Ef­fect­ive Ne­go­ti­ation - Turn­ing ex­per­i­ence into ex­pert­ise

Course content

Negotiating effective agreements is typically viewed as a blend of art and science. Consequently, to assist you in developing effective negotiation abilities, this course heavily emphasizes experiential learning through participant involvement in exercises and simulations, primarily based on negotiation 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.  

This course focuses on developing your negotiating skills as an individual and as a negotiation team member. You will get acquainted with concepts like BATNA (the best alternative to a negotiated agreement), reservation and aspiration points. You will learn about the differences between the distributive and integrative negotiations. You will learn about how to prepare for a successful negotiation and how to create value, besides claiming value, in the negotiation. You will be introduced to various integrative negotiation techniques, such as logrolling, multiple equivalent simultaneous offers, etc. Given the challenging nature of many negotiations, we will also discuss tactics that break the barriers to cooperation in negotiation and that facilitate joint problem solving in both face-to-face negotiations and in virtual settings. You will be introduced to the basic cognitive biases and heuristics, as well as emotions and learn how they impact the negotiation process and outcomes. Based on the readings, in-class negotiation exercises and discussion, you will learn how to critically analyze your negotiation performance, and how to use the feedback and experiences in improving your negotiation skills.