Negotiation: Emotion & Nonverbal Communication in Conflict Resolution

Catalog description

The goal of this course is to increase your ability to resolve conflicts at the bargaining table and a a leader in your organization. How do you negotiate when emotions are running high? How does understanding the information conveyed by body language (yours and your counterparts) increase the likelihood you will reach a desirable outcome. Is your counterpart a Friend or a Foe? Knowing how you and your counterpart are feeling—angry, fearful, satisfied—is especially important when you want to create the trust needed to reach pie-maximizing outcomes. In this course you will learn how to anticipate emotion and how best to convey understanding without compromising your negotiation objectives. Understanding nonverbal cues enables you to assess when you can trust the other side and when you must be wary of their intentions. Through negotiation simulations in which the economic and emotional stakes are high you will practice ways to plan for the emotions that may arise and the techniques that effectively leverage and/or dissipate emotion. You will also have the opportunity to practice spotting and interpreting nonverbal cues by reviewing videotaped conversations and by analyzing your and your counterparts behavior during a negotiation simulation. CCN is the only pre-requisite. The course complements other Advanced Topics in Negotiation courses and Negotiating Complex Transactions with Executives & Lawyers, which can be taken concurrently or in any order.