Negotiation Strategies online program

Course starts 28 October 2020

Course information

Registration Closes:
20 October 2020
Course Starts:
28 October 2020
6 weeks, excluding orientation
6–8 hours per week, entirely online
USD $2,800
Payment Options
Yale School of Management Executive Education


In the face of an increasingly tech-driven workplace, there has been a rise in the need for human capabilities that can't be replicated by machines. These include creativity, emotional intelligence, and interpersonal skills such as negotiation which can drive the competitive edge in business.1

Collaborative negotiation places the human element at the center of all deal-making and mediations. This ensures that all parties involved feel that they have a sense of control and that the outcome is a win-win situation. It also fosters transparency and trust, separates the people from the problem and sets the tone for future conflict resolutions.

Whether you’re negotiating contracts and agreements, influencing major organizational decisions, or looking to better maintain relationships with clients and colleagues, you’ll benefit from developing a robust, but considerate style of negotiation.

1Deloitte (Jun, 2019).

Download course prospectus

What will set you apart

Earn a certificate from the Yale School of Management Executive Education in this online program and be empowered to:

  • Apply collaborative techniques by approaching negotiation as a partnership

  • Develop practical negotiation skills through the exploration of strategies, common pitfalls, and real-world case studies

  • Participate in live online negotiation sessions to develop your technique

  • Use question-asking tools to understand the needs of your partner and maximize value for both parties

  • Explore post-settlement settlements to achieve an enhanced outcome in a second round of negotiations

  • Analyze your own strengths and weaknesses to establish your strongest negotiation style and develop your personalized preparation document for future arbitration scenarios

Course curriculum

Develop your own collaborative negotiating style and discover how to avoid the common pitfalls in deal-making as you follow your learning path through the weekly modules of this online program:

  • Orientation Module Welcome to your Online Campus
  • Module 1 The value of engaging in negotiation
  • Module 2 Question-asking practices for effective negotiation
  • Module 3 Understanding and expanding the pie
  • Module 4 Securing a better deal for both parties
  • Module 5 Creating value by turning an opponent into a partner
  • Module 6 Developing your personalized negotiation strategy

A powerful collaboration

This Yale School of Management Executive Education online program is delivered in collaboration with GetSmarter. Learn from industry thought leaders and gain both practical skills and theoretical knowledge to effectively negotiate in any situation.

Your Program Convener

The design of this online program is guided by the Yale SOM Executive Education faculty and industry experts who will share their experience and in-depth subject knowledge with you throughout the program.

Daylian Cain

Dr Daylian Cain

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

Dr Cain is an expert in human behavior and decision-making. He likes to say that he studies “why smart people do dumb things.” A master of negotiation as well as renowned and awarded for his hands-on, storytelling teaching style, Cain’s research has been featured in various top academic and business journals. His research has also been discussed in the Wall Street Journal, Time Magazine, the New Yorker, Forbes, and the New York Times. Additionally, Cain has appeared as an expert commentator on National Geographic’s popular TV show Brain Games.

Guest experts

Asha Rangappa

Asha Rangappa

Former Special Agent, FBI; Senior Lecturer, Global Affairs, Yale Jackson Institute

David Bach

David Bach

Deputy Dean, Executive Programs, Yale School of Management

Jim Wilkinson

Jim Wilkinson

Chairman and CEO, TrailRunner International

Zoë Chance

Zoë Chance

Lecturer, Marketing, Yale School of Management

Earn a certificate of participation from the Yale School of Management Executive Education

Get recognized for your knowledge when you earn an official certificate of participation from the Yale SOM Executive Education — and use it to set yourself apart as a professional able to use collaborative negotiation to secure the best deal for all parties in any scenario.

Your certificate will be issued in your legal name and couriered to you, at no additional cost, upon successful completion of the program, as per the stipulated requirements. All certificate images are for illustrative purposes only and may be subject to change at the discretion of the University.


When do I start?

Our next available short course starts 28 October 2020.

Get More Information

Enter your information below to view the course prospectus from GetSmarter.

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Still have a question? These may help


    GetSmarter's learning model is designed to help you, as a working professional, improve your skills without compromising on work and family responsibilities. The course work is broken up into weekly, manageable bite-sized modules, with incremental deadlines, designed to help you pace yourself over the duration of the course and allow you the legroom to work when it suits you best.

    At the beginning of each week you'll be presented with all the lectures, notes and assignments necessary for completion. You also have access to your Success Advisor who will help you set goals and track key milestones, manage your time, and field any administrative requests you might have.


    By improving your skills and industry knowledge, you'll be having an influence on the success of your organisation.

    Why wouldn't you ask your boss to help you fund your studies if it's going to have an impact on the way you do business?

    37% of our past students receive financial assistance from their employers. You can ask for help, too. Here is a guide to show you how to receive financial assistance from your employer.


    The Online Campus will be your virtual classroom for the duration of your course. Through its easy-to-use interface you'll have access to a diverse variety of course content formats, including: interactive video lectures, module notes, practice quizzes, Prezis, assignment briefs, and additional web resources.

    On the Online Campus, you'll also be able to ask questions and interact with your fellow students and Head Tutor through the Online Campus discussion forums. If you're experiencing tech issues or need advice from your personal Success Advisor, you can use the Online Campus to get in touch.