Session 4, Part 2: Negotiation Skills

MIT 15.393 Nuts and Bolts of New Ventures, IAP 2025 Instructor: Mindy Garber We encourage constructive comments and discussion on OCW’s YouTube and other social media channels. Personal attacks, hate speech, trolling, and inappropriate comments are not allowed and may be removed. More details at

Intermediate - 64 min - Money & Business - MIT OpenCourseWare

The full course: Learn Sales free

What you'll need

• Laptop stand: Screen at eye level for long study sessions.
• Noise-cancelling headphones: Focus through long video lessons.
• Second monitor: Video on one screen, practice on the other.
• Wireless keyboard and mouse: Comfortable for hours of typing.

Books

1. The Psychology of Selling by Brian Tracy - View on Amazon
2. SPIN Selling by Neil Rackham - View on Amazon
3. Never Split the Difference by Chris Voss - View on Amazon
4. How to Win Friends and Influence People by Dale Carnegie - View on Amazon
5. How I raised myself from failure to success in selling by Bettger, Frank. - View on Amazon
6. SPIN®-Selling by Neil Rackham - View on Amazon

Next lessons

• Enterprise Sales | Startup School (23 min, Y Combinator, Intermediate)
• The Sales Playbook For Founders | Startup School (19 min, Y Combinator, Intermediate)
• Build and Deploy a Polished AI Project and Get Sales (57 min, freeCodeCamp.org, Intermediate)
• Session 1, Part 2: Market Identification and Sales: Finding Your Customer (89 min, MIT OpenCourseWare, Intermediate)
• How to Become a Better Negotiator: Crash Course Business - Soft Skills #8 (12 min, CrashCourse, Beginner)
• How to Negotiate A Counter Offer With Your Employer (20 min, A Life After Layoff, Intermediate)
• FBI Negotiator Shows You How To Negotiate Like The RICH w/Chris Voss (27 min, Mark J Kohler, Intermediate)
• Prepare to Negotiate Your Salary (Or Anything): Crash Course Business - Soft Skills #7 (11 min, CrashCourse, Beginner)