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About the course

Advanced Negotiations aggressively builds on the foundations presented in Negotiation Essentials. This course focuses on influencing and negotiating effectively in the face of complicated situations. You'll learn how changes in the negotiation context, such as adding or removing players, impact the negotiation process. You'll learn optimal tactics and strategies for working one-on-one, in groups and at a distance. And you'll explore communication strategies, enabling you to work more effectively with multiple groups and across cultures, addressing challenges ranging from simple gender differences to emerging global issues. This course features hands-on activities and opportunities for practice, including a continued emphasis on becoming a skilled and effective negotiator.

What You’ll Learn

Influence and Rewards

  • Influence in Organizations
  • Attitudes and Behaviors

Changing Attitudes

  • Understanding and Changing Attitudes
  • Forces and Functions
  • Fear Appeals and Threats

Influence

  • Cognitive Theories and Influence
  • Power-based Approaches
  • Influence Multiple Parties

Team Negotiation

  • Myths About Teams
  • Team Productivity Equation
  • Motivation and Effort
  • Ways to Enhance Team Negotiation

Gender

  • How Men and Women are Treated in Negotiation
  • How Men and Women Perceive and Behave in Negotiation

Culture

  • Cultural Traps
  • Cultural Differences
  • Developing Business Relationships

Agency

  • Benefits of Hiring an Agent
  • Success With an Agent
  • Negotiating Online

Ethics

  • Standards for Ethical Decision Making
  • Basics of Fraud
  • Deception and Detection

Curriculum

8 Week Course

Lesson 1 - Influence and Rewards

  • Negotiation Essentials Review
  • Influence in Organizations
  • Attitudes and Behaviors
  • Influence: Rewards Part 1
  • Influence: Rewards Part 2

Lesson 2 - Changing Attitudes

  • Simulation – El-Tek
  • El-Tek Debrief
  • Understanding and Changing Attitudes
  • Forces and Functions
  • Fear Appeals and Threats

Lesson 3 - Influence

  • Cognitive Theories and Influence
  • Influence and Credibility
  • Cialdini and Influence: Part 1
  • Cialdini and Influence: Part 2
  • Cialdini and Influence: Part 3
  • Power-based Approaches
  • Influence Multiple Parties

Lesson 4 - Team Negotiation

  • Introduction to Team Negotiations
  • Simulation – Oceania
  • Oceania Debrief
  • Myths About Teams
  • Team Productivity Equation
  • Motivation and Effort
  • What Can Go Wrong on a Team
  • Ways to Enhance Team Negotiation
  • Frontline – Waco: The Inside Story

Lesson 5 - Gender

  • Introduction to Gender Differences
  • How Men and Women are Treated in Negotiation
  • How Men and Women Perceive and Behave in Negotiation
  • Women's Advantages in Negotiating and Tips

Lesson 6 - Culture

  • Simulation – Mexico Venture
  • Mexico Venture Debrief
  • Crossing Cultures – Headaches
  • Crossing Cultures – Legends
  • Cultural Trap – Ethnocentrism
  • Cultural Trap – Lack of Knowledge
  • Cultural Trap – Verbal Miscommunication
  • Cultural Differences
  • Developing Business Relationships

Lesson 7 - Agency

  • Simulation – Bullard Houses
  • Bullard Houses Debrief
  • Benefits of Hiring an Agent
  • Success With an Agent
  • Negotiating Online

Lesson 8 - Ethics

  • Introduction to Ethics
  • Standards for Ethical Decision-Making
  • Basics of Fraud
  • Deception and Detection
  • Course Conclusion

Who should attend

This course, created for participants who have completed Negotiation Essentials, is uniquely designed to improve interpersonal skills and professional interaction, to drive your success and advance your career.

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