The aim of the course is to help you develop your negotiating skills as an individual and as a negotiation team member: you will learn how to prepare for a negotiation, how to create value, and claim value.
The course emphasizes experiential learning through participant involvement in exercises and simulations, primarily with cases from Kellogg and/or Harvard. Throughout the training, you will be placed into realistic negotiation settings, and you will need to prepare for, participate in, and analyze negotiations. We will work with feedback to create lasting behavioral change.
Your benefits
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Recognize and understand the central concepts of negotiation.
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Acquire a toolbox of proven negotiation skills that draw on academic theory and frameworks, as well as practical experience.
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Conduct proper planning and preparation for your individual and team negotiations.
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Create and claim more value in your negotiations while improving relationships.
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Develop skills to effectively and constructively manage emotions and other cognitive biases during negotiation, both your own and those of others.
About the course
Throughout the course, you will be placed into realistic negotiation settings, and you will need to prepare for, participate in, and analyze negotiations. These experiences, along with feedback from the lecturers, will help you learn about concepts like BATNA (the best alternative to a negotiated agreement), reservation points, and aspiration points.
You will learn about the differences between distributive and integrative negotiations. You will be introduced to various integrative negotiation techniques, such as logrolling and multiple equivalent simultaneous offers. We will also discuss tactics that break the barriers to cooperation in negotiation and facilitate joint problem-solving in both face-to-face and virtual settings.
Key themes
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The practice of preparation for negotiations.
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Managing the tension between creating and claiming value in negotiations.
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Analyzing objective and subjective value in negotiations.
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Manage emotions and strategies to neutralize manipulative negotiators.
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Psychological and social-environmental impact on negotiation.
