Negotiate With Influence: Shape Outcomes at the Bargaining Table

Booth School of Business

How long?

  • 10 days
  • online

What are the topics?

Booth School of Business


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Who should attend

This program is an excellent fit for early and mid-career executives from who seek to grow their negotiation skills for the benefit of their careers and organizations.

Leaders from a wide range of industries and organizations, including corporations, associations, nonprofits, startups, and public sector organizations will find this program beneficial.

Executives from most job titles and functions will also benefit from attending this program, including entrepreneurs and consultants. And those in legal, sales, marketing, real estate, community and social service, information technology, business development, human resources, sales, marketing, general management, and donor relations.

About the course

Learn how to negotiate to achieve more value and maximize the interests of your organization.

In today’s fast-paced, high stakes business environment, new opportunities and deals may present themselves at any moment and executives must be ready to negotiate. Negotiation skills may make the difference between a favorable and detrimental outcome for your organization. In this program, you’ll learn how to negotiate to achieve more value while maximizing the benefits for your organization and yourself.

In this highly interactive, live-online program, you’ll gain the skills to become a more effective negotiator. You’ll discover your unique negotiation style and its benefits in crafting a deal, explore how different strategic choices affect outcomes, acquire frameworks for cross-cultural negotiations, and identify biases at the bargaining table. You’ll also acquire powerful social capital techniques that can help you make more impactful deals and exceed organizational objectives.

What’s more, you’ll also gain a sense of confidence at the bargaining table that can only be achieved through experiences and practice. Unlike other negotiation online programs, you’ll participate in live negotiation exercises and receive live feedback from both faculty and a diverse group of peers to help you grow your negotiation skills.

By attending, you will:

  • Gain essential strategies to negotiate with influence and prepare for success
  • Explore your individual negotiation style and how hidden psychological biases may shape outcomes
  • Discover the characteristics of a successful agreement and how social capital can help create organizational value at the bargaining table
  • Learn how cultural and cross-border differences can influence negotiations in significant ways
  • Understand different strategic choices and interpersonal skills that drive success to create a win-win scenario

Program Format


Our live-online programs are delivered in a synchronous format where you'll engage with faculty, industry leaders, and a global set of peers in an interactive, high-impact virtual environment. Often, these programs blend live sessions with activities or projects, and readings to deepen one's understanding of the materials. The benefit to this format is that you'll receive Booth's rigorous content in short, digestible sessions held multiple times weekly and span over a few weeks.

Participants should expect to commit a total of 4-6 hours per week to this program.


Live-online sessions for this program take place Mondays and Wednesdays from 10am-12pm Central Time.

For additional time zone options, please visit our Negotiate with Influence - Hong Kong program page.

Program Outline

Essentials in Negotiations

  • Practical negotiation concepts, techniques, and tactics
  • The cognitive aspects of negotiation

Negotiation Approaches and Styles

  • Common psychological biases and their impact on outcomes
  • Explore individual differences in negotiation styles
  • Time and deadline influence in negotiation behaviors
  • Value claiming versus value creating
  • Integrative negotiation and joint gains

Influence in your Negotiations

  • Social capital and leadership techniques for Influence
  • Bargaining ethics, legal lines, and dishonesty
  • Multicultural negotiation considerations
  • Real-world constraints and cross-border negotiations

Negotiation Tools and Multi-Party Negotiations

  • Contingent contracts
  • Coalitional negotiations
  • Standards of fairness
  • Commitments and threats


John Burrows

John Burrows is senior lecturer in leadership at the University of Chicago’s Harris School of Public Policy and an associate fellow at Oxford University’s Saïd Business School. He also teaches healthcare leadership in a newly launched double masters degree program in health policy taught jointly ...

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Negotiate With Influence: Shape Outcomes at the Bargaining Table at Booth School of Business

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

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