Program Overview

Negotiation Strategies (Online)

Overview

The modern negotiation landscape is more intricate and fast-paced than ever, transforming how professionals approach negotiations in various contexts. To navigate this realm successfully, an integration of interpersonal skills, strategic thinking, and problem-solving abilities is essential. Executives must strike a balance between traditional and digital communication methods to negotiate effectively.

The Negotiation Strategies (Online) program from Columbia Business School Executive Education equips mid-level to senior executives to navigate complex, high-stakes negotiation environments. Led by Michael Morris, Chavkin-Chang Professor of Leadership in the Management Division, this six-week online program blends academic expertise with hands-on application through live sessions, role plays, AI chatbot scenarios, and real-world case studies. It enables participants to find the right balance between traditional communication methods and modern digital tools to ensure clear and effective negotiation and influence across organizational levels.

Impact

At the end of this program, participants will be able to:

• Use bargaining strategies effectively by drawing on outcome evaluation and anchoring analysis in single-issue negotiations
• Employ counterstrategies during live negotiations
• Develop ethical, cross-cultural negotiation strategies for high-stakes deals
• Demonstrate persuasive techniques to influence stakeholders and drive consensus in high-stakes negotiations
• Analyze real-world negotiations and suggest improvements based on analysis
• Construct negotiation models to quantify trade-offs and optimize multi-issue dealmaking
• Apply conflict resolution skills to settle disputes and strengthen long-term business relationships

Program Structure

The program consists of six modules:

• Module 1
• Module 2
• Module 3
• Module 4
• Module 5
• Module 6

Claiming Value in Price-Driven Negotiations

• Explore the fundamentals of distributive bargaining and learn how to claim value in single-issue, price-driven deals
• Define classic positional negotiation tactics and apply bargaining strategies across narrow, negative, and wide zones
• Evaluate outcomes based on preparation, emotional discipline, and predefined limits
• Explore anchoring techniques and biases, and a structured preparation routine for value-claiming negotiations

Participant Profile

The Negotiation Strategies (Online) program is designed for executives aiming to lead high-stakes negotiations through effective counterstrategies and persuasion techniques. The program is ideal for:

• Mid-career professionals aiming to improve negotiation effectiveness across organizational levels and stakeholder groups
• Senior leaders looking to drive business growth and lead complex negotiations across global and cross-cultural environments

Faculty

Michael Morris

Chavkin-Chang Professor of Leadership
Management Division

Program Director

Earn a Certificate

Upon completion of this program, participants will receive a certificate of participation from Columbia Business School Executive Education. This certificate also awards credits towards the Certificate in Business Excellence, which grants select alumni and tuition benefits.

Program Details

• Dates: February 26–April 16, 2026
• Cost: $2,600
• CIBE Credits: 2
• Format: Online