Negotiating and Applying Influence and Power

A three-week online course for technical professionals that will empower you with the essential skills needed to solve problems, innovate, and drive change.

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  • START DATE November 3, 2025 More Dates
  • TIME COMMITMENT 5 Hours per Week
  • DURATION 3 Weeks
  • FORMAT Online
  • CEUs 1.25
  • PRICE $1,100

SOLVE PROBLEMS, INNOVATE, AND DRIVE CHANGE

Enhance your negotiation and leadership skills with a deep dive into theories of social influence, power dynamics, and conflict resolution. This course equips you with strategies to navigate multicultural workplace interactions and manage team tensions. Through real-time role-play simulations and peer feedback, you will build practical experience and develop a personal approach to negotiation. Additionally, you'll create a playbook for continued growth in applying influence and power within organizations and complex, multiparty situations.

WHAT YOU WILL LEARN

Learn negotiation strategies for coping with the unknowns while still getting a beneficial agreement. Understand and practice how to not only maintain connections but how to build and reinforce relationships for the future. View the week by week schedule here.

This course is also offered in SPANISH in collaboration with Global Alumni.

For more courses from Professor Susskind, visit: https://learn-xpro.mit.edu/susskind

  • Learn key terms and strategies from negotiation and conflict resolution theory, theories of social influence (persuasion) and theories regarding the exercise of power within and between organizations.
  • Build awareness of multicultural interactions in the workplace, particularly in regard to different perspectives on negotiation.
  • Demonstrate theory through multiple real-time role-play simulations followed by peer feedback.
  • Identify tensions within co-working teams and understand how best to balance competing ideas and interests while finding common ground.
  • Construct a personal theory of practice regarding negotiation, social influence, and the exercise of power inside organizations and multiparty situations.
  • Develop the tools and the playbook needed to continue to learn from personal negotiation and organizational leadership efforts after completing the course.

WHO SHOULD ENROLL

  • Early and mid-career engineering, science, and research professionals

  • Managers and individual contributors in technical organizations who are eager to add more value to their teams and organizations

  • Busy, ambitious technical professionals looking to advance their leadership and technical capacities while on the job

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HOW YOU WILL LEARN

  • Learning technique

    LEARN BY DOING

    Practice processes and methods through simulations, assessments, case studies, and tools.

  • Learning technique

    LEARN FROM OTHERS

    Connect with an international community of professionals while working on projects based on real-world examples.

  • Learning technique

    LEARN ON DEMAND

    Access all of the content online and watch videos on the go.

  • Learning technique

    REFLECT AND APPLY

    Bring your new skills to your organization, through examples from technical work environments and ample prompts for reflection.

  • Learning technique

    DEMONSTRATE YOUR SUCCESS

    Earn a Professional Certificate and 1.25 Continuing Education Units (CEUs) from MIT.

  • Learning technique

    LEARN FROM THE BEST

    Gain insights from leading MIT faculty and industry experts.

WHAT LEARNERS ARE SAYING

Professionals from companies like Boeing, Boston Scientific, and the U.S. Air Force have completed this course.

Sue Anne Martinez

Sue Anne Martinez, Global Quality Assurance Engineer, The Boeing Company

The simulations are fun. It lets you apply the content and learn which approach works best for each situation. You will find that your methodology ch…

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Cody Jacobucci

Cody Jacobucci, Airframe Stress Analyst, Aurora Flight Sciences

The simulations were a blast for me. I never have had the chance to be in a real formal negotiation and I suspect these will be the only formal negot…

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Edward Alliston

Edward Alliston, Lead Technical Engineer, Boeing Defense UK

I have really enjoyed how the role-play aspects of this course gave me an opportunity to try some of the things we have learned. I have been lucky to…

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Debbie Brey

Debbie Brey, Enterprise Agile Transformation Leader, The Boeing Company

I kind of dreaded this topic as I have never liked any formal contract negotiations that I have played a part in. However, as I learned more about th…

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MIT FACULTY

Lawrence Susskind

Lawrence Susskind

Ford Professor of Urban Planning and Environmental Planning, MIT

COURSES IN THIS PROGRAM

To earn a Professional Certificate, you must complete the four courses in the program. For those who do not want to commit to the full program, courses can be taken on an individual basis. Savings apply when enrolling into the full program.

Understanding Organizational Strategy and Capabilities Understanding Organizational Strategy and Capabilities

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Negotiating and Applying Influence and Power Negotiating and Applying Influence and Power

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Navigating and Leveraging Culture and Networks Navigating and Leveraging Culture and Networks

A three-week online course for technical professionals that will empower you with the essential skills needed to solve problems, innovate, and drive change.

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Discovering and Implementing Your Leadership Strengths Discovering and Implementing Your Leadership Strengths

A three-week online course for technical professionals that will empower you with the essential skills needed to solve problems, innovate, and drive change.

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