Negotiating for Mutual Gains

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.

Expert Faculty

Lawrence Susskind
Hal Movius

Additional Material