Strategic Negotiation for Leaders
Driving Value in Complex, High-Stakes Negotiations
Program Details
Next Cohort: August 14 to September 18, 2026
Times: Weekly on Friday mornings, 10 to 11:30 a.m. Eastern
Tuition: $1295
Location: Virtual Online
Testimonials
Adam Kulikowski, Senior Underwriter at the Prince George’s County Department of Housing and Community Development - Affordable Multifamily Lending
Sira Duson, Director, Limb Preservation Program, Department of Vascular Surgery, WakeMed Health
Jonathan Young
What do learners say about this program?
What I really liked about the negotiation class at Smith was the ability to use what was learned in real time in my day-to-day. In a lot of higher learning situations, case studies or objective business theories (e.g. that can encompass marketing, accounting, finance, etc.) are useful at times when the right conditions are present. Negotiation is different because almost all of us use it daily and in all aspects of our lives. I feel that what I learned in my negotiation class has better prepared me to be successful by invoking some discipline in how negotiation is approached. I have tried to understand the psychology behind it and am mindful of some of the basic concepts within it – things like reservation and target pricing, sources of power, and BATNA.
Dan Baylog (UMD Smith MBA ’14)
President & General Manager
WZZM-TV Grand Rapids, MI
Some of the things I enjoyed the most [about this course] were how it pushed you to look through the lens of your opponent in a negotiation, simulated real-life scenarios we may face in our professional careers, and prepared you to anticipate and handle the various outcomes of those negotiations. What’s great is I’ve been able to practice the skills and tools we learned throughout this course in my professional and personal life. I’ve recently used the scoring system and different negotiation tactics to land a good deal on my recent car purchase (in a VERY tough market at that). On top of the course content, Dr. Venkataramani is an excellent facilitator- she challenged me to be confident and persuasive in my negotiations and made the course fun and interactive.
Sushmitha Kavuru (UMD Smith MBA ’22)
Senior Consultant
Deloitte
Program Description
Negotiation is one of the most critical leadership skills in modern organizations, yet many professionals rely on intuition rather than structured approaches. In complex environments involving multiple stakeholders, long sales cycles, and high financial stakes, ineffective negotiation can result in lost value, weakened relationships, and suboptimal outcomes.
This program is designed to help leaders move beyond basic negotiation tactics and develop a strategic, repeatable approach to negotiation. Participants will learn how to prepare effectively, understand counterpart incentives, structure deals, and navigate complex dynamics with confidence. The program emphasizes real-world application, combining proven frameworks with practical exercises.
Designed for leaders responsible for sales, partnerships, procurement, or internal decision-making, this program equips participants with the tools to negotiate more effectively, capture more value, and build stronger long-term relationships.
Who is this for?
This program is for anyone asking the following questions:
- How do I negotiate more effectively in complex situations?
- How do I capture more value without damaging relationships?
- How do I manage multi-party or high-stakes negotiations?
- How do I avoid common negotiation mistakes?
Valuable outcomes
Participants will leave equipped with the knowledge and tools to:
- Apply structured negotiation frameworks to real-world situations
- Prepare strategically and understand counterpart incentives
- Manage multi-party and high-stakes negotiations
- Improve value capture while maintaining relationships
- Navigate difficult conversations with confidence
Program Sessions
Session 1 – Foundations of Strategic Negotiation
This session introduces the core principles of negotiation, focusing on how value is created and captured in different types of negotiations. Participants will explore distributive versus integrative negotiation and understand the importance of preparation. The session builds a foundation for thinking strategically rather than reactively in negotiation settings. It also highlights common mistakes and how they impact outcomes.
Topics
- Types of negotiations (distributive vs. integrative)
- Value creation vs. value capture
- The role of preparation
- Common negotiation pitfalls
Session 2 – Preparation, BATNA, and Leverage
Effective negotiation begins before the conversation starts. This session focuses on how to prepare thoroughly by identifying objectives, alternatives, and constraints. Participants will learn how to develop and use BATNA (Best Alternative to a Negotiated Agreement) to strengthen their position. The session also explores how leverage is created and used strategically.
Topics
- Defining objectives and priorities
- BATNA development and application
- Sources of leverage
- Structuring preparation frameworks
Session 3 – Understanding Counterpart Behavior and Incentives
Negotiation success depends on understanding the other party's motivations and constraints. This session explores how to analyze counterpart incentives, anticipate behavior, and adapt strategies accordingly. Participants will learn techniques for information gathering and reading signals during negotiations. The session emphasizes empathy and strategic thinking.
Topics
- Analyzing counterpart incentives and constraints
- Behavioral dynamics in negotiation
- Information gathering techniques
- Adapting strategy in real time
Session 4 – Managing Complex and Multi-Party Negotiations
Many negotiations involve multiple stakeholders with competing interests. This session focuses on navigating complexity, aligning stakeholders, and managing dynamics across parties. Participants will learn how to structure discussions, build coalitions, and maintain control in challenging situations. The session includes examples from corporate and public-sector negotiations.
Topics
- Multi-party negotiation dynamics
- Stakeholder alignment strategies
- Coalition building
- Managing complexity and conflict
Session 5 – Communication, Influence, and Closing
This session focuses on the communication techniques required to influence outcomes and close deals effectively. Participants will learn how to frame proposals, ask the right questions, and manage difficult conversations. The session also addresses how to handle objections and reach agreements that maximize value. Emphasis is placed on clarity, persuasion, and relationship management.
Topics
- Persuasive communication techniques
- Framing and anchoring
- Handling objections
- Closing strategies
Session 6 – Capstone: Negotiation Simulation
In the final session, participants apply the frameworks and techniques learned throughout the program in a realistic negotiation simulation. They will prepare, negotiate, and reflect on outcomes with structured feedback. The session reinforces learning through practice and helps participants identify areas for improvement. Participants leave with a refined approach they can apply immediately.
Faculty Experts
Rellie Derfler-Rozin
Vijaya Venkataramani