Influence and Negotiation Strategies Program

You are here

Influence and Negotiation Strategies Program

Develop powerful negotiating skills for a range of situations in a rigorous program combining hands-on simulations with research-based discussions.

In this intensive program led by Stanford GSB faculty, you’ll spend most of your time actively negotiating with fellow classmates — all experienced business leaders from around the globe.

This isn’t just about the theoretical. It’s about learning from successes and failures and building practical skills you can take back to your workplace. You’ll learn how to get more of what you want, find out how to influence without authority, and know when it’s wise to walk away.

At Stanford GSB, we look beyond cases. We rely on empirically validated research to give us insight into the art and science of negotiation. Then, we use those findings to build effective frameworks for successful negotiations. You’ll examine the social psychology and economics of influence and delve into complex deal negotiations involving cultural differences, coalitions, and ethical challenges.

Key Benefits

Put negotiation theory into practice, and build frameworks you can use to exert influence and get more of what you want in the workplace and beyond.
  • Rethink your approach to negotiation — changing your aims from adversarial to collaborative, from winning to problem-solving.
  • Develop powerful, practical strategies to improve your influence and effectiveness in one-to-one, multiparty, and multi-issue negotiations.
  • Gain advanced negotiation and dispute resolution strategies, including skills to use when negotiations break down.
  • Develop skills and strategies to advance reciprocal influence for mutual gain.
  • Learn highly effective methods of interpersonal influence and persuasion.
  • Build frameworks that emphasize a rational and ethical approach to negotiation.
  • Gain a global perspective by negotiating with your fellow participants: experienced business leaders from around the world.

Who Should Attend

  • Executives or senior managers from any industry, any organization, and any functional area
  • Participants who conduct at least some of their daily business in English and can therefore keep pace with this highly interactive program

09 Oct 2016 – 14 Oct 2016

Show Program Information

Format

In-person|Stanford GSB
Full-time

Deadline

12 Sep 2016

Program Fee

US $12,500

The program fee includes tuition, private accommodations, all meals, and course materials.

Awarded

Certificate of completion

08 Oct 2017 – 13 Oct 2017

Show Program Information

Format

In-person|Stanford GSB
Full-time

Deadline

The application will be available mid-Sep 2016.

Program Fee

US $12,500

The program fee includes tuition, private accommodations, all meals, and course materials.

Awarded

Certificate of completion

Contact

Linda Pifer
Associate Director, Programs
Executive Education
1:45
Video Introduction
byStanford Graduate School of Business
4,853views
Learn more about faculty director Margaret Neale’s approach to the essential yet complex world of influence and negotiation.

Learn More About the Program

Curriculum

Explore our carefully designed curriculum, and go deeper with select course descriptions or a sample schedule.

Application Requirements

Review all eligibility requirements, and learn about the application process.

Participant Profile

Learn more about our past participants, and find out if the program is right for you.

Faculty Leadership

Margaret Ann Neale
The Adams Distinguished Professor of Management
  • Co-Director, Executive Program for Women Leaders
  • Director, Influence and Negotiation Strategies Program
  • Director, Managing Teams for Innovation and Success

Explore Related Programs

25 Sep 2016 – 30 Sep 2016
In-person|Stanford GSB
Two students on a couch.
08 Jan 2017 – 28 Apr 2017
In-person|Stanford GSB
Photo illustration of LEAD participants in a virtual team meeting.
14 Mar 2017 – 24 Feb 2018
Online