One of the major deciders in business success is the soft but crucial 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 on their negotiation skills.
But teaching negotiation is a difficult task. Ultimately, each negotiation will favor a different negotiator. One person’s analytical, risk-conscious approach might secure a deal in one instance, where another person’s personal connection with the other party might win the day elsewhere.
We’ve compiled a list highlighting some of the best negotiation professors in the United States to help applicants decide on the right MBA program for developing their negotiation expertise. A spot in any of these professors’ classes is likely to arm students with the tools they need to succeed in high-stakes negotiations.
Read on to learn more about how these MBA Negotiations professors can help you advance your negotiation skills and, by extension, your career.
Northwestern Kellogg School of Management
Victoria Medvec is the first negotiations professor on our list, and for good reason: Medvec is a bona fide negotiations expert.
Her classes are in high demand at Kellogg, due to her professional experience, groundbreaking research, and the practical format of her classes. At her own negotiations consulting firm, Medvec has served an impressive client list, including BlackRock, McKinsey & Co., and Google—among many other international companies.
“I am especially excited to take a negotiations course with Professor Victoria Medvec. I believe negotiations is a fundamental influencing skill that is hard to master but can be career defining with high-impact implications.”
April Chung, Kellogg Class of 2024
“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, Victoria Medvec teaches two courses for the Full-Time MBA program:
Both Negotiations courses provide students with the fundamental prescriptive and descriptive negotiation theory they need to become successful negotiators and apply it to two-party negotiations, team negotiations, the resolution of disputes, and the management of the negotiation process.
The courses center around 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 setting.
Learn more about Victoria Medvec and her negotiations class at Kellogg School of Management.
Emory University, Goizueta Business School
Another high-impact negotiations professor to make the cut is none other than Goizueta Business School’s Michael Sacks.
Sacks has been a Goizueta Business School faculty member for over 23 years, teaching students in the Full-Time, Executive, and Evening MBA Programs. He recently completed a term as Emory’s Vice Provost for University Strategies.
Outside of Goizueta Business School, Sacks’ 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.
“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 in his new role as vice provost of university strategies, on a team that was tasked with creating Emory’s next strategic plan.”
Brian Berkowitz, Emory Goizueta Class of 2016
“Negotiations” provides students with the opportunity to hone their negotiation skills in a variety of contexts with the objective 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 from highly-respected negotiation experts 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
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.
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.
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.
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.
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.
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.
