One of the major deciders in business success is the “soft” but indispensable skill of negotiation.
It’s no wonder, then, that the top MBA programs see thousands of applications every year from business professionals hoping to improve their negotiation skills.
We’ve compiled a list highlighting some of the best negotiations professors at US business schools to help you decide on the right MBA program. A spot in any of these professors’ classes will arm you with the tools you need to succeed in high-stakes negotiations throughout your career.
Northwestern Kellogg School of Management
Dr. Nour Kteily is a multi-award-winning professor and prolific researcher who teaches several acclaimed negotiations classes at the Kellogg School of Management.
Dr. Kteily is the Founding Co-director of Northwestern’s Center for Enlighted Disagreement and the Co-director of its Dispute Resolution Research Center (DRRC). The DRRC oversees negotiations teaching at Kellogg and develops teaching materials that are in use at various top business schools worldwide.
He also consults regularly with Fortune 500 companies, advising them on critical negotiations and providing negotiations training to senior staff. Dr. Kteily’s research interests go beyond the business world and into politics, dealing with the psychology of social hierarchies and intergroup conflicts.
“I really enjoyed Advanced Negotiations, taught by Professor Nour Kteily. … I carry Professor Kteily’s mantra: ‘Negotiation isn’t about winning, it’s about designing outcomes where everyone leaves believing they’ve won.’”
Will Tan, Kellogg Class of 2025
“Without his support and numerous individual meetings, I wouldn’t have ever tried to negotiate my offer with the firm I am joining after Kellogg. It felt like I had my own personal executive coach in my corner with Professor Kteily.”
Ladini Jayarante, Kellogg Class of 2018
The Negotiations Fundamentals course taught by Dr. Kteily is one of the most popular classes on Kellogg’s full-time MBA, thanks to its practical, skills-oriented approach, including case studies and simulated negotiations.
He also codeveloped the highly successful Advanced Negotiations course, which builds on the fundamentals to show that steps taken before the negotiation itself (e.g., deciding which issues will be discussed, in what order, and who will participate) can be just as consequential as what happens at the negotiating table.
Learn more about Nour Kteily and his negotiations class at Kellogg School of Management.
Yale School of Management
Barry Nalebuff is a distinguished professor at Yale School of Management, renowned for his expertise in negotiation and strategy. His course is a cornerstone of the Yale SOM MBA program, attracting students eager to master the art of negotiation.
Nalebuff’s influence extends beyond academia. He is the co-founder of Honest Tea, a successful beverage company, and has authored several influential books on strategy and negotiation. His practical experience and academic insights make his course highly valuable for MBA students.
The Negotiation course at Yale SOM provides students with a comprehensive framework for analyzing and shaping negotiations. The course integrates theoretical knowledge with practical applications, using case studies and simulations to illustrate key concepts.
Learn more about Barry Nalebuff and his negotiation course at Yale School of Management.
Emory University, Goizueta Business School
Dr. Michael Alan Sacks is Professor in the Practice of Organization & Management at Goizueta Business School, where he’s been a faculty member for 25 years.
He teaches the popular Negotiations and Dispute Resolution class as part of Emory’s full-time MBA program, as well as taking classes on the Executive and Evening MBA programs. He has also served as Emory’s Vice Provost for University Strategies.
Outside of Goizueta, Dr. Sacks’s resume includes roles in management consulting, business services, and training and development. His client list includes Microsoft, Intercontinental Hotels Group (IHG), Toyota, and Delta Airlines.
“[Negotiations with Dr. Sacks] has been one of the best classes I’ve taken at Goizueta! Today, we wrapped up our discussion on strategies for effective collaborative negotiations after participating in a negotiation simulation between a job recruiter and a candidate.”
Amber O’Donoghue, Emory Goizueta Class of 2025
“Professor Michael Sacks’ … teaching style uniquely provides a strong learning environment while still being fun and interactive. I was also able to work closely with Michael … on a team that was tasked with creating Emory’s next strategic plan.”
Brian Berkowitz, Emory Goizueta Class of 2016
Dr. Sacks’s Negotiations and Conflict Resolution course gives students the opportunity to hone their negotiation skills in a variety of contexts, learning to handle conflicts competently, sensitively, and fairly.
Simulations form the basis of the course, allowing students to put their knowledge of negotiation into practice in a supportive environment. The low-stakes setting and individualized feedback available provided by Dr. Sacks allows students to develop an authentic and effective style of negotiation.
Learn more about Michael Sacks and his negotiation course at Emory Goizueta.
