Skip to main contentSkip to Xpert Chatbot

Yale SOM Executive Education: Negotiation Strategies

Master the art of collaborative negotiation and learn to maximize the value for all parties in any negotiation scenario.

Master the art of collaborative negotiation and learn to maximize the value for all parties in any negotiation scenario.

...
This course is offered by , an edX partner
6 weeks
6–8 hours per week
Starts Aug 20, 2025
Enroll by Aug 26, 2025
Instructor-paced
Instructor-led on a course schedule

Get more information

Want to know more? Enter your information to learn more about this course from GetSmarter (an edX partner).

Get more information

Want to know more? Enter your information to learn more about this course from GetSmarter (an edX partner).

6 weeks
6–8 hours per week
Starts Aug 20, 2025
Enroll by Aug 26, 2025
Instructor-paced
Instructor-led on a course schedule

About this Course

In the face of an increasingly tech-driven workplace, there’s been a rise in the need for human capabilities that can’t be replicated by machines. These include creativity, emotional intelligence, and interpersonal skills such as negotiation, which can drive the competitive edge in business.

Collaborative negotiation places the human element at the center of all dealmaking and mediation, ensuring all parties involved feel 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 sets the tone for future conflict resolutions.

In the Negotiation Strategies online program from the Yale School of Management Executive Education, you’ll gain the practical skills and theoretical knowledge to effectively negotiate in any situation. Over the course of six weeks, you'll explore the principles of negotiation and learn how to turn an opponent into a negotiation partner. Whether you’re negotiating contracts and agreements, influencing major organizational decisions, or looking to better maintain relationships with clients and colleagues, you’ll benefit from developing a robust, but considerate, style of negotiation.

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.

Course curriculum

Skip Course curriculum

Develop your own collaborative negotiating style and discover how to avoid the 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

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

Some facts about the subject

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).

Why choose GetSmarter?

GetSmarter, an edX partner, delivers career-relevant, fully supported, and expert-led online courses from the world's leading universities and institutions. As an online learning expert with over 15 years' experience, GetSmarter leverages long-standing expertise in market research, data analysis, and business insights to ensure that you gain the skills critical to career growth.