The Negotiation Course introduces participants to the fundamentals of negotiation.

The Negotiation Course uses a combination of lectures and role play exercises so that participants can gain experience in the art and science of negotiation.

Each week Participants prepare a pre-negotiation strategy and come to the Learning Session prepared to negotiate with a counterparty. In most Learning Sessions negotiation data are collected by the instructor, and a debriefing is used to deepen Participants’ understanding.

In accordance with best practices, after the debriefing short Negotiation Reflection Papers are written and submitted online by individual Participants to further enhance learning.


“Negotiation is a process by which two or more parties communicate with each other in order to reach an outcome on which they mutually agree.”


In addition to the fundamentals of negotiation analysis, the course covers five topics through the use of role plays:

01. Distributive Negotiations

02. Integrative Negotiations

03. Cross-Cultural Negotiations

04. Multi-Party Negotiations

05. Negotiating a Job Offer


Key Takeaway: Mutually understanding each party’s 1) behavioral code and 2) trust building mechanisms is essential prior to beginning negotiations.


The learning goal of the Negotiation Course is to introduce students to the fundamentals of negotiation analysis and the conduct of negotiations.


The learning objectives for this Course include developing the following skills: Critical Thinking, Communication, Team Work, Leadership, and Ethical Reasoning.


Did you know that negotiation skills can be used every day of your life? 

Examples of occasions when you are probably already negotiating include the following: Asking for a raise from your boss (or your spouse!), choosing where to go for a vacation, buying a car, how to divide housework, etc.

“The most important negotiation in your life is ‘getting to yes’ with yourself. When you learn how to do that, you’ll start winning at everything else.”

Erica A. Fox

Why study Negotiation?

As in chess, once you sit down at the table every move counts. So many factors compete to undermine an optimal settlement: the emotions of both participants; the potential for misunderstanding what could be gained (or lost); differing interpretations of what constitutes fair play. Be it a straightforward business transaction, a divorce or an international struggle to reach a peace agreement, there’s much that can go wrong.Can you afford to not study Negotiation?

-Martha Lagace


In addition to learning about the fundamentals of negotiation while expanding their professional network, participants who successfully complete the course can anticipate the following benefits:

  • a more global perspective on negotiation
  • improved leadership skills;
  • better problem solving and critical thinking skills;
  • improved writing and presenting skills; and
  • enhanced ability to work collaboratively in teams.

Additionally, participants who successfully complete the course will receive a digital Certificate of Completion issued by MDI.TOKYO through Accredible.

What are the three most important terms in Negotiation?

1. BATNA: Best Alternative To a Negotiated Agreement
2. RV: Reservation Value
3. ZOPA: Zone of Possible Agreement


Most learning sessions use the following design:

Time Commitments for Maximum Learning:
• Average Individual Reading & Preparation Time Before a Learning Session: 60 – 180 minutes
• Average Learning Session Time: 90 – 120 minutes
• Average Post-Learning Session Reflection Time: 30 – 60 minutes


If you are a professional who is passionate about learning and you want to leverage knowledge about Negotiation to advance in your career, then you should apply for admission to this Course.



Negotiation is one of our Saturday Business School courses.

Five Learning Sessions are offered on Saturdays in a weekly format beginning in July.


We currently offer one track as described below:


OPEN ENROLLMENT is a track (time slot) and cohort (batch of learners) to which anyone can apply using our rapid application form. MDI.TOKYO then evaluates the applications and extends offers of admission based to applicants who best meet our criteria for success.

In principle, OPEN ENROLLMENT Negotiation tracks are offered on Saturdays at the following time(s):

Negotiation Course (OPEN ENROLLMENT): 10:00-12:00

In principle, this course track meets on Saturday mornings in the July period.  It is Open Enrollment. Please use the application form to request a seat in the program.

  • Minimum number of Participants is 15.
  • Maximum number of Participants is 46.
  • Program starts in July.



Application Period
Oct. 1 – Jan. 31

Application Deadline:
January 31st

Offers of Admission:
Made in February.

