UNIVERSITIESYALE SCHOOL OF MANAGEMENT EXECUTIVE EDUCATION

Negotiation Strategies online program

Course starts 22 April 2020

Course information

Registration Closes:
14 April 2020
Course Starts:
22 April 2020
Length:
6 weeks, excluding orientation
Effort:
6–8 hours per week, entirely online
Price:
USD $2,800
Payment Options
University:
Yale School of Management Executive Education
Language:
English

Introduction

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

Daylian Cain

Senior Lecturer in Negotiations and Ethics, Yale School of Management

Dr Cain is an expert in human behavior and decision-making. He specializes in conflicts of interest and the perverse effects of disclosing them, as well as turning altruism on and off. A master of negotiation — renowned and awarded for his hands-on, storytelling teaching style — Cain’s research has been featured in various top academic and business journals, and discussed in the Wall Street Journal, Time Magazine, Forbes, and the New York Times.

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.

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When do I start?

Our next available short course starts 22 April 2020.

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Still have a question? These may help

  • WILL I HAVE THE TIME?

    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 Manager who will help you set goals and track key milestones, manage your time, and field any administrative requests you might have.

  • CAN MY EMPLOYER ASSIST WITH PAYMENT?

    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.

  • WHAT IS THE ONLINE CAMPUS?

    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 Manager, you can use the Online Campus to get in touch.