Every successful business leader negotiates every day. Whether discussing salaries, contracts, partnerships, budgets, investments, deadlines, team priorities, or organizational change, negotiation is the process through which competing interests are transformed into workable agreements. Equally important is persuasion—the ability to influence people ethically by shaping perceptions, building trust, communicating value, and creating alignment without coercion.
Negotiation & Persuasion Skills is a practical, executive-focused course designed to equip Junior MBA students with the psychological, strategic, and communication skills necessary to negotiate effectively and influence others in complex business environments. Rather than emphasizing rigid bargaining techniques or theoretical models, the course develops adaptable frameworks that can be applied across leadership, management, entrepreneurship, sales, diplomacy, and organizational decision-making.
Students will explore the psychology of influence, preparation strategies, value creation, relationship management, conflict resolution, stakeholder analysis, executive communication, cross-cultural negotiation, ethical persuasion, and high-stakes decision-making. The course emphasizes practical thinking, strategic preparation, emotional intelligence, and long-term relationship building, preparing future leaders to negotiate outcomes that create lasting organizational value.
Course Objectives
By the conclusion of this course, students will be able to:
• Understand negotiation as a strategic leadership and value-creation process.
• Develop persuasive communication skills grounded in trust and credibility.
• Analyze stakeholder interests and identify mutually beneficial opportunities.
• Apply psychological principles to improve influence and negotiation outcomes.
• Build confidence in negotiating under pressure and uncertainty.
• Recognize and manage emotional dynamics during negotiations.
• Resolve conflicts while preserving long-term business relationships.
• Adapt negotiation strategies across cultures, industries, and organizational settings.
• Evaluate ethical considerations in persuasion and influence.
• Develop an executive negotiation mindset capable of balancing organizational objectives with sustainable partnerships.
