Negotiating in a Virtual World

Mastering High Performance Skills

This intensive program provides an interactive experience in which participants engage in realistic negotiation scenarios. You’ll learn how to effectively develop a negotiation planning document, align a negotiating team and remain strategically agile in increasingly complex and challenging negotiation situations.

In this action-based 6-week online program, you will engage in real-life negotiation simulations and receive meaningful, personalized feedback. Through this highly interactive and personalized approach, Kellogg’s premier faculty will equip you to navigate the complex landscape of deal-making in a global and digital environment. Most participants can expect to dedicate 3-4 hours per week to their learning experience.

Participants will master proven strategies through a rigorous set of tactical challenges and will learn to negotiate one-on-one and team-on-team, bridge cultural divides, understand how to approach from positions of high and low power, and how to win when up against tight deadlines and outside pressure. By the end of this program, you will have mastered high-performance negotiation skills that you can use in nearly any negotiation situation, and in any medium.

Negotiating in a Virtual World Webinar:  This video features Professor Leigh Thompson and covers additional information and perspective on the Negotiating in a Virtual World program.

Online Programs

Professor Leigh Thompson


Personal Consultation

Please contact us to schedule an advising session

Who Should Attend

  • Professionals looking to improve their negotiation performance and outcomes
  • Sales and marketing managers, merger and acquisition professionals, entrepreneurs, purchasing managers, and human resource professionals
  • Government administrators and administrators of not-for-profit organizations
  • Managers coordinating across functions, businesses or cultures

Key Benefits

  • Improve your negotiation skills through challenging exercises
  • Receive constructive, detailed feedback
  • Practice negotiating using various communication technologies
  • Structure value-creating deals that involve multiple, complex issues
  • Expand your negotiation best practices to leverage global environments
  • Practice negotiating solo, as part of a team and in multi-party contexts

Program Content


  • Optimize opening offers
  • Participate in deal-making simulations
  • Leverage BATNAs, reservation bottom lines and targets


  • Explore a complex negotiation scenario
  • Multi-issue, high-stakes negotiation
  • Learn to reveal or conceal
  • Optimize negotiation team
  • Evaluate and build trust across parties
  • Learn strategies for acquiring key information


  • Focus on disputes and contentious negotiations 
  • Navigate emotionally-charged situations
  • Learn to de-escalate conflict
  • Plan for multi-party and multi-issue negotiations
  • Negotiate for mutual and individual gains
  • Maintain and enhance your reputation


  • Learn when to use agents
  • Align incentives for agents
  • Manage agents’ ethics
  • Sharpen your value ethics
  • Develop a planning document


  • Negotiate a complex multi-cultural scenario
  • Adjust to cultural differences in negotiators’ interests and strategies
  • Communicate and confront directly and indirectly
  • Plan and implement a negotiation strategy
  • Communicate and confront directly and indirectly
  • Sharpen nonverbal communication skills
  • Craft win-win deals


Leigh Thompson - J. Jay Gerber Professor of Dispute Resolution & Organizations Professor of Management & Organizations


How long is this program?

Each session of this program will be 5 weeks.  There will be one module per week.

How much time do I allocate for this program?

  • This online experience will take approximately 3-4 hours each week. (e.g., 1 hour preparation; 1-2 hours negotiation, 1 hour reviewing personalized videos, debriefs, and participating in discussion boards)

Can I choose to opt out of some topics?

  • No. This is an online learning experience in which a topic or subject is introduced each week and you will be expected to watch the video lectures, negotiate with your assigned participants and upload the results on schedule.

What faculty interaction will there be with this program?

Following each negotiation, you will receive meaningful feedback from Professor Leigh Thompson, where she will benchmark your negotiation experience with other students.

Will I receive a certificate?

  • Kellogg awards each participant a Certificate of Participation for Negotiating in a Virtual World: Mastering High Performance Skills.

Upcoming Sessions

Jan. 10 - Feb. 21, 2020

Start: January 16 at 12:00 AM

End: February 21 at 11:59 PM

Accepting registrations through Jan. 15


Kellogg School of Management

James L. Allen Center
2169 Campus Drive, Evanston, IL 60208