Strategic Negotiations

Catalog description

Research shows that less than 4% of managers reach win-win outcomes. And even on issues for which people are in perfect agreement, they fail to realize it 50% of the time. The reason for this is three-fold: (1) lack of practice, (2) lack of knowledge about the principles and strategies of negotiation, (3) systematic mistakes and biases. This course will address all three areas. The remarkable thing about negotiations is that, wherever they occur, they are governed by similar principles. In this course, participants learn the theory and processes of negotiation in a variety of settings. They will develop an understanding of the principles, strategies, and tactics of effective negotiation, enhance their ability to assess the variables in negotiations and the impact of interpersonal styles and personality. In a series of varied bargaining simulations and debriefings built directly around real business issues, this program provides participants with the opportunity to develop their negotiation skills. Each simulation will highlight the central concepts that underlie negotiation strategy. These concepts are the fundamental building blocks for planning negotiation strategy, managing the negotiation process, and evaluating the quality of negotiation outcomes. Participants will be able to expand their negotiation tool-chest, explore their personal style and its impact, identify specific areas for individual development, and develop greater strategic flexibility across situations and people by trying out new behaviors and strategies in a safe, supportive environment. Prereq: E.M.B.A. candidates only.