Negotiating for Mutual Gains

Created in partnership with: Lawrence SusskindHal Movius

Negotiating For Mutual Gains

Available Formats

  • Guided Learning Journey - 3 to 5-week (12 hours) applied virtual learning experience with 30-minute daily lessons, three expert-led live virtual events, group coaching, and analytics

What You Will Learn

  • Understand fundamental concepts of negotiating and bargaining.
  • Create a plan to better prepare for negotiations.
  • Use creativity to create value within a negotiation.

What You Will Do

  • Improve relationships with external partners through an
    organizational MGA.
  • Shorten sales cycle.
  • Improve profit margins.


Taught by MIT Professor and Consensus Building Institute (CBI) Founder Lawrence Susskind and by Hal Movius, Senior Consultant to CBI, this Sprint features the Mutual Gains Approach. The MGA has been developed over the last 35 years and is taught at the Program on Negotiation at Harvard Law School and through the Consensus Building Institute. The approach is designed to improve outcomes and strengthen relationships with counterparties by focusing on the interests — not demands — of everyone involved.

This Learning Sprint provides the first step to improving your negotiation skills and giving your organization a strategic and competitive edge. It offers a common set of proven frameworks and methodologies to help you view negotiations differently. As your team works through activities, you’ll have opportunities to think about, discuss and practice effective techniques for achieving better negotiation outcomes.

You’ll be asked to participate in several negotiation practice sessions and in virtual discussions with your colleagues to learn as much from each other as from the experts.

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Course Outline

  • Core Concepts In Negotiation
    • Tippley’s Toys
    • Optional – Psychological Traps
    • Managing The Negotiator’s Dilemma
  • The Mutual Gains Approach to Negotiation
    • Mutual Gains Approach & MGA Phase 1
    • MGA Phases 2 & 3: Creating Value & Distributing Value
    • Applying The Mutual Gains Approach: WorldMart
    • MGA Phase 4: Follow Through
  • Dealing with Complexity in Negotiations
    • The Annual Negotiation: Dealing With a Tough Negotiator
    • Managing the Inside-Outside Problem
    • Applying the MGA: The Bedwell Negotiation

Expert Faculty

Lawrence Susskind
Hal Movius

Additional Material