Over 3 days, you’ll focus on negotiation tactics, case studies, and leading-edge negotiation techniques. Engaging class discussions provide insight on key concepts, while a series of live negotiations in a variety of diverse settings ensure you integrate core principles with personal experience.

Discussion topics in this immersive professional development program are designed to help you develop your negotiation style and see differences as opportunities — rather than obstacles — in a negotiation. Covering a range of subjects that draw on next-level research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes. We will employ negotiation exercises, as well as negotiation simulations to prepare you for your next real-world interaction at the bargaining table.

Course Topics

• Introduction to Negotiations

  This module lays the groundwork by exploring key concepts of successful negotiation. Participants will learn the importance of preparation, assessments, objectives, and understanding the psychological and behavioral aspects that influence negotiation outcomes. Emphasis is placed on building a strategic approach to negotiations and recognizing common pitfalls to avoid.

• Reflecting Inward—Centering on Self: Getting What You Want

  Some negotiations focus on competitive scenarios where parties aim to divide a fixed resource, often leading to a win-lose outcome. This section covers techniques for claiming value, managing offers and counteroffers, and strategically maneuvering to secure the best possible deal. Participants will learn skill sets to identify and leverage their own and their counterpart’s interests to maximize gains.

• Focusing Outward—Integrating Collectively: Considering Situational Influences

  This module teaches how to identify shared interests, brainstorm creative solutions, and use objective criteria to achieve collaborative results. Integrative negotiations emphasize value creation and fostering mutually beneficial agreements. Techniques for building trust and effectively communicating to uncover hidden opportunities are explored, with the goal of reaching outcomes that satisfy all parties involved.

• Managing Conflict—Communicating Effectively: Differentiating Interests, Rights, & Power

  This section covers strategies and techniques for resolving disputes in a constructive manner. Participants will explore various methods, including mediation and arbitration, to manage conflicts and prevent escalation. The focus is on understanding the root causes of disputes, developing solutions that address the needs of all parties, and fostering a cooperative atmosphere leveraging emotional intelligence to facilitate long-term agreements.

• Leading Change—Negotiating Across Divides: Viewing Differences as Opportunities

  Negotiating across divides involves handling complex negotiations that cross cultural, organizational, or ideological boundaries. This module addresses the challenges of differing values, communication styles, and expectations. Participants will learn to navigate cultural nuances and body language, manage diversity, and employ strategies to overcome barriers to agreement. Emphasis is placed on adaptability and the importance of cultural competence in achieving successful outcomes.