Harvard Business School
Dr. Deepak Malhotra stands out as one of the most influential negotiation experts in the academic world. His course at Harvard Business School is highly sought after, thanks to his extensive research, real-world experience, and engaging teaching style.
Dr. Malhotra’s expertise extends beyond the classroom. He has advised and trained executives across the globe, working with firms in industries ranging from technology to finance. His client list includes companies like IBM, Merrill Lynch, and Ernst & Young, and he has even advised governments in their negotiations to end armed conflicts.
“Deepak’s engaging and humorous style makes every class an unforgettable experience. A hunger exists in his classroom that is impossible to describe. Each discussion brings nuggets of wisdom that students scramble to compile. … Though Deepak teaches at a ‘business’ school … ‘life’ professor is more precise.”
Jon Engberg, HBS Class of 2012
“His ability to spread awareness of the world around us extends beyond the borders of the classroom. … Every interaction I have with Professor Malhotra leaves me pondering about what more I can do with the knowledge and opportunities I have been given in my life.”
Justine Lelchuk, HBS Class of 2011
The Negotiation course at HBS provides students with a comprehensive framework for understanding and conducting negotiations in various contexts. The course combines theory with practice, using a mix of case studies, simulations, and real-world examples to illustrate key concepts.
Learn more about Deepak Malhotra and his negotiation course at Harvard.
Northwestern Kellogg School of Management
Dr. Victoria Medvec is a bestselling author and a bona fide negotiations expert with extensive experience developing effective negotiations teaching methods and applying her knowhow in the real world.
Her classes are in high demand at Kellogg, thanks to her professional experience, her groundbreaking research, and the practical format of her classes. As Kellogg dean Francesca Cornelli notes, “students spend all their bid points to get into Dr. Medvec’s class!”
Through her own negotiations consulting firm, Dr. Medvec serves an impressive client list, including BlackRock, McKinsey & Co., Google, and many other international companies.
“I wanted to write to you and thank you for the wisdom you’ve poured into teaching our cohort. Your teachings allowed me to negotiate an amazing external title (VP), anchored them at the highest salary they’ve ever paid for someone at my experience, and even got them to up my bonus by $25k.”
A recent Kellogg graduate, in a note to Dr. Medvec
“I’m currently in Negotiations with Professor Medvec. It’s worth the bid points! I’ve learned so much about negotiating for myself (which will definitely come in handy soon).”
Katie Muse, Kellogg Class of 2024
At Kellogg, Dr. Medvec teaches Negotiations Fundamentals for the full-time MBA program, along with Negotiation Strategies for the Executive MBA.
Negotiations Fundamentals provide students with the fundamental prescriptive and descriptive negotiation theory they need to understand and successfully navigate two-party negotiations, team negotiations, dispute resolution, and the management of the negotiation process.
The courses center on a series of negotiation simulations in varying contexts, from one-on-one negotiations to team disputes and cross-cultural mediations, giving students the opportunity to apply skills and theory in real time in a low-stakes environment.
Learn more about Victoria Medvec and her negotiations class at Kellogg School of Management.
University of Pennsylvania, The Wharton School
Adam Grant is a renowned professor at the Wharton School of the University of Pennsylvania, known for his groundbreaking work in organizational psychology and negotiation. His course is a cornerstone of the Wharton MBA program, attracting students eager to master the art of negotiation and understand its psychological underpinnings.
Grant’s influence extends far beyond academia. He is a bestselling author, TED speaker, and organizational consultant. His practical experience and academic insights make his course highly valuable for MBA students seeking to enhance their negotiation skills.
Duke University, Fuqua School of Business
Ashleigh Shelby Rosette is a distinguished professor at Duke University’s Fuqua School of Business, known for her expertise in negotiations and leadership, with a particular focus on diversity and inclusion. Her course is a key component of the Fuqua MBA program, attracting students who wish to excel in negotiation while understanding the complexities of diversity in business settings.
Professor Rosette’s influence extends beyond academia. She has conducted extensive research on the intersection of race, gender, and leadership in negotiations. Her insights and academic rigor make her course highly valuable for MBA students preparing to navigate diverse business environments.
Carnegie Mellon University, Tepper School of Business
Taya Cohen is a distinguished professor at Carnegie Mellon University’s Tepper School of Business, known for her expertise in organizational behavior and negotiation. Her course is a key component of the Tepper MBA program, attracting students who wish to excel in negotiation and conflict resolution.
Professor Cohen’s influence extends beyond academia. She has conducted extensive research on moral character in the workplace and the psychological aspects of negotiation. Her practical insights and academic rigor make her course highly valuable for MBA students.
