Executive Education Programs Program Information


MIT Sloan School of Management - USA

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  Negotiation for Executives

Negotiation for Executives

Dates: Nov 05-06, 2013 | Apr 10-11, 2014 | Jun 10-11, 2014 | Oct 28-29, 2014  
Location: Cambridge, Massachusetts
Tuition: $2,900 (excluding accommodations)

Negotiation is a daily practice within business organizations.  We negotiate all the time--with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits.  Successful negotiation requires self-awareness, preparation, and practice.  This program addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and plenty of opportunities to practice and hone your negotiation skills.  Drawing on fundamental negotiation principles based on scientific research as well as specific real-world examples, this program aims to enhance personal gains in negotiation, while simultaneously sustaining important relationships.

The MIT Edge
True to the deeply analytical and quantitative MIT style, the material in this program is based on extensive scientific research by Professor Curhan and his colleagues. Professor Curhan is renowned not only for his engaging interactive teaching style, but also for his pioneering research on the social and psychological components of negotiation.  His research includes topics such as: conceptions of fairness, concern for personal integrity, lasting reputations, company loyalty, preference change during the course of a negotiation, norms for appropriate negotiating behavior, and relational dynamics among negotiators who interact multiple times

“Successful negotiation is about communication. When you find creative ways of meeting other people's goals, they won't stand in the way of yours.”

Prof. Jared R. Curhan

In this program, participants will learn how to:
- Leverage their own specific personality traits and abilities to boost negotiation      outcomes
- Enhance bargaining power to claim a larger share of the pie
- Recognize and resolve different types of issues to create and claim value
- Develop strategies for efficient pre-negotiation preparation
- Build and maintain working relationships without forfeiting economic outcomes
- Deal with difficult tactics

Who should attend:
Powerful negotiators are valued at all levels of an organization.  If your responsibilities include interacting in some shape or form with others, then this program is for you. Typical participants' areas of expertise tend to include:
- sales and marketing
- planning and development
- operations management
- strategic partnerships
- supply-chain agreements
- recruitment and human resources


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