Course Features

Negotiate two steps ahead

As calculated as a chess match, negotiations are complicated. Preparation is the key to securing the best outcome for yourself and for your organization.

In our Strategic Negotiation course, learn the foundational skills and knowledge needed to negotiate effectively and strategically. Discover your personal style and develop a systematic approach to a variety of challenging business situations through a set of interactive, increasingly complex mock negotiations. Build the confidence to navigate win-lose situations and transform them into win-win opportunities. Whether you negotiate on behalf of your organization or on behalf of yourself, this course will lead you to reliable techniques for securing better deals.

If you intend on pursuing the Executive Certificate in Organizational Leadership, we recommend completing Foundations of Leadership and Management before Strategic Negotiation. This is not a prerequisite but highly recommended.

All courses include:

  • Industry-leading faculty
  • Collaborative learning
  • Research-driven results
  • Lifelong connections
  • Practical applications
  • Custom solutions

Program Details

Who should attend

  • Professionals in sales and marketing, planning and development, strategic partnerships, supply-chain agreements, recruitment and human resources, negotiating on behalf of their companies
  • General business and operations managers looking to improve their negotiation skills
  • Individuals seeking to achieve better business outcomes for their organizations

What you will learn

  • Understand the strategies and psychology underlying negotiations
  • Define your personal negotiation style
  • Gain confidence in your strategic negotiation abilities
  • Become a powerful negotiator with a systematic approach to challenging conversations


Brian Gunia

Brian Gunia, PhD

Professor and Associate Dean for Academic Programs, Carey Business School

Brian Gunia joined the Johns Hopkins Carey Business School in 2011. He is an Associate Professor in the research track. Brian studies three ways that people commonly jeopardize their careers: by acting unethically, negotiating ineffectively, and sleeping insufficiently. Instead of focusing on self-defeating choices themselves, however, he focuses on simple, theoretically-motivated measures that might enable individuals to act more ethically, negotiate more effectively, and sleep longer or better. Brian is the author of a negotiation blog called Life's Negotiable and a negotiation book called The Bartering Mindset. Brian founded the Johns Hopkins Business in Government (BIG) Initiative, and he currently serves as Academic Program Director for the full-time MBA program.