Negotiations: Strategies and Processes for Impactful Outcome

Objective:

By attending this program, you will:

• Learn strategies for negotiation analysis and preparing for negotiations.
• Understand different strategic choices (and interpersonal skills) that drive relative success at the bargaining table.
• Know what information is needed to negotiate effective outcomes.
• Engage in a variety of negotiation simulations and receive immediate feedback.
• Experiment with new techniques and test their effectiveness in the safety of the classroom.

Content:

Essentials in Negotiations

• Basic concepts and tactics of negotiations
• The cognitive aspects of negotiations

Negotiation Approaches and Styles

• Understanding your own negotiation tendencies and style
• Psychological biases and their impact on negotiations
• Individual differences in negotiation styles
• Time and deadlines in negotiations
• Value claiming versus value creating
• Integrative negotiation and joint gains

Negotiations Tools and Multiparty Negotiations

• Contingent contracts
• Coalition negotiations
• Standards of fairness
• Commitments and threats

Putting It All Together

• Social capital and strategic negotiations
• Schools of bargaining ethics, legal lines, and dishonesty
• Culture and real-world constraints