Negotiation Strategies Online Short Course


Read more about this program on the institution's website

Program Description


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.

Who should attend

  • Business leaders and executives who want to have greater influence within their organization.
  • Aspiring business leaders looking to show their value and make an impact within their current role.
  • Business professionals and specialists such as lawyers, doctors, and consultants who need to negotiate contracts or maintain effective client relationships.
  • Individuals looking to improve their negotiation and strategic communication skills, and to understand how issues like disclosure and conflict of interest are resolved.
  • Anyone who negotiates agreements and contracts such as job offers, promotions, asset purchases, resource allocations, organization decisions, and mergers and acquisitions.

You'll walk away with

  1. The ability to create and maximize value for all parties by applying a collaborative negotiation style.
  2. 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.
  3. An understanding of your negotiation strengths established by self-analysis, as well as a personalized preparation document to use in future scenarios.
  4. 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

Program outline

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.

Register now!


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

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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.
Last updated Jul 2020

About the School

The Yale School of Management Executive Education is dedicated to educating leaders for business and society. Through its integrated curriculum, close ties to Yale University, and active connection to ... Read More

The Yale School of Management Executive Education is dedicated to educating leaders for business and society. Through its integrated curriculum, close ties to Yale University, and active connection to the Global Network for Advanced Management, participants are ensured to acquire crucial technical skills and develop a genuine understanding of an increasingly complex global context. Yale SOM’s selected range of supported online programs, delivered in collaboration with GetSmarter, creates a learning experience that is higher-touch and personalized for the working professional. Leaders and learners from around the world will be positioned for success as they engage with the faculty's wealth of experience and depth of research. Read less
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