Yale School of Management Executive Education
Negotiation Strategies
Master the art of collaborative negotiation and learn to maximize the value for all parties in any negotiation scenario.
Starting soon
Start date
23 August 2023
Enroll by 15 August 2023
Course duration
6 weeks
Excluding orientation
Language
English
Access resources from start date
Effort
6–8 hours per week
Self-paced learning online
Course overview
The percentage of business leaders of $1 billion+ companies interested in introducing the role of chief negotiation officer to improve negotiation results.
McKinsey & Company / World Economic Forum (May, 2021).
The percentage of managers who are more likely to negotiate starting salaries with new hires than they were a year ago.
Robert Half (Oct, 2020).
Duration: 6 weeks (excluding orientation)
In the face of an increasingly tech-driven workplace, there has been a rise in the need for human capabilities that cannot be replicated by machines. These include creativity, emotional intelligence, and interpersonal skills such as negotiation, which can drive the competitive edge in business.
Collaborative negotiation places the human element at the center of all dealmaking and mediation, ensuring 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.
In the Negotiation Strategies online program from the Yale School of Management Executive Education, you’ll gain the practical skills and theoretical knowledge to effectively negotiate in any situation. Over the course of six weeks, you'll explore the principles of negotiation and learn how to turn an opponent into a negotiation partner. 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.
Is this course for you?
This program is designed for business professionals aiming to improve their negotiation, strategic communication, conflict resolution, and management skills, as well as enhance their ability to make deals and better understand how to resolve issues like disclosure. Professionals such as business owners, executives, directors, and managers who need to negotiate contracts and agreements such as job offers, promotions, asset purchases, or resource allocations will benefit from the tools and techniques covered during the course of this program. Those in roles such as product management, sales and marketing, business development, contract management, and procurement will find particular value in this program. Aspiring leaders, team and project managers, and specialists such as lawyers and accountants, can also use the techniques to effectively manage stakeholders and client relationships.
Course overview
Introduction
Duration: 6 weeks (excluding orientation)
In the face of an increasingly tech-driven workplace, there has been a rise in the need for human capabilities that cannot be replicated by machines. These include creativity, emotional intelligence, and interpersonal skills such as negotiation, which can drive the competitive edge in business.
Collaborative negotiation places the human element at the center of all dealmaking and mediation, ensuring 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.
In the Negotiation Strategies online program from the Yale School of Management Executive Education, you’ll gain the practical skills and theoretical knowledge to effectively negotiate in any situation. Over the course of six weeks, you'll explore the principles of negotiation and learn how to turn an opponent into a negotiation partner. 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.
Is this course for you?
This program is designed for business professionals aiming to improve their negotiation, strategic communication, conflict resolution, and management skills, as well as enhance their ability to make deals and better understand how to resolve issues like disclosure. Professionals such as business owners, executives, directors, and managers who need to negotiate contracts and agreements such as job offers, promotions, asset purchases, or resource allocations will benefit from the tools and techniques covered during the course of this program. Those in roles such as product management, sales and marketing, business development, contract management, and procurement will find particular value in this program. Aspiring leaders, team and project managers, and specialists such as lawyers and accountants, can also use the techniques to effectively manage stakeholders and client relationships.
What will set you apart
Collaborative negotiation techniques and question-asking tools to understand the needs of your negotiation partner and maximize value for both parties.
Practical negotiation skills developed through the exploration of strategies, real-world case studies, and common pitfalls.
A personalized preparation document for future negotiation scenarios and tangible negotiation practice gained from participating in live online negotiation sessions. 
An understanding of your own strengths and weaknesses, and a sense of your strongest negotiation style.
Unlimited access to 2U’s Career Engagement Network, offering you exclusive resources and events to support your professional journey and drive your career forward.Program curriculum
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
View brochure
What past students
think
Vanja Lane
Senior Legal Counsel, Midea
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.
Program Convener
Dr Daylian Cain
Senior Lecturer in Negotiations, Leadership and Ethics, Yale School of Management
About the certificate
Develop practical negotiation skills as you explore the principles of strategic communication, and earn an official certificate of participation from the Yale School of Management Executive Education.
Assessment is continuous and based on a series of practical assignments completed online. In order to be issued with your digital certificate, you’ll need to meet the requirements outlined in the program handbook. The handbook will be made available to you as soon as you begin the program.
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Payment options
You can pay your course fees before the course starts, or you may opt for a split payment plan on courses that are nine weeks and shorter. For courses 10 weeks and longer, there is a three-part payment plan available. To find out more about payment options please visit our Payment and Financing page, or contact an Enrollment Adviser, to find out which option you qualify for.
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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 module you'll be presented with the course content and assignments necessary for completion. You also have access to your Success Adviser who will help you manage your time, and support you with any administrative or technical queries you might have.
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By improving your skills and industry knowledge, you'll have an influence on the success of your organization. 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?
Of our past students, 37 percent have received financial assistance from their employers. You can ask for help, too. Here is a guide to show you how to request financial assistance from your employer.
If you are a Learning & Development (L&D) manager, or involved in training and upskilling for an organization, you can request information regarding our corporate offering on our GetSmarter for business page.
How to change your start date
As part of our commitment to your professional development, GetSmarter offers you a two-week period to change your course start date or request your money back if you’re not fully satisfied.
To qualify for a deferral of your course start date, or to cancel your enrollment and receive a refund of your course fee, your request would need to reach our Success Advisers before the release of Module 2. For more information, please read our Terms and Conditions.
Discover 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 videos, module notes, practice quizzes, presentations, 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 teaching team through the discussion forums. If you are looking for your Online Campus login, please see the list of university partner login pages here.
