MasterClass Enlists High-Stakes Negotiators for New Certificate Program
Negotiation is often mistaken for a zero-sum contest, but a new MasterClass certificate program aims to reframe the process as a collaborative conversation. Led by Columbia Law School’s Alexandra Carter, the course draws on real-world expertise from high-level dealmakers to teach professionals how to secure better outcomes without burning bridges.
The curriculum, titled Negotiate to Win: Essentials for Leaders, features insights from former Verizon Global Services president Craig Silliman and Klutch Sports Group founder Rich Paul. Through eight modules, students analyze high-pressure scenarios, including professional sports holdouts and complex corporate acquisitions. The program moves beyond theoretical study by incorporating AI-powered roleplay exercises and the creation of a personalized negotiation playbook.
Alexandra Carter, who directs the Mediation Clinic at Columbia Law School, argues that the traditional strategy of holding a position until the other side yields is fundamentally flawed. Instead, she advocates for using specific open-ended questions to uncover hidden priorities and maximize value. The course is priced at $349 and is designed for professionals seeking to improve their leverage in salary discussions, contract negotiations, and day-to-day workplace conflicts.
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