Negotiation and Influence: Making Deals and Strategy Work

The Wharton School

How long?

  • 5 weeks
  • online

What are the topics?

The Wharton School


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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...


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Who should attend

Senior executives, entrepreneurs, government officials, and those in the military or medical professions with extensive experience will further develop their influence and negotiation skills in this training program. In fact, seasoned negotiators have reported dramatic growth by working with Wharton Professors Cade Massey and Richard Shell.

Mid-level executives who must currently rely on influence (with or without authority) and/or conduct negotiations will benefit from identifying and building on personal influencing and negotiating strategies, strengths, and weaknesses.

Those who are transitioning into a role in which they will need these vital skills will also benefit and are strongly encouraged to attend.

All candidates must be able to understand written and spoken English, and to participate actively in intensive discussions and negotiations in the English language.

About the course

Experienced negotiators know that outcomes are contingent on the relationships, leverage, and position you have before you reach the negotiation table. Preparedness is further strengthened by continually sharpening the skills and abilities that make a good negotiator great.

Negotiation and Influence: Making Deals and Strategy Work is a unique training program that combines proven strategies for negotiating and influencing with the practical application of the theory in a workshop-like setting. In six rigorous sessions over six consecutive weeks, Wharton faculty bring you a highly personalized learning experience designed to prepare you for success in any negotiation, formal or informal. Learn the effective techniques needed to influence strategy, build coalitions, address key issues, and achieve desired outcomes.

Program Experience

Highlights and Key Outcomes

In Negotiation and Influence: Making Deals and Strategy Work program, you will gain:

  • Expand your capabilities as a negotiator and influencer through strategies and techniques proven to increase your effectiveness in complex negotiations
  • Hone your abilities to develop and grow relationships to build social capital and strong, diverse networks
  • Gain a deep understanding of leverage and how and when to apply it as an effective negotiations and influencer tool
  • Learn about, and gain proficiency in, the full spectrum of tools to use in any situation that requires influence
  • Increase your self-awareness and improve your ability to understand strengths and weaknesses in yourself and others for a competitive advantage at the bargaining table and beyond
  • Learn to recognize and interpret interpersonal signals in both face-to-face and virtual settings, across cultures and geographies
  • Be empowered to apply the learning immediately to your current negotiations and influencer initiatives in real time

Experience and Impact

Negotiation and Influence: Making Deals and Strategy Work will enable you to develop the advanced skills to make you a more effective negotiator and help you establish the best position from which to negotiate.

Designed by the Wharton faculty who literally wrote the book on negotiation, this negotiation training program intentionally intersperses powerful classroom learning with self-paced individual and group practice over a six-week period. Each week, Professors Shell and Massey introduce new strategies and tools that are explored and tested in class. Throughout the week, participants work independently and in groups to pressure-test the concepts through planned exercises, mock negotiations, and conversations. Back in the classroom, the practice comes full circle during debriefs where faculty interprets the feedback, examines the breakdowns, and reinforces the learning. The work advances as the cycle repeats with incredible results.

Negotiation and Influence will also address the unique challenges of conducting negotiations and exercising influence online in a virtual setting, including working with a limited set of visual cues and signals as well as the difficulty of gathering sufficient information. Here the virtual learning environment matches the setting for many negotiations these days, deepening the insight and the value of the exercises.

The program format also supports the natural community building that is a hallmark of Wharton Executive Education programs, allowing participants real time to engage, interact, and network. You will become a part of a learning community comprised of participants from diverse geographic, cultural, industry, and functional backgrounds. Observing, collaborating, and negotiating with these colleagues will provide new perspectives while also revealing new approaches to emulate and errors to avoid.

Session Spotlight: Coalitions — The Intersection of Negotiation and Influence

The sixth and final session of Negotiation and Influence will focus on coalitions. As the program draws to a close, faculty will explain the power of this important — yet often misunderstood — tool, revealing:

  • The role coalitions play in negotiations and influence
  • How to create and change coalitions
  • How to improve your leverage position by forming coalitions
  • How you can hold coalitions together when they threaten to break apart
  • How and when to activate your personal coalition


Richard Shell

Consistently listed as one of Wharton’s top professors in BusinessWeek’s bi-annual “Guide to the Best Business Schools,” Richard’s expertise covers negotiations, persuasion and strategy. He has taught and consulted for more than 100 businesses and nonprofits including Google, Johnson & Johnso...

Cade Massey

Research Interests: People analytics, judgment under uncertainty, organizational behavior Cade Massey is a Practice Professor in the Wharton School’s Operations, Information and Decisions Department. He received his PhD from the University of Chicago, and taught at Duke University and Yale Unive...

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Negotiation and Influence: Making Deals and Strategy Work at The Wharton School

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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.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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

We are happy to help you find a suitable online alternative.