This isn’t just about the theoretical. It’s about learning from successes and failures and building practical skills you can apply directly at 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.