Conducting Interest Based Negotiations
About This Course
As you know from experience, negotiations can be challenging and they generally aren’t much fun. But they are an important part of your life, both at work and at home. We are always negotiating–and most of us could benefit from learning how to do so more effectively.
Conducting Interest Based Negotiations has been designed as a first step toward improving your negotiation skills and giving you and your organization a competitive edge. It introduces a set of proven frameworks and methodologies to help you view negotiations differently–focusing on the interests of all parties, not just your own.
This material focuses on the Mutual Gains Approach to Negotiation. The MGA, as it is known, is one of the world’s most recognized and respected approaches to negotiation, developed and taught for the last thirty-five years in the Program on Negotiation at Harvard Law School and through the Consensus Building Institute.
In this course, you will learn how the MGA can help you achieve better outcomes in your negotiations. CorpU has a longer series of courses available which allow you to continue your journey with the MGA framework that include multiple opportunities to practice.
Professor, Massachusetts Institute of Technology