Yale School of Management Executive Education

Negotiation Strategies

Learn about collaborative negotiation and gain the skills to optimize value for all parties in any negotiation scenario.

Start date

19 March 2025

Price

$2,950 USD

Installment Plan

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Course duration

6 weeks

Excluding orientation

Language

English

Access resources from start date

Effort

6–8 hours per week

Self-paced learning online

ABOUT THIS COURSE

Course overview

93%

The percentage of business leaders of $1 billion+ companies interested in introducing the role of chief negotiation officer to improve negotiation results.

McKinsey & Company / World Economic Forum (May, 2021).

36%

The percentage of managers who are more likely to negotiate starting salaries with new hires than they were a year ago.

Robert Half (Oct, 2020).

Duration: 6 weeks (excluding orientation)

As the workplace becomes more technology-oriented, there’s an increasing demand for human skills that can’t be replicated by machines. These include creativity, emotional intelligence, and collaborative negotiation. The human element remains critical in dealmaking, mediation, and negotiation, as it fosters transparency and trust and leads to win-win outcomes.

The Negotiation Strategies online program from Yale School of Management Executive Education provides the practical skills and theoretical knowledge to negotiate effectively in any situation. Over six weeks, you'll learn to turn opponents into partners and navigate complex negotiations confidently. This program is ideal for those negotiating contracts, influencing organizational decisions, or building and maintaining relationships with clients and colleagues. By developing a considerate and robust negotiation style, you'll promote fairness and mutual success for stakeholders, all of which can help your business gain a competitive edge.

Is this course for you?

This program equips business professionals with the negotiation, strategic communication, conflict resolution, and management skills they need to succeed in today's competitive business landscape. Ideal for business owners, executives, directors, managers, and specialists in various roles such as sales, marketing, and procurement, the program covers tools and techniques that can be applied to negotiations for contracts, job offers, promotions, asset purchases, and resource allocations. Aspiring leaders, team and project managers, lawyers, and accountants can also use these techniques to effectively manage stakeholders and client relationships.

Course overview

Duration: 6 weeks (excluding orientation)

What will set you apart

On completion of this program, you’ll walk away with:

Collaborative negotiation techniques and question-asking tools to understand the needs of your negotiation partner and maximize value for both parties.

Practical negotiation skills developed through the exploration of strategies, real-world case studies, and common pitfalls.

A personalized preparation document for future negotiation scenarios and tangible negotiation practice gained from participating in live online negotiation sessions.

An understanding of your own strengths and weaknesses, and a sense of your strongest negotiation style.

Unlimited access to edX’s Career Engagement Network, offering you exclusive resources and events to support your professional journey and drive your career forward.

Program curriculum

Create your own collaborative negotiating style and uncover effective strategies to navigate and circumvent common pitfalls in dealmaking as you work through the weekly modules of this online program.

Orientation module

Welcome to your Online Campus

Module 1

The value of engaging in negotiation

Module 2

Question-asking practices for effective negotiation

Module 3

Understanding and expanding the pie

Module 4

Securing a better deal for both parties

Module 5

Creating value by turning an opponent into a partner

Module 6

Developing your personalized negotiation strategy

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What past students
think

Vanja Lane

Senior Legal Counsel, Midea

I was incredibly impressed with the content, the online learning experience was intuitive and simple, and my understanding of this topic has been invaluably enhanced. Meeting and networking with my fellow Yale classmates all over the world was a cherry on top and incredibly fulfilling. The online support was ever-present and easily accessible no matter your geographic location or time of day.

Program Convener

The design of this online program is guided by Yale SOM Executive Education faculty, as well as industry experts, who will share their experience and in-depth knowledge with you throughout the program.

Dr Daylian Cain

Senior Lecturer in Negotiations, Leadership and Ethics, Yale School of Management

About the certificate

Acquire practical negotiation skills while delving into the principles of strategic communication, and earn an official certificate of participation from the Yale School of Management Executive Education.

Assessment is continuous and based on a series of practical assignments completed online. In order to be issued with your digital certificate, you’ll need to meet the requirements outlined in the program handbook. The handbook will be made available to you as soon as you begin the program.

Your digital certificate will be issued in your legal name and sent to you upon successful completion of the program, as per the stipulated requirements.

Yale SOM Executive Education Negotiation Strategies online program certificate

YOUR INFORMATION

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Answer a few questions and get more information about the program.

FAQ

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You can pay your course fees before the course starts, or you may opt for a split payment plan on courses that are nine weeks and shorter. For courses 10 weeks and longer, there is a three-part payment plan available. To find out more about payment options please visit our Payment and Financing page, or contact an Enrollment Adviser, to find out which option you qualify for.

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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.

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The Online Campus will be your virtual classroom for the duration of your course. Through its easy-to-use interface you'll have access to a diverse variety of course content formats including: interactive videos, module notes, practice quizzes, presentations, assignment briefs, and additional web resources.

On the Online Campus, you'll also be able to ask questions and interact with your fellow students and teaching team through the discussion forums. If you are looking for your Online Campus login, please visit your Account page here.

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