New Online Course: Negotiation and How to Get (More of) What You Want

Course is part of the online Stanford Innovation and Entrepreneurship Certificate.

January 08, 2014

You spend a significant part of your day negotiating, whether you’re always aware of it or not. Negotiating effectively helps you reach agreements, achieve objectives, strengthen your relationships, and ultimately be more productive. Entrepreneurs not only need strong analytic skills to develop the best solutions to problems, but they need negotiation know-how to implement those solutions and bring them to market. As a result, the online Stanford Certificate in Innovation and Entrepreneurship program has launched a new course titled Negotiation: How to Get (More of) What You Want.

The course delivers valuable insight into how to be a more effective negotiator and secure more of what you want in life. Through lectures, vignettes, and hands-on exercises, participants will understand the components of negotiation and practice negotiation skills.

Margaret Neale, the Adams Distinguished Professor of Management, teaches the new Negotiation course. A senior faculty member at the Graduate School of Business and an expert in negotiation and team building skills, Neale’s research and teaching has centered on bargaining, distributed work groups, team composition, learning, and performance. She is the author of more than 70 articles on these topics and is a coauthor of three books. Her online Negotiation course will teach participants to:

  • Evaluate costs and benefits of different actions and how to manage the negotiating process
  • Enhance the ability to understand and predict the behavior of individuals in competitive situations
  • Improve the ability to develop a strategic plan to negotiate effectively
  • Develop confidence in the negotiation process

Participants may apply to the program online.

Available to anyone anywhere in the world, the course is the ninth in a series of classes offered as part of the online Stanford Innovation and Entrepreneurship Certificate. Participants may enroll in just a single course or earn the professional certificate from Stanford by completing any 8 of 12 courses.

Other available online courses include:

Professionals around the world are able to access Stanford faculty and Silicon Valley experts as they learn essential skills and effective strategies for working in and managing innovative organizations. An engaging digital experience has been developed by the Stanford Center for Professional Development at the School of Engineering and Stanford GSB to deliver the course content.

Registration is open for all of the first nine courses. Tuition is $995 for each course. Additional courses will continue to be introduced throughout 2014, including:

Courses are taught by Stanford University faculty, drawing on instructors from the Graduate School of Business and the School of Engineering, including its Hasso Plattner Institute of Design, known as the d.school, as well as Silicon Valley industry leaders. Faculty use highly interactive and occasionally unconventional methods. The online certificate program is led by faculty directors Robert Sutton, a professor of management science and engineering at the School of Engineering, and Hayagreeva Rao, professor of organizational behavior and human resources at Stanford GSB.

Entrepreneurs and aspiring entrepreneurs, as well as professionals from startups, Fortune 500 companies, nonprofit teams, and the public sector, will find the program to be practical and impactful. Given the level of material, participants must be fluent in written and spoken English. Participants will develop the skills to become catalysts for change as they learn how to foster innovation throughout their organizations. Whether this is someone’s first class in innovation or a chance to cultivate a deeper understanding and practice of innovation, participants will learn how to use innovative thinking for personal and professional success.

By Barbara Buell

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