Power, Influence, and Negotiation | LIVE, ONLINE

Learn best practices for preparing for a negotiation from a six-time Outstanding Faculty Award winner and published author.

Program Schedule

This interactive program will be delivered live via an online learning platform.

  • October 13, 2020 (Optional Pre-session)| 8:30 a.m. – 9:30 a.m.
  • October 15, 2020 | 8:30 a.m. – 12 p.m.
  • October 16, 2020 | 8:30 a.m. – 12 p.m.
  • October 22, 2020 | 8:30 a.m. – 12 p.m.
  • October 23, 2020 | 8:30 a.m. – 12 p.m.

Program Location

This program is offered live, online.

In a live, online delivery format, you will log into a web conferencing platform to participate in the program. You will interact with the instructor, the moderator, and your fellow participants. The instructor is focused on delivering content to you in an engaging way. The moderator is focused on helping you and the instructor with all technical aspects of the class as well as engaging with you using virtual tools, like Chat. You will also be using collaborative tools for group work. Here are a few comments from prior participants:

  • “I liked that the sessions were interactive as much as possible while still continuing to provide good information. I appreciate all the work done to turn this into a valuable virtual experience.”
  • “I appreciated that the session was interactive and engaging. The instructor’s warm smile and invitations to join the chat made the content very engaging. We had lots of shared comments (maybe more than we would’ve had in person?) in the Zoom chat window.”
  • “The course was very well put together (both preparing and online logistics and the course materials, before and during the course).”
  • “The instructor and the moderator were very patient, friendly, helpful and professional.”
  • To the moderator, “thank you for all your ‘behind the scenes’ action and attentiveness. Greatly appreciated!”
  • Appreciate the support and reassurance provided.

Program Description

Most people think that negotiation is a game that is won or lost at the bargaining stage; in reality, negotiation is a process that is won or lost in the preparation and understanding of BATNAs and other information. This highly interactive program is designed to improve participants’ understanding of and mastery in negotiation. Drawing from the latest research in negotiation, influence, and decision making, participants will enhance their competitive position as negotiators and bring value to the organizations they represent.

Topics covered include diagnosing negotiation situations, applying context appropriate negotiation strategies, maximizing power positions, creating opportunities for joint gains, and developing mutually beneficial agreements. The feedback and discussion sessions following each negotiation exercise and case study will reinforce newly acquired skills.

As many have transitioned to a remote work environment, this year the program is uniquely positioned to give participants an opportunity to practice bargaining in a virtual setting. This practice will create an invaluable opportunity to analyze which of your negotiations skills still apply in a virtual setting and which new skills need to be developed to be successful in negotiations held via web conference.

Key Learning Outcomes

In this program, participants will learn how to negotiate more effectively by:

  • Maximizing power positions and creating opportunities for joint gains
  • Building stronger relationships through an improved ability to influence others through skillful negotiation
  • Identifying the best position to maximize value for everyone involved in a negotiation
  • Achieving optimal decision-making through planning and applying a context appropriate negotiation strategy or framework
  • Learning to balance the interests of everyone in complex or multiple party situations
  • Identifying how value can be destroyed in a poorly managed negotiation
  • Recognizing common negotiation barriers and applying tactics to avert them

These learning outcomes will be achieved through faculty instruction, group discussions, and interactive exercise. A live session with actors trained to test your newly acquired skills gives you an opportunity to practice applying your newly refined negotiation strategies in a scored bargaining session.


Outstanding Faculty Award winner in the MBA program six times over, Jennifer Dunn, Ph.D. leads this program with a focus on decision processes involving long-term relationships built on trust, reputation, and ethical decision making. She is a master at helping individuals and teams plan and prepare for negotiations by recognizing value for those at the table and building collaboration into the discussion.

Dunn’s work on the art of negotiation processes is published in the Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, Research on Managing Groups and Teams, and the Best Paper Proceedings of the Academy of Management. She is on the editorial board of Organizational Behavior and Human Decision Processes. Dunn teaches business ethics and negotiations courses in the MBA program, undergraduate classes, and online MSMSL classes. She has worked with Executive Development Programs for many years and consistently receives top-of-the-bar program reviews for this and other programs.

Who Should Attend?

While this program teaches sound power, influence and negotiation strategies applicable in any time, the program is uniquely positioned this year to benefit those of you transitioning from in-person negotiations to virtual negotiations.

This program is open to all functional areas within an organization and all industry sectors. Participants will benefit most from this program if their role is one that requires them to move people or groups to a decision.


The full program cost is $2,395, which includes instruction, all educational materials, general technical support, and a certificate of completion.


Have a question? Click here for Frequently Asked Questions or contact us anytime at edp@broad.msu.edu or 517-353-8711. Interested in group training? Please contact us at edp@broad.msu.edu.