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.
Learn negotiations on your own terms, including 100% online
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.
Showcase your new skills
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.
The bottom line for you and your organization
- Build a negotiation infrastructure that creates a common language and process for negotiations, and a common process and structure for conducting, reviewing and learning from negotiations.
- Improve negotiation skills to maximize mutual, win-win gain.
- Define and set desired outcomes, goals, walk-aways and alternative options.
- Understand the difference between positions and interests.
- Eliminate the most common negotiation mistakes.
- Manage ego and trust issues to assure a successful negotiation.
- Overcome any natural reluctance to negotiate.
- Learn the distinctions and advantages of influence and persuasion to achieve your goals.
- Gain confidence by assessing the strengths and weaknesses of a deal and how to best use the information about the other party.
- Explore how gender and culture affect the negotiation and persuasion processes.
Course outline
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.
Topics include:
- Personal strategy
- Communication skills
- Integrative (collaborative) negotiation and distributive (competitive) negotiation
- Bargaining zones, alternatives to negotiated agreements
- Building relationships for better negotiated outcomes
- Preparation for negotiation
Participants will conduct a preparation activity, engage in a mock negotiation, and participate in a deliberate debrief led by the instructor.
Meet your instructor
Carolyn Goerner
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.
Questions? Contact us.
To learn more about the short course, contact us at kelleypd@iu.edu.