Negotiating For Mutual Gains

Creating Win-Win Solutions in Your Organization

Created in Partnership with:

About This Course

Negotiations can be challenging, they usually involve several parties who have multiple concerns and interests to address. The Mutual Gains Approach, developed at Harvard over the past 35 years, has been 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

Professor, Massachusetts Institute of Technology

Hal Movius

Founder & President of Movius Consulting

Course Features

100% Online Course Platform

30 Minutes Per Day

Leadership Coaching

World-Class Expert Teaching

Community of Practice

What You Will Learn

Improve relationships with external partners through an organizational MGA.

Shorten sales cycle.

Improve profit margins.

What You Will Do

Understand fundamental concepts of negotiating and bargaining.

Create a plan to better prepare for negotiations.

Use creativity to create value within a negotiation.

Course Overview

Week One

Core Concepts in Negotiation

    • Tippley’s Toys
    • Optional – Psychological Traps
    • Managing The Negotiator’s Dilemma
Week Two

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
Week Three

Dealing with Complexity in Negotiations

    • The Annual Negotiation: Dealing With a Tough Negotiator
    • Managing the Inside-Outside Problem
    • Applying the MGA: The Bedwell Negotiation

Ready to Get Started?

Join hundreds of companies across the globe that have already begun developing learning cultures in their organizations

Speak to a Course Advisor