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Introduction to Business Negotiations

Learn the skills necessary to negotiate complex business transactions and develop the framework to apply what you’ve learned in actual online negotiations of a transaction.

There is one session available:

After a course session ends, it will be archived.
Starts May 17
Ends Oct 29
Estimated 9 weeks
4–6 hours per week
Self-paced
Progress at your own speed
Free
Optional upgrade available

About this course

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In Introduction to Business Negotiations, you will explore the elements of a successful negotiation, including problem-solving and conflict resolution. This course features a simulated business negotiation model that brings the deal inside the classroom where its multiple aspects can be studied. The course provides a foundational prerequisite to the second course in this Professional Certificate program, Applied Business Negotiations, in which actual negotiations will take place through live exchanges in small teams of students representing each party.

In this introductory online course, you will explore the process of negotiation, starting with identifying the objectives and challenges of each party and continuing on to the skills and tactics of successful negotiation. Next, you will consider how the business context motivates each party. Finally, you will learn about the various transactional structures that can achieve each party’s objectives. You will also explore the ethical, professional, political, and social issues that can arise in a business negotiation.

At a glance

What you'll learn

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  • The key elements of a successful negotiation
  • The role of trust and rapport in successful negotiated agreements
  • How to identify, assess and achieve client objectives in a negotiation
  • How to handle unexpected developments in a business negotiation, such as conflicting objectives, cultural differences, and impasses
  • The role of political considerations in business negotiations
  • How well you are performing at each stage of the negotiation process, using scheduled assessments and debriefing sessions

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 get with my enrollment?

All instructional content as well as an electronic (download) copy of the textbook for the class.

What do I need to do to complete this course?

Complete the series of instructional lectures and presentations and assessments included in the course.

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

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

Who will benefit from this course?

This course 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.

I have never studied negotiations. Can I still take this class?

Yes. The class does not assume any prior negotiations training and provides an introduction to both key concepts in negotiations and the overall process of negotiation, all in the context of an experiential learning environment.

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 if you take the Applied Business Negotiations follow-up to the course.

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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