Course Start:

Course End:
July (or early August)


  • Seats are limited, so please apply early.
  • If seats remain available after the application deadline, applications will still be accepted between February 1 until April 30th, or until the final remaining seat is filled (whichever comes first).
  • There are two ways to apply:
    • As an Individual → use our Application Form to apply to our Open Enrollment Track; or
    • As a member of a Learning Team → use our Application Form to apply to our Open Enrollment Track and indicate your Learning Team name in the relevant section of the Application Form.
  • Applications are available online and take between 45 minutes and 1 hour to complete.
    • No transcripts required.
    • No standardized test scores required.
    • No letters of recommendation required.
Follow the Negotiation Course on LinkedIn.


  • The fee for the course is 150,000 JPY (+8% tax) per Participant.
  • The fee includes tuition, access to a Learning Management System that supports the Course, and all required reading materials.
  • Applicants who are accepted into a Course will receive an invoice issued via email when they are notified of their acceptance.
  • Payment can be made via bank transfer or via credit card online.


Is this course taught in English or in Japanese?

  • Reading materials are provided in English.
  • Learning Sessions are conducted in English.
    • Learning Teams can work in English and/or Japanese before and after Learning Sessions, but the working language of the Learning Session is English.
  • Case Analysis Memos and Presentations should be submitted in English.
  • The Instructor uses English to conduct the Course, but she/he can read and speak Japanese proficiently.

How long is this Course?

  • This Course has 5 Learning Sessions. Typically the Course meets once per week. It begins in July and ends in July or the first week in August.

Is this an MBA-level course?

This Course is adapted from a 8-session, MBA-level course. Each session was 180 minutes.

Five previous versions of this Course taught by this instructor have been successfully completed by professionals with various levels of academic preparation and English ability from Japan and around the world.

How much time do I need to dedicate to this Course?

Individual time requirements will vary, but here are some average times based on previous experience:

  • Average Individual Reading & Preparation Time Before a Learning Session: 2-3 hours
  • Average Learning Session Time: 90 – 120 minutes

What is the required number of Participants?

  • Each Negotiation Course Section Cohort needs a minimum of 16 Participants.
  • Each Course Section Cohort can have a maximum of 46 Participants. Additionally, in some cases additional individuals Auditor status may also be admitted.

Do the Participants have to pay for readings and role plays separately?

  • No, the readings and role plays are included as part of the tuition fee. The majority of the readings come from the digital repository at Harvard Business School Publishing.

Is there a dress code for Participants?

  • We think business or business casual works well. Learners learn more – and often earn more – when they are dressed for success!

What do I receive if I successfully complete the Course?

  • If you successfully complete the Course, you will receive a Certificate of Completion issued by MDI.TOKYO through Accredible.

Do Participants have access to a Learning Management System (LMS)?

  • Yes, this course makes use of CANVAS by Instructure. Participants have access to the LMS during the Course.

What are the technology requirements for participating in this Course?

  • PC, web browser, and internet connection.
  • Document software such as MS Word or Google Docs.
  • Presentation software such as MS Powerpoint or Google Slides.
  • Other?

When is the Application Deadline?

  • The application period begins on September 1st and ends on January 31st.
  • If seats remain available after the application deadline, applications will still be accepted between February 1 until April 30th or until the final remaining seat is filled (whichever comes first).
  • Please apply as early as possible.

Can 5 of us apply together as a Learning Team?

  • Yes, but each person needs to submit an application individually.
  • Please note that in the Negotiation Course the use of Learning Teams is limited to discussions that take place after a Learning Session. The reason for this limitation is due to the nature of the Role Plays we use.

Can I/we apply to more than one Course using the same application form?

  • Yes, you can apply to one, two, or all three of our Courses simply by indicating which courses you want to take when completing the Application form.
  • If you are applying as a Learning Team, each person needs to submit an application individually.

How often is this Course offered?

  • In principle this Course is offered every year beginning in July.
    • In years when there are 5 Saturdays in July, the course ends on the last Saturday of July.
    • In years when there are 4 Saturdays in July, the course ends on the first Saturday of August.

Will the Instructor write a letter of recommendation in support of my application to graduate school?

  • MDI.TOKYO is happy to provide a letter of recommendation for everyone who successfully completes the Course.
  • In principle, we will write up to 3 letters for an Alumnna/Alumnus of MDI.TOKYO Programs and Courses.
  • After the 3rd letter, we assess a nominal fee for each additional letter.

Are you ready to begin your learning journey?