NEGOTIATION STRATEGIES

Master the art of collaborative negotiation to increase value for all negotiation parties

Duration

6 weeks, excluding
orientation

Effort

6–8 hours per week,
entirely online

Learning Format

Weekly modules,
flexible learning

On completion of this program, you’ll walk away with:

1

The ability to create and maximize value for all parties by applying a collaborative negotiation style.

2

Practical negotiation skills developed through the exploration of different strategies and common pitfalls, discussing real-world case studies, and taking part in live sessions with fellow participants.

3

An understanding of your negotiation strengths established by self analysis, as well as a personalized preparation document to use in future scenarios.

4

Expert insights into the professional value of collaborative negotiations from esteemed Yale SOM faculty and thought leaders.*

*Upon successful completion of your program, you’ll also join the exclusive Yale School of Management Executive Education Alumni group on LinkedIn

Program outline

Over the duration of this online program, you’ll work your way through the following modules:

Module 1: The value of engaging in negotiation
Learn how to add value to a deal using negotiation.

Module 2: Question-asking practices for effective negotiation
Determine what your negotiation partner wants, why, and in what order.

Module 3: Understanding and expanding the pie
Learn about the tools and concepts that allow you to maximize value collaboratively.

Module 4: Securing a better deal for both parties
Engage in your second negotiation with a partner in order to attempt reaching a post-settlement settlement.

Module 5: Creating value by turning an opponent into a partner
Determine how value can be created and claimed through collaborative negotiation techniques.

Module 6: Developing your personalized negotiation strategy
Develop your own preparation document to use in future negotiations.

Your Program Convener

Daylian Cain

Senior Lecturer in Negotiations, Leadership, and Ethics, Yale School of Management

Dr Cain's research focuses on judgment and decision-making, and behavioral business ethics. He is a leading expert on conflicts of interest, especially the obstructive effects of disclosing conflicts of interest, and how to turn altruism on and off. Notably, Cain’s research has been discussed in the Wall Street Journal, Time Magazine, Forbes, the New Yorker, the Washington Post, BusinessWeek, USA Today, the New York Times, and other top media outlets such as NPR. Cain has won national teaching awards and has also appeared as a commentator on National Geographic’s popular TV show, Brain Games.

“I was incredibly impressed with the content, the online learning experience was intuitive and simple, and my understanding of this topic has been invaluably enhanced. Meeting and networking with my fellow Yale classmates all over the world was a cherry on top and incredibly fulfilling. The online support was ever-present and easily accessible, no matter your geographic location or time of day.”
- Vanja Lane, Senior Legal Counsel

 

“The online experience provided by Yale SOM was second to none. The content proved to be extensive in depth and theory, and the lessons learned will benefit all those in any negotiations, whether in business or in their personal lives.”
- Steven Tower, Director of Marketing & Communications

An online education that sets you apart

This Yale School of Management Executive Education online program is delivered in collaboration with online education provider GetSmarter. Join a growing community of global professionals, and benefit from the opportunity to:

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Gain verifiable and relevant competencies and earn invaluable recognition from an international selection of universities and institutions, entirely online and in your own time.

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Enjoy a personalized, people-mediated online learning experience created to make you feel supported at every step.

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Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones.

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