Get a sneak peek at the Mutual Gains Approach with this Value Creation Checklist.

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Negotiating to Create Value: The Mutual Gains Approach

A four-week course that empowers you with a proven method to achieve advantageous results for all parties.


Sign up for a sneak peek at the Mutual Gains Approach with a downloadable Value Creation Checklist.

By submitting your information, you are agreeing to receive periodic information about online programs from MIT related to the content of this course.

The Mutual Gains Approach to Negotiation

The most effective negotiations aren't always about winning, but rather about getting good results for ourselves and our negotiating partners while maintaining positive working relationships which can be crucial in future interactions. 

In just four weeks, this online course from MIT xPRO will walk you through the Mutual Gains Approach (MGA)-- a proven process model, based on experimental findings and hundreds of real-world case studies. You’ll not only learn the four steps for negotiating better outcomes for all involved but put them into practice by role-playing with your peers online. 

Prepare for your next negotiation with careful analysis, effective process management, and the trusted four-step process taught at MIT. Join us online for Negotiating to Create Value: The Mutual Gains Approach.




Professor at MIT, co-founder of the inter-university Program on Negotiation at Harvard Law School (PON), founder of the Consensus Building Institute, and author of the book, Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation.

In addition to serving as a negotiation mentor for several generations of MIT students, Prof. Susskind helped to develop PON's Advanced Negotiation Master Class. He has provided negotiation training to more than 30,000 individuals across the information technology, biotech, oil and gas, telecommunications, real estate, food and beverage, and pharmaceutical industries. He has also served as negotiation advisor to public-private partnerships in Africa, Latin America, Asia, Europe, and North America. He is the founder of the Consensus Building Institute, which provides negotiation training and dispute resolution services to companies, agencies, and organizations all over the world.


You are looking to develop negotiation strategies and techniques to achieve mutual gains.

You would like to be empowered to maximize value in both your business and everyday life.

You are a working professional looking to gain the tools and confidence to grow your career.

What Learners Are Saying

Thousands of learners have studied the mutual gains approach to negotiation online with Professor Susskind. 


Brian Epp, Director of Student Success, Pearson Higher Ed

"It gives me more confidence in having a method to use when approaching negotiations. The emphasis on relationship building and trust aligns with my personal style much more than trying to drive a hard bargain. Investing in value creation so there's a bigger pie to distribute was important in improving my practice."


Flavia Chai, Freelance Data Scientist

"This course helped me better understand negotiation and how I had the wrong idea and had a "bad" view of the negotiation practice. I learned a lot about how I can gain in a negotiation without fighting and it can easily be applied. [The course is] really useful, well structured, and well balanced between theory and practice"


Edward Watkins, Senior eCommerce Executive, International Checkout, Inc.

"I think the course found the perfect balance between solidifying a theoretical understanding of negotiation through the MGA model. While also using real-world practice as a cornerstone of its application. I've learned a lot about the way I think when building value and endeavoring toward a mutually shared goal. I also learned how to take a sharper look at my counterparts' needs going into a high-level discussion."


Barun Pandey, Cofounder, neoNep Technologies

"[This course] helped me understand what goes into a negotiation far better than any other course has done so far. As a good negotiator, you have to spend more time preparing and keeping yourself in the shoes of your compatriot, and this course is fantastic to help you figure out how!"


Mekaela Stevenson, Business Analyst, Athena Software

"This short course was easy to fit around my work and provided many simple tools that make a big difference in how I can now negotiate. I will be making sure to use these techniques during my future negotiations."


Abhijeet Narwal, Mechanical Design Engineer, Ford

"It has helped me clear away some myths of negotiation and enable me to have negotiations that create more value. This valuable lesson should reach everyone in the business world so that each business negotiation is about creating value rather than fighting for a bigger piece of the pie."


Cody Jacobucci, Airframe Stress Analyst, Aurora Flight Sciences

“The simulations were a blast for me. I never have had the chance to be in a real formal negotiation and I suspect these will be the only formal negotiations I do for a while.”


Xi Chen, Sr. R&D Engineer, Boston Scientific

"I like the cases. They really help me better understand the concepts. The content is highly related to my daily work and provides a new perspective of relationship inside my organization."


Frederick van Staden, Team Lead, Entelect

"I am a team lead for a Software team and we very often have to negotiate timelines and what needs to be delivered. This would definitely help me protect my team against unfair deadlines and find ways to keep business happy too."

Sue Anne Martinez

Sue Anne Martinez, Global Quality Assurance Engineer, The Boeing Company

"The simulations are fun. It lets you apply the content and learn which approach works best for each situation. You will find that your methodology changes based on the person you are negotiating with."


Edward Alliston, Lead Technical Engineer, Boeing Defense UK

"I have really enjoyed how the role-play aspects of this course gave me an opportunity to try some of the things we have learned. I have been lucky to have a great group of people in my team that has made the negotiations fun and interesting."


Debbie Brey, Enterprise Agile Transformation Leader, The Boeing Company

“I kind of dreaded this topic as I have never liked any formal contract negotiations that I have played a part in. However, as I learned more about this class, I realized how much of my job includes negotiating with people. I found the content very relevant and have 2 opportunities in the next week to utilize these skills.”


Are you an entrepreneur or in the healthcare industry? Check out these other targeted offerings from Professor Susskind and MIT xPRO.


We bring together an innovative pedagogy paired with world-class faculty.


Many companies offer professional development benefits to their employees but sometimes starting the conversation is the hardest part of the process.

Use these talking points, stats, and email template to advocate for your professional development through MIT xPRO's online course Negotiating to Create Value: The Mutual Gains Approach.



This is your sneak peek at the Mutual Gains Approach (MGA). In an MGA-type negotiation, the parties explore possible trades that exploit the things they value different and create joint gains for both parties. 

Submit your information in the form above to download your free value creation checklist. 

Propel Your Career On Your Terms

Technology is accelerating at an unprecedented pace causing disruption across all levels of business. Tomorrow’s leaders must demonstrate technical expertise as well as leadership acumen in order to maintain a technical edge over the competition while driving innovation in an ever-changing environment.

MIT uniquely understands this challenge and how to solve it with decades of experience developing technical professionals. MIT xPRO’s online learning programs leverage vetted content from world-renowned experts to make learning accessible anytime, anywhere. Designed using cutting-edge research in the neuroscience of learning, MIT xPRO programs are application focused, helping professionals build their skills on the job.

Embrace change. Enhance your skill set. Keep learning. MIT xPRO is with you each step of the way.

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