Week 1: Negotiation Fundamentals and Intro to the Course

Week 2: Psychological Biases, Emotions in Negotiations, and other Roadblocks to a Negotiating a Successful Outcome

Week 3: Creating not just Claiming Value

Week 4: Negotiating in Teams, Contingent Contracts

Week 5: Coalitional Negotiations, Fairness in Negotiations, and How to Negotiate with Difficult People

Week 6: Advanced Capstone Negotiation

In Week 6, complete a complex and rewarding capstone negotiation in groups of six or more participants.

Look back and be amazed at how far you have come in only a few weeks and walk away with the skills to approach and succeed in a complex, multiparty, cross-sector (public, private, NGO) negotiation.

What You Will Learn

  • Fundamentals of negotiation 
  • Navigating obstacles 
  • Effective communication at the bargaining table
  • Maximization of multiple interests
  • Tactics for coalition-building


John Burrows, Senior Lecturer

John Burrows is the Faculty Director for the Negotiations as a Leadership Skill Credential Program, training students with fundamental leadership skills at all levels. Burrows is a Senior Lecturer in Leadership at the University of Chicago Harris School of Public Policy, an Associate Fellow at Oxford University’s Saïd Business School, and previously was an adjunct professor at the University of Chicago Booth School of Business.

Schedule and Format 

  • March 22 - April 30, 2021
  • Six (6) weeks, about 4-6 hours per week 
  • Weekly live sessions on every Friday from 7pm to 10pm (Chicago time) starting from March 26
  • Sessions are 100% live and highly interactive, conducted on Zoom 
  • Live office hours each week with faculty and teaching fellows 

Virtual Format

The lectures are 100% live on Zoom. Expect active engagement with faculty and peers each session. The virtual program allows you to engage with the class from anywhere as long as you have a stable internet connection.

Time Commitment

Anticipate a commitment of approximately six hours per week. This weekly estimate is based on three (3) hours of live lecture, two (2) hours for assignments, and one (1) hour of live office hours with faculty and teaching assistants.

Office Hours

Live office hours accommodate various time zones and schedules of working professionals. Anticipate live office hours to be held in the evening of Central Standard Time (Chicago Time, UTC-6).