The Negotiation Course introduces participants to the fundamentals of negotiation.

The Negotiation Course uses a combination of lectures, role play exercises, and debriefings so that participants can gain insight and 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


This Course is suitable for anyone who is enthusiastic about learning and wants to develop a fundamental understanding of negotiation in English. Versions of this Course have been offered to MBA students from around the world since 2011.

  • If Participants are taking the Program through a Group Track (see Admissions below), then the Community Organizer and MDI.TOKYO will collaborate to determine the target Participant Profile. (We encourage Community Organizers who are building diversity and inclusion into the future of their community to consider recruiting diverse Participants).



Negotiation is one of our Saturday Business School courses.

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


MDI.TOKYO offers this Course on Saturdays through a Powered by MDI.TOKYO – Group Track.

(This Course is also offered to participants in the Young Leaders Development Program on Monday nights).

Negotiation Course | Group Track | Saturdays 10:00-12:00

This track is organized by a Community Organizer, and meets on the Saturday Mornings (July). If you are a community organizer and you would like to reserve this track, please contact us.

  • Minimum number of Participants is 12.
  • Maximum number of Participants is 48.
  • Actual size of the group will be between the minimum and the maximum, and will be decided by the Community Organizer.



Recruiting Period
Oct. 1 – May 30

Reservation Deadline:
May 30th

Tuition Payment
Due in June.

Course Start:

Course End:
July (or early August)

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?

  • Minimum required number of Participants: 12
  • Maximum number of Participants: 48
  • Actual number of Participants will be within the minimum and the maximum and will be decided by the Community Organizer.

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!

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 Reservation Deadline?

  • May 30th

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.

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?