Course content
Purpose
The aim of the course is to help you develop your negotiating skills both as an individual and as a member of a negotiation team: you will learn how to prepare for a negotiation, how to create value and how to claim value.
The course emphasises experiential learning through participant involvement in exercises and simulations, primarily with cases from Kellogg and/or Harvard. Throughout the training, you will be placed in realistic negotiation settings, where you will be required to prepare for, participate in and analyse negotiations. We will work with feedback to create lasting behavioural change.
Your benefits
- Recognise and understand the central concepts of negotiation.
- Acquire a toolbox of proven negotiation skills that draw on academic theory and frameworks, as well as practical experience.
- Conduct proper planning and preparation for both individual and team negotiations.
- Create and claim more value in your negotiations while improving relationships.
- Develop skills to manage emotions and other cognitive biases effectively and constructively during negotiation, both your own and those of others.
About the course
Realistic negotiation settings, along with feedback from the lecturers, will help you learn about concepts such as 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 down barriers to cooperation in negotiation and facilitate joint problem-solving in both face-to-face and virtual settings.
Key themes
- The practice of preparation for negotiations.
- Managing the tension between creating and claiming value in negotiations.
- Analysing objective and subjective value in negotiations.
- Managing emotions and strategies to neutralise manipulative negotiators.
- The psychological and social-environmental impact on negotiation.
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