fish Pond Lane
  • Framework
  • a) Simulation game: 67 Fish Pond Lane
  • b) Understanding Disruptive bargaining
  • c) Claiming value:
  • - Focal Points
  • - Best Alternative to a Negotiated Agreement (BATNA)
  • - Reservation prices
  • Application
  • a) Reflection and discussion of key takeaways
    • Pre-Work
    • a) Prepare for used car case
    • Framework
    • a) Simulation game: Used car case
    • b) Continuing with the concept of Disruptive bargaining
    • c) Cialdini’s principles of influence
    • d) Understand the concepts of anchoring and value claiming
    • Application
    • a) Reflection and discussion of key takeaways
  • Pre-Work
  • a) Prepare for hiring a freelance consultant
  • Framework
  • a) Simulation game: Hiring a Freelance Consultant
  • b) Understanding disruptive, compatible, and integrative issues
  • c) Understanding integrative bargaining
  • d) Four drivers of subjective value:
  • - Instrumental
  • - Self
  • - Process
  • - Relationship
  • Application
  • a) Reflection and discussion of the key takeaways
  • Pre-Work
  • a) Download the Personal Evaluation Assignment report
  • Framework
  • a) Managing the Negotiator’s Dilemma
  • b) Trait Emotions
  • c) The Seven Elements of Pre-Negotiation Strategy:
  • – Parties Interests
  • – Alternatives
  • – Options
  • – Legitimacy
  • – Commitment
  • – Relationship
  • – Communication
  • Application
  • a) Reflection and discussion of key takeaways
  • b) Implementing the learning in the Personal Evaluation assignment
  • Pre-Work
  • a) Prepare for Bakra Beverage
  • Framework
  • a) Study the Capstone Case – Bakra Beverage
  • b) Exercise – The Ultimatum Game
  • Application
  • a) Apply the 7 Elements framework to the Bakra Beverage negotiation
  • b) Self-reflection: What could you have done differently in your negotiation?
  • Pre-Work
  • a) Completion of Bakra Beverage
  • Framework
  • 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) Difficult Tactics and How to Diffuse Them
  • Application
  • a) Analyze a past, current, or future negotiation challenge using the concepts learned in the course
  • b) Discussion on key takeaways


Jared Curhan
Jared Curhan

Associate Professor, Work and Organization Studies

Learning Experience

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

  • Orientation Week

    Orientation WeekThe 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.

  • Weekly Goals

    Weekly GoalsOn 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

    Recorded Video LecturesThe recorded video lectures are by faculty from the collaborating university.

  • Live Webinars

    Live WebinarsEvery 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 Doubts

    Clarifying DoubtsIn 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-Up

    Follow-UpThe 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.

  • Continued Course Access

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



These are automated tools which allow you to apply your learnings to different scenarios and achieve the desired result. It gives you an automated response as per the pre-fed information.


Discussion Boards

It is an open forum where participants pin their opinions or thoughts regarding the topic under discussion.


Mobile App Discussions

It’s an external mobile application to aid your interaction with your peers and course leader on a daily basis via 3 focused discussion channels. Participants can stay connected with the iDG Actvities and contribute their learning here


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.


Emeritus Network

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.

Program Highlights

9 Assignments
Peer Review/ Feedback
2 Peer Review/ Feedback
12 Discussions
7 Simulations
Interactive Lectures
83 Interactive Lectures

Benefits to the Learner

Career capital

Career capital

  • Professional acceleration through
  • our enriched leadership toolkit
  • Learn while you earn
  • Get noticed. Get ahead.
Social Capital

Social Capital

  • Build new networks through peer interaction
  • Benefit from diverse class profiles
Brand Capital

Brand Capital

  • Certificate from Emeritus in collaboration with MIT Sloan
Intellectual Capital

Intellectual Capital

  • Global Business Education
  • Rigorous and experiential curriculum
  • World-renowned faculty
  • Globally connected classroom: peer to peer learning circles
  • Action learning: learning by doing


Negotiation & Influence - Certificate Click to view certificate



  • 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

Participant Profile

Participant Experience


Kanishka Roy

Consultant & Advisor, Tata Projects
Digital Marketing: Customer Engagement, Social Media, Planning & Analytics

The 5 Digital Marketing Strategies helped to have an organized thought process of compartmentalizing the various aspects of Digital Marketing.


Joel Duran

Business Development and Innovation Director, InnovaSalud Healthcare
Digital Marketing: Customer Engagement, Social Media, Planning & Analytics

The debrief sessions and simulations provided real-world experiences and learning opportunities.


Hugo Palma

Sales and Marketing Director, L5 Networks
Digital Marketing: Customer Engagement, Social Media, Planning & Analytics

I loved the cases and references about the specific topic we were studying. It made it much clearer the understanding. I also liked the Simulations very much.


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