Negotiating and Applying Influence and Power, is a three-week online course designed to provide you with the necessary skills to effectively solve problems, drive innovation, and create positive change within your team and organization. The course utilizes the Mutual Gains Approach, a proven negotiation method developed by MIT and Harvard, to achieve results that benefit all parties involved while maintaining long-term business relationships.
This course is suitable for professionals and entrepreneurs across various industries and sectors, including business, industry, government, and other organizations. It is relevant for both managerial positions and individual contributors. While directors of sales and account representatives may find particular value in the course, any professional seeking to enhance their negotiation skills and maximize outcomes while fostering lasting relationships will benefit from the program.
The course curriculum consists of video lectures, real-world case studies, and interactive projects that emphasize peer review as a practical application of the negotiation skills learned. Assessments include practice activities with immediate feedback, learning scenarios, and several negotiation case studies. Throughout the course, you will engage in self-reflection and discussions with peers and course teaching assistants (TAs).
In the first week of the course, you will delve into the foundational principles of the Mutual Gains Approach. Key concepts and strategies from negotiation and conflict resolution theory, theories of social influence, and theories of power within and between organizations will be covered. The Multisumma 6-person negotiation role play will provide an opportunity to put the negotiation method into practice.
The second week focuses on the role of influence and persuasion in negotiations involving multiple parties. You will explore different communication styles, negotiation approaches, and leadership techniques tailored to different audiences. The Common Measures 5-person negotiation role play will allow you to further refine your skills.
In the third week, you will examine the impact of power dynamics and power differentials on negotiation effectiveness. The course will also explore how coalitions are formed and interact during negotiations. To continue honing your skills, you will engage in the Multimode 2-person negotiation role play and have the option to participate in the Three Party Game 3-person negotiation role play.
By the end of the course, you will have gained a solid understanding of negotiation principles, persuasive communication techniques, and strategies for navigating power dynamics in complex negotiations.
For further information or to enroll in the course, please visit the course page or contact the support team at email@example.com.