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Applied Business Negotiations

Apply the negotiation skills you developed from our Introduction to Business Negotiations course and your own experiences by participating in virtual, live negotiations. Interact with small teams to tackle a real-world simulated business transaction.

This course is archived
Estimated 7 weeks
4–6 hours per week
Instructor-led on a course schedule
Optional upgrade available

About this course

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In this seven-week online course, you’ll work collaboratively in small teams to work through obstacles and challenges and hammer out a deal that benefits both sides of a negotiation.

You’ll meet with learners across the globe each week in a live, interactive negotiating session followed by written communications based on each session.

Throughout this experience, you will explore the legal, business, social, ethical, and political issues that can arise during a complex transaction. And you will become a more effective negotiator with a better understanding of how to achieve mutually beneficial results for both sides. In addition, you will advance your skills as you go, with immediate instructor feedback after each negotiation session. There will also be an opportunity for verified learners to participate in live working sessions with the instructor and other potential guest speakers and professionals who have mastered the art and science of effective negotiations.

At a glance

  • Institution: IUx
  • Subject: Business & Management
  • Level: Introductory
  • Prerequisites:

    Enrollment in this class requires the successful completion of the Introduction to Business Negotiations course on

  • Language: English
  • Video Transcript: English
  • Associated programs:

What you'll learn

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  • The key elements of conducting a successful negotiation

  • How to develop a negotiation strategy and creatively resolve issues

  • How to identify, assess and achieve client objectives in a negotiation

  • How to develop a holistic understanding of a transaction

  • How to work in a team to present a coordinated strategy and build your oral and written presentation skills

  • How to apply the fundamental concepts of business and law in a complex transaction

  • How to develop written communications in the context of a transactional negotiation

  • How to handle unexpected developments in a business negotiation, such as conflicting objectives, cultural differences, and impasses

  • How to navigate the role of political considerations in business negotiations

  • Tips to assess how you are performing at each stage of the negotiation process

Learner testimonials

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Jay Finkelstein is the most elite practitioner in the area of international business negotiations that I can think of. His materials have been used by more than 50 schools, and he’s taught at more than 30 schools, including at the Indiana University Maurer School of Law, where his course evaluations received a perfect score.”

—William D. Henderson, Stephen F. Burns Chair, Indiana University Maurer School of Law

“The course on international negotiations changed my perspective. It taught me that it’s not just about winning, it’s about getting to an agreement with the opposing side. The course has given me the tools and the structure to understand the opposing side and make better deals.”

—Dominick Ferro, Indiana University Maurer School of Law, Class of 2020

About the instructors

Frequently Asked Questions

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What do I need to do to complete this class?

You will need to have already completed the series of instructional lectures and presentations, as well as the various assessments included in Introduction to Business Negotiations. Then you will be able to enroll in Applied Business Negotiations to use your skills to conduct the experiential, simulated negotiation, working in collaboration with other students in the class.

Do I need to be a lawyer or law student to take this class?

No. This class is equally valuable to any professional who is interested in negotiations, including business, engineering, finance, government, and other professionals.

Who will benefit from this class?

This class has been taught to all levels, from students to 20+ year professionals. Law students, MBA students, lawyers, business professionals, and all other professionals who engage in negotiations will benefit from this class.

What career choices will benefit from this class.

Law, business, engineering, government, diplomatic, and all other professionals who engage in negotiations will derive insights and benefits.

I have been pursuing my career. Will I still benefit from this class?

Yes. This class has been taught to all levels, from students to 20+ year professionals in law, business, and government.

I took negotiations courses previously. Will I still benefit from this class?

Yes. This class will take you further in developing your negotiation skills and developing your negotiation experience.

How does the team part of this class work?

Students will be assigned to small groups (generally 2 or 3) to work in teams to conduct the negotiations.

Is there the opportunity to ask questions during this class?

Yes. Questions can be submitted via a monitored chat and will be timely answered. There will also be live Q&A sessions.

What is the background of the instructor?

Professor Finkelstein has practiced corporate transactional law and negotiated business transactions for over 40 years. He has taught business negotiations classes at top law schools around the world for over 18 years. He received his J.D. from Harvard Law School in 1978, and his A.B. from Princeton University in 1975, both magna cum laude.

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