Negotiation Strategies Online Short Course Yale School of Management

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

As technology and automation continue to transform the nature of work, interpersonal skills are becoming increasingly relevant as a way to add a competitive edge in business. The ability to successfully negotiate in a way that delivers value for all parties sets a collaborative tone for future conflict resolution and is an impactful way to stand out as a leader in your organization.

Collaborative negotiation places people at the heart of any agreement, deal, or mediation. This helps ensure 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 encourages shared responsibility for the end result.

Program convener and Yale SOM lecturer Dr. Daylian Cain will help you develop your own unique negotiating style that can be applied in both professional and personal situations. Gain a theoretical understanding of what constitutes an effective interaction by exploring the common mistakes people make and discussing real-world case studies. The focal point of this program is developing practical negotiation skills through live sessions with fellow participants that will prepare you to be an effective leader in a world characterized by increasing complexity.

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 who've already benefited from the opportunity to:

• Join the exclusive Yale School of Management Executive Education group on LinkedIn upon successful completion of the program.
• Experience a flexible but structured approach to online education as you learn around your schedule.
• Earn an official certificate of participation from the Yale School of Management Executive Education.

Why choose GetSmarter?

GetSmarter, powered by 2U, is an online learning expert with over 10 years of experience in developing premium online short courses from the world’s leading universities and institutions. We are powered by 2U to support you in unlocking your potential through life-changing learning with an immersive and high-touch experience.

We deliver market-led courses that equip working professionals with the expertise required to upskill, reskill or kickstart a completely new career. Through a data-driven approach, we analyze future skills requirements and ensure all courses address this need. We ensure that leading universities and institutions are your expert guides and our people, technology, and resources are your engine – together we power more than just education, we power your potential.

Visit the course page to find out more about upcoming session dates, program price, and more:

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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.

You'll walk away with:

• The ability to create and maximize value for all parties by applying a collaborative negotiation style.
• 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.
• An understanding of your negotiation strengths established by self-analysis, as well as a personalized preparation document to use in future scenarios.
• 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

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 to reach 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.

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Manage your 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 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.

Seek employer assistance

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.

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.