Negotiation Strategies (Online)

Lead Complex Negotiations with Clarity and Confidence

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Refine Negotiation Skills for High-Stakes Scenarios

The modern negotiation landscape is more intricate and fast-paced than ever, transforming how professionals approach negotiations in various contexts. An integration of interpersonal skills, strategic thinking, and problem-solving abilities is essential to navigate this realm successfully. Executives must strike a balance between traditional and digital communication methods to be able to negotiate effectively.

The Negotiation Strategies (Online) program from Columbia Business School Executive Education equips mid-level to senior executives like you to navigate complex, high-stakes negotiation environments. Led by Michael Morris, Chavkin-Chang Professor of Leadership in the Management Division, this six-week online program blends academic expertise with hands-on application through live sessions, role plays, AI chatbot scenarios, and real-world case studies. It enables participants to find the right balance between traditional communication methods and modern digital tools to ensure clear and effective negotiation and influence across organizational levels.

16%

of corporations utilize negotiation training protocols while only 1% have a world-class negotiation program.

SOURCE: PNI CONSULTING

61%

of employers identify “Leadership and Social Influence” as a core skill for 2025, with its importance expected to grow by 2030.

SOURCE: WORLD ECONOMIC FORUM

Key Takeaways

The Negotiation Strategies (Online) program will enable you to:

Use bargaining strategies effectively by drawing on outcome evaluation and anchoring analysis in single-issue negotiations
Employ counterstrategies during live negotiations
Develop ethical, cross-cultural negotiation strategies for high-stakes deals
Demonstrate persuasive techniques to influence stakeholders and drive consensus in high-stakes negotiations
Analyze real-world negotiations and suggest improvements based on analysis
Construct negotiation models to quantify trade-offs and optimize multi-issue dealmaking
Apply conflict resolution skills to settle disputes and strengthen long-term business relationships

Who Should Attend?

The Negotiation Strategies (Online) program is designed for executives aiming to lead high-stakes negotiations through effective counterstrategies and persuasion techniques. Comprising AI-powered practical simulations, the program empowers you with the cultural fluency required to lead negotiations across industries, hierarchies, and global contexts.

This program is ideal for:

Mid-career professionals aiming to improve negotiation effectiveness across organizational levels and stakeholder groups
Senior leaders looking to drive business growth and lead complex negotiations across global and cross-cultural environments

Program Highlights

Live Sessions

Enrich your learning experience through dynamic live sessions with faculty, designed to sharpen your negotiation instincts in real time.

Case Studies and Industry Examples

Learn from real-world cases, expert interviews, and practical industry examples that illustrate modern negotiation challenges across sectors.

Comprehensive Learning

Experience future-focused learning with this program that blends core negotiation concepts with advanced techniques, behavioral insights, and AI-based simulations.

Learning Journey

Practice negotiation strategies through interactive exercises and AI-based simulation scenarios that build foundational and advanced negotiation skills.

Knowledge Checks

Reinforce learning and assess progress through scenario-based knowledge checks and applied reflection prompts.

Peer Learning

Collaborate with a global cohort through discussion boards and group activities to share insights and expand your negotiation toolkit.

Try-It Activities

Gain hands-on experience by applying program concepts to structured activities at the end of each module.

Weekly Office Hours

Join weekly office hours with program leaders to receive personalized support, clarify concepts, and deepen your understanding through direct interaction.

Program Modules

The program's curriculum encompasses fundamental negotiation principles, ranging from key conflict resolution strategies to negotiation techniques for handling complex multiparty interactions. Integrating structured frameworks with live AI-enhanced simulations and case-based learning, these modules equip you with the necessary negotiation skills to handle critical discussions more efficiently across a diverse range of professional contexts.

1Module 1: Claiming Value in Price-Driven Negotiations

2Module 2: Value Creation: Basic Techniques for Mutual Gains

3Module 3: Advanced Value Creation Strategies

4Module 4: Cultivating Value and Conflict Management

5Module 5: Third-Party Roles: Agents vs. Constituents

6Module 6: Multiparty Negotiations: Coalition Techniques and Voting Dynamics

Interactive Case-Based Simulations

Driving the Deal

Explore negotiations involving collectibles with diverse value perceptions, examining strategies across bargaining zones and applying positional bargaining techniques.

Petroco

Participate in a live negotiation role-play activity, playing the role of either a station owner or a Petroco executive, to learn key integrative bargaining strategies.

Global Consulting

Participate in an AI-enabled negotiation simulation to review confidential notes, create a value-maximizing strategy, and employ logrolling techniques.

Park Bar

Analyze three issue types — distributive, asymmetrically prioritized, and compatible — to examine how each issue type influences negotiation dynamics.

Summer Interns

Examine the process side of negotiation by studying how trust, fairness, and commitment affect the implementation of agreements.

Harborco

Assume the role of one of six stakeholders, engaging in coalition building and utility-based decision making over the licensing of a deep-water port.

GreenGauge

Take on the role of one of three team members at Footprint Inc., a Silicon Valley firm preparing to launch a smart-grid energy management tool, addressing leadership and conflict resolution challenges.

Program Faculty

Faculty image of Negotiation Strategies (Online) program

Michael Morris

Program Director; Chavkin-Chang Professor of Leadership, Management Division, Columbia Business School; Professor, Psychology Department, Columbia University

Certificate

Upon successful completion of the Negotiation Strategies (Online) program, you will receive a certificate of participation from Columbia Business School Executive Education. This certificate also awards two credits toward the Certificate in Business Excellence, which grants select alumni and tuition benefits. Learn More

Your digitally verified certificate will be issued in your legal name and emailed to you, at no additional cost, upon completion of the program, including all modules of the program (online, in person, or live online, inter-module). All certificate images are for illustrative purposes only and may be subject to change at the discretion of Columbia Business School Executive Education.

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Didn't find what you were looking for? Write to us at learner.success@emeritus.org or Schedule a call with one of our Program Advisors or call us at +1 315 387 4431 (US) / +44 203 838 0836 (UK) / +65 3138 4449 (SG)

Flexible payment options available.

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