If you’re an entrepreneur or someone with an entrepreneurial mindset, you negotiate every day: you need to convince stakeholders to support your idea, increase the value of your intellectual property, get the best deal from partners, and team members, etcetera. Is your lack of negotiation skills preventing your venture from reaching its full potential?

ENTREPRENEURIAL NEGOTIATIONS:

THE MIT WAY

STARTS APRIL 26, 2016

Research has shown that “in a series of negotiation tasks, interpersonal interactions are determinants of entrepreneurial success.” Join renowned MIT negotiation expert, Professor Lawrence Susskind, in this 6-week online, interactive program where you will be able to learn the key negotiation elements that drive the success of entrepreneurs—the MIT way.

 

At the conclusion of the program, you will walk away with the knowledge to:

 

  • Protect and increase the value of your ideas
  • Deal with ego and the need to build trust in relationships
  • Navigate the bargaining process when economic uncertainty and technical sophistication are at stake
  • Master the MIT way of winning at entrepreneurial negotiations

 

Recent reports show that the MIT entrepreneurial community generates annual revenues of $2 trillion — a figure greater than the GDP of the world’s 10th-largest economy.  Through this program, you will practice negotiation skills via simulations, role-plays, case studies, and peer-provided feedback. You will emerge with a toolkit of negotiation techniques so you can join the MIT entrepreneurial success.

Prepare to Win.

AVOIDING THE NEGOTIATING

MISTAKES THAT ENTREPRENEURS MAKE

Thursday, February 4, 2016 at 11 a.m. PT / 2 p.m. ET (one hour)

 

In this webinar, MIT Professor Lawrence Susskind provides a preview of this new online course, Entrepreneurial Negotiations: The MIT Way. Entrepreneurs, venture capitalists, and corporate innovators will learn why negotiating as an entrepreneur is different and how to strengthen their position at the bargaining table to avoid failure.

 

Watch this webinar on-demand and learn how to create value through win-win negotiation.

Lawrence Susskind, Professor

Head, Environmental Policy and Planning Group

Professor Susskind's research interests focus on the theory and practice of negotiation and dispute resolution. He has served as an advisor to a number of Fortune 100 companies and to a great many social enterprises. He is the Founder and Chief Knowledge Officer of the Consensus Building Institute, a Cambridge-based company that provides mediation services in complicated disputes around the world in the mining, pharmaceutical, renewable energy, real estate development and other sectors. Professor Susskind is the author or co-author of twenty books including, Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation (Public Affairs Press) and Built to Win: Creating a World-Class Negotiating Organization (Harvard Business School Publishing).

 

Professor Susskind is currently Director of the MIT Science Impact Collaborative, an applied research program working with partners in Chile, Malaysia and Mexico on issues of energy policy and sustainable city development.   He also was one of the co-founders of the interuniversity Program on Negotiation (PON) at Harvard Law School, where he now serves as Vice Chair for Education and co-directs PON’s Negotiation Pedagogy Initiative and their Teaching Negotiation Resource Center.

 

Learn about the Consensus Building Institute

www.cbuilding.org

WHY MIT PROFESSIONAL EDUCATION

 

MIT Professional Education delivers timely, relevant programs to a global audience of scientists, engineers, technicians, managers, consultants, and others from industry, government, the military, non-profit, and academia. The MIT Professional Education mission is to provide a gateway to renowned MIT research, knowledge and expertise for those engaged in science and technology worldwide, through advanced education programs designed for working professionals. The programs are delivered by MIT faculty and promote technical excellence through ongoing educational engagement with communities of practice. Under the leadership of the School of Engineering, MIT Professional Education supports the development of creative leaders equipped to address complex problems.

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