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Negotiating to Create Value: The Mutual Gains Approach

A four-week course that empowers you with a proven method to achieve advantageous results for all parties.

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  • START DATE June 8, 2020 More Dates
  • TIME COMMITMENT 3-4 hours per week
  • DURATION 4 Weeks
  • FORMAT Online
  • PRICE $1,149

WHAT YOU WILL LEARN

In just four weeks, this online course will walk you through the Mutual Gains Approach (MGA)-- a proven process model, based on experimental findings and hundreds of real-world case studies. You’ll not only learn the four steps for negotiating better outcomes for all involved but put them into practice by role-playing with your peers online. View the week by week schedule here.

  • Recognize the key stages in every negotiation so you always know where you are and what’s coming next.
  • Practice value creation, even in confrontational situations.
  • Recognize how to maximize your share of every deal while maintaining long-term relationships.
  • Participate in face-to-face role-play simulations to master the Mutual Gains Approach (MGA).
  • Practice giving and receiving feedback on negotiation strengths and weaknesses.
  • Self-assess your personal theory of practice (PTOP) and learn how to continue to improve as a negotiator.

THIS COURSE IS FOR YOU IF

  • You are looking to develop negotiation strategies and techniques to achieve mutual gains.

  • You would like to be empowered to maximize value in both your business and everyday life.

  • You are a working professional looking to gain the tools and confidence to grow your career.

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HOW YOU WILL LEARN

WHAT LEARNERS ARE SAYING

Thousands of learners have studied the mutual gains approach to negotiation online with Professor Susskind.

Brian Epp

Brian Epp, Director of Student Success, Pearson Higher Ed

It gives me more confidence in having a method to use when approaching negotiations. The emphasis on relationship building and trust aligns with my p…

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Flavia Chai

Flavia Chai, Freelance Data Scientist

This course helped me better understand negotiation and how I had the wrong idea and had a "bad" view of the negotiation practice. I learned a lot ab…

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Edward Watkins

Edward Watkins, Senior eCommerce Executive, International Checkout, Inc.

I think the course found the perfect balance between solidifying a theoretical understanding of negotiation through the MGA model. While also using r…

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Barun Pandey

Barun Pandey, Cofounder, neoNep Technologies

[This course] helped me understand what goes into a negotiation far better than any other course has done so far. As a good negotiator, you have to s…

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Mekaela Stevenson

Mekaela Stevenson, Business Analyst, Athena Software

This short course was easy to fit around my work and provided many simple tools that make a big difference in how I can now negotiate. I will be maki…

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Abhijeet Narwal

Abhijeet Narwal, Mechanical Design Engineer, Ford

It has helped me clear away some myths of negotiation and enable me to have negotiations that create more value. This valuable lesson should reach ev…

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MEET YOUR INSTRUCTOR

Dr. Lawrence Susskind

Dr. Lawrence Susskind

MIT Professor and Vice-Chair of the Program on Negotiations (PON), Harvard Law School

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