We negotiate every day – with employers, coworkers, employees, clients, and others.

Although negotiations are ubiquitous, many of us know little about the strategy and psychology underlying them, nor do we feel particularly comfortable negotiating. This seminar will provide participants with the foundational skills and knowledge needed to negotiate effectively.


Why you should attend

  • Powerful negotiators are valued at all levels of an organization.
  • Hone your negotiation skills and learn about your negotiation style.
  • Gain the ability to achieve your goals through strategic negotiation.

Program highlights

  • Participate in interactive, increasingly-complex negotiation exercises to practice negotiation skills.
  • Develop a systematic approach for a variety of negotiation situations.
  • Learn to cope with win-lose situations, but also to transform them into win-win opportunities.


Courses are held in Room 201 at the Johns Hopkins Carey Business School Harbor East campus, located at 100 International Drive, Baltimore, MD 21202.

Check-in and breakfast for this course is from 8:30-9:00am each day. The seminar begins promptly at 9:00am and ends at 4:00pm. 

The registration deadline is one week prior to the first day of class. 


This seminar serves individuals at all career stages, as well as rising managers who want to improve their negotiation performance and outcomes.

Participants with the following areas of expertise may particularly benefit from this course: sales and marketing, planning and development, strategic partnerships, supply-chain agreements, recruitment and human resources. Business managers, Operations managers and Human Resource managers and practitioners will benefit from this course.



Brian Gunia Photo

Brian Gunia

Associate Professor, Johns Hopkins Carey Business School

He holds a PhD in management from Northwestern University. Brian’s research focuses on negotiation, ethical decision-making,and organizational failure. It has been published in several academic journals including the Academy of Management Journal, Journal of Applied Psychology, and Annual Review of Psychology. Brian’s research has also been featured in popular media outlets like The Economist, Wall Street Journal, and Forbes. Brian has received several awards for his research and teaching, and he is the founder of the Carey School’s Business in Government Initiative, as well as the author of a blog called “Life’s Negotiable”. Previously, Brian worked as a consultant at Deloitte.


$3800 for the 3-day seminar. This fee includes materials, gourmet breakfast and lunch and on-site garage parking.

JHU employees can submit for tuition remission for the entire cost of the course. JHHS employees receive a 20 percent discount on all seminars. 

The new JHU tuition remission form is available online here. Please return completed forms to carey.execed@jhu.edu


Program Dates: April 17-19, 2018. Register now.

To cancel or transfer your registration, please write to carey.execed@jhu.edu. Registrants who do not cancel and do not attend the program will not receive a refund.

JHU employees should refer to the Non-credit Courses section of the Tuition Remission policies (available on the JHU Benefits page) regarding cancellation policies. Registrants not employed by JHU must notify the Office of Executive Education of cancellation at least two weeks prior to the program in order to receive a full refund.