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Conducting Interest-Based Negotiations

An Overview of the Mutual Gains Approach

This course has been designed as a first step toward improving negotiation skills and giving learners and their organizations a competitive edge. It introduces a set of proven frameworks and methodologies to help view negotiations differently—focusing on the interests of all parties.

This course draws from a much broader series of courses where the focus is learning how to employ the Mutual Gains Approach to Negotiation. The MGA, as it is known, is one of the world’s most recognized and respected approaches to negotiation, developed and taught for the last thirty-five years to all students at Harvard’s Law and Business Schools. While learners won’t have the opportunity to practice the MGA within this course, they will learn how it can help achieve better outcomes in negotiations.

Download the Course Overview

Learners Will:

  • Analyze their current approach to negotiation, comparing it to the Mutual Gains Approach
  • Discuss negotiation best practices in their organizations
  • Improve negotiation preparation and implementation

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Developed in partnership with:


Topics:

  • Negotiation

Authors:

Lawrence Susskind

Professor, Massachusetts Institute of Technology and Founder and Co-Founder of the Program on Negotiation at Harvard Law School

Hal Movius

Founder & President, Movius Consulting and Visiting Executive Lecturer, Darden Graduate School of Business, University of Virginia


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