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Indiana University

Business Negotiations

Indiana University via edX Professional Certificate


People who achieve the highest levels of professional success have done so by mastering the art and science of negotiations. In this program, you will acquire the skills you need to become a skilled negotiator. Better yet, you will have the opportunity to apply those skills by actually negotiating a transaction.

In this program, you will work in online, real-time teams to negotiate a complex business transaction. This portion of the program consists of live interactive negotiation sessions with written follow-ups, culminating in a letter of intent. Throughout the process, you will address the numerous legal, business, social, ethical, and political issues that arise during a transaction. You will apply creative problem-solving as you and your team work with the other side toward a mutually beneficial result.

As a prerequisite to the actual negotiations, you will complete a self-paced class that explores the key elements of negotiating and structuring the transaction that you’ll be working on. You will learn to analyze, strategize, negotiate, and draft, and to think holistically about a transaction. The prerequisite course may be taken as a stand-alone class, but you must complete it in order to enroll in the negotiations class.

The program is ideal for anyone who wants to become a better negotiator, including professionals and students at all levels in law, business, engineering, government, diplomatic service, or any other profession that engages in negotiations. Whether you are looking to hone your skills, or to practice what you’ve learned in a collaborative team setting, you will benefit from this stimulating and action-oriented program. In addition, the online setting for the negotiations presents an added benefit: because the COVID-19 pandemic has made online negotiations the new normal, it is more important than ever to become proficient at them.


Courses under this program:
Course 1: Introduction to Business Negotiations

Learn the skills necessary to negotiate complex business transactions and develop the framework to apply what you’ve learned in actual online negotiations of a transaction.

Course 2: Applied Business Negotiations

Apply the negotiation skills you developed from our Introduction to Business Negotiations course and your own experiences by participating in virtual, live negotiations. Interact with small teams to tackle a real-world simulated business transaction.


Taught by

Jay Gary Finkelstein


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