Finding opportunities in differences

Negotiation is both art and science. Gaining skill in this fundamental aspect of management and leadership will ensure you achieve the best outcomes possible in business, and in life. Our Business Negotiations Skills (virtual) online program provides context on underlying dynamics in interactions, teaches techniques to wield influence in different scenarios, and gives you opportunities to practice different strategies. You’ll develop new capabilities, becoming the kind of negotiator who can capitalize on strengths while leveraging the perspectives of others around the table.

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“ As Chief Marketing Officer working in IP strategy, understanding our clients’ needs is the key to our success. Business Negotiations Skills led by Dr. Rosette helped me to find the delicate balance between getting what I want out of a negotiation, while also maximizing value for all parties involved. I learned how to dig deeper, prepare and be one step ahead in my own client and team meetings. Dr. Rosette is a world class professor who creates an energetic environment filled with mock negotiations that I can now apply in many areas of my life!"  -  Jamie LeLiever, Chief Marketing Officer and Duke Certificate candidate, Murgitroyd Patent Attorneys


Ashleigh Rosette, faculty member and course instructor, describes below what a participant can expect to experience in this program:

Who Should Attend?

Because negotiation skills are required at all levels of an organization and in a variety of other circumstances, this virtual online program will benefit any professional who leads and manages projects, processes, and teams, or who deals with internal and external stakeholders.The Business Negotiation Skills (virtual) course is the optimal choice for professionals who want to learn the skills to achieve a successful negotiation outcome, but who are unable to travel to Durham, NC, for the in-person program.

More About this Program

Our virtual program format consists of four consecutive half-day class sessions, starting at 11:00 a.m. EST. The in-person course content will be delivered in a format that consists of live-streamed class sessions (see schedule below) with individual or team assignments to be completed outside of class meetings. The class sessions and group discussions will be held using Zoom video-conferencing, which has been extended into a virtual teaching system. This technology creates a virtual classroom where:


  • You can see the faculty member  and any presentation material he/she may be sharing
  • You will be able to see the other participants in the classroom for that live-streaming virtual session
  • The faculty instructor will be able to see all of the students engaged online during the group session
  • You will be able to communicate with both the faculty member and your classmates through the Zoom platform

To kick off the program, you will participate in an hour-long live, online orientation session during which you will introduce yourself to your faculty and classmates, as well as learn about the Zoom virtual streaming process and about conducting negotiations using the Zoom chat feature. Between the orientation and the first virtual class, you will conduct an online negotiation with an assigned partner from the class, which you will debrief in your first live class session.

    The orientation session will be recorded so if you're unable to attend the live session, you'll be able to review the discussion prior to the start of the program.

    Professor Rosette will teach from her vast research on negotiations and create a safe, comfortable virtual classroom experience that allows you to learn from the live-streamed class discussion as well as through individual negotiation role-play. You'll also gain from the experience of  others in the program, who are from a variety of industries and functions. After each class, you will negotiate online with different classmates, at a convenient time, to practice the principles you are learning in class.

    For more information about our new format, please contact Meredith Conder at 919.660.1972 or send an email to

    To participate in this course you must have a working webcam, and you will need to have downloaded the Zoom Cloud Meeting app onto your laptop.

    To earn a certificate credit for this course, which will count as one course toward the elective requirements for the Certificate of Leadership and Management, you must attend all 4 virtual course sessions and participate in assigned negotiations and class discussions.

    If you have questions about any of these requirements, call the Duke Executive Education team at +1.919.660.8011 or Toll Free +1.800.372.3932, or email us at

    Discussion topics in this live, online program are designed to help you see differences as opportunities - rather than obstacles - in a negotiation. Covering a range of subjects that draw on the most current research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes.

    Course Topics

    • Introduction to Negotiations
    • Distributive negotiations: Getting what you want
    • Integrative negotiations: Managing situational influence
    • Dispute resolution: Acknowledging assumptions
    • Negotiating across divides: Viewing differences as opportunities

    Program Objectives

    At the conclusion of the program you’ll be able to:

    • Attain a comprehensive understanding of effective negotiation skills
    • Interpret others' behavior at the negotiating table through analysis
    • Anticipate differences in others' negotiation strategy to avoid misunderstandings
    • Evaluate diverse perspectives and preferences that bring people together

    Sample Schedule

    / /

    Cohort Introduction

    • Attend virtual course orientation session (60 minutes)
    • Meet others in your cohort with whom you will negotiate over the program


    Session 1

    11:15 a.m. -- 12:00 p.m.

         Dedicated Negotiation Time

    12:00 p.m. -- 2:00 p.m.

         Live Teaching -- "Reflecting Inward Discussion"

         Negotiation Debrief


    Session 2

    11:00 a.m. -- 12:00 p.m.

         Dedication Negotiation Time

    12:00 p.m. -- 2:00 p.m.

        Live Teaching -- "Focusing Outward" Discussion 


    Session 3

    11:00 a.m. -- 12:00 p.m.

          Dedicated Negotiation Time

    12:00 p.m. - 2:00 p.m.

          Live Teaching -- "Managing Conflict" Discussion

           Negotiation Debrief

      Prework for Final Session:  Complete "Your Experience" Questionnaire (60 minutes)

    Session 4

    12:00 p.m. -- 2:15 p.m. 

         "Leading Change" Discussion and course debrief


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    Professor Ashleigh Rosette

    Ashleigh Rosette

    Ashleigh Rosette is a Professor of Management and Organizations and a Center of Leadership and Ethics scholar at Fuqua. She is also a Fellow at the Center for the Study of Race, Ethnicity and Gender in the Social Sciences. Dr. Rosette studies diversity and negotiations in organizational settings. In her research, she examines the influence of affect and culture on the negotiation process and negotiated outcomes and explores social and contextual factors that influence diversity-related perceptions. Her research has been featured in media outlets such as Forbes, the Wall Street Journal, Time Magazine, and Business Week. She has received the Excellence in Teaching Award of the Year in the Executive MBA programs at Fuqua eleven times. She also received the Outstanding Faculty Teaching Award at the Kellogg School at Northwestern University. In addition, she has provided consulting services on topics such as diversity, decision-making, leadership, and negotiations to an array of clients in varied industries, such as banking, auditing services, automobile manufacturing, medical services, and the social/non-profit sector.

    How to Register

    For more information about how to register, please see our detailed instructions.

    Registration Instructions

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    Certificate Requirements: Attendance to the Duke Leadership Program and three electives within a three year period. More