Successful negotiation requires preparation, practice, and confidence. This interactive program will teach essential steps and strategies for business negotiations. Participants will gain confidence and improve leadership skills as they successfully negotiate deals, disputes, budgets, and new initiatives.
Dates to come
Complement the in-residence Effective Negotiations short course with a professional certificate earned 100% online. Kelley's Negotiation Fundamentals Professional Certificate offers an innovative curriculum, including virtual simulation exercises and comprehensive modules covering distributive negotiation, integrative negotiation, job negotiations, salary negotiations, and everyday negotiation strategies.
In addition to earning a certificate of completion after finishing this program, you will also earn a digital badge to showcase your skills on platforms like LinkedIn. These credentials show your network the concrete and in-demand skills you earned from taking this Kelley program.
Taught through the lens of principled negotiations, a framework that shows it is possible to negotiate effectively with an individual or group who may appear to have different interests. The “circle of value” approach encourages negotiators to: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain, and 4) insist on using objective criteria.
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Participants will conduct a preparation activity, engage in a mock negotiation, and participate in a deliberate debrief led by the instructor.
Dr. Carolyn Goerner is a clinical professor in the Department of Management and Entrepreneurship in the Kelley School of Business at Indiana University Bloomington. She also serves as the faculty director of Kelley Executive Education Programs and is the John D. Long Distinguished Fellow for KEEP Leadership. She joined the Kelley faculty in 2000 after receiving her PhD in Management and Human Resources at The Ohio State University. Carolyn was a human resource management consultant for 10 years prior to graduate school.
Carolyn designed the new Leading Diverse and Inclusive Organizations co-major within the Kelley School of Business Undergraduate Program. She created the Strategic Human Resources course within the co-major focused on organizational-level practices that enhance Diversity, Equity, Inclusion, and Belonging (DEIB). In addition to Influence and Negotiation courses, Carolyn teaches Inclusive Leadership and Leadership, Teams, and Inclusion in the Kelley Direct MBA Program. Carolyn co-founded the Kelley Women’s Initiative and serves on the Kelley School of Business DEIB Task Force.
Carolyn is passionate about live theatre, IU Football, IU Women’s Basketball, Indy Car Racing, and the Green Bay Packers. She lives in Greenwood, Indiana, with her husband Peter and their dogs, Charlotte and Etta.
To learn more about the short course, contact us at keep@iu.edu.