Who should attend
This course is ideal for individual contributors, leaders and managers, executives, procurement and contracts professionals, and anyone who wants to become a better negotiator in business and in life.
About the course
This course takes your knowledge of basic negotiation tactics and shows you how to use them creatively and in more complex situations. You will learn how to negotiate outside the face-to-face, two-party environment. You will find out how to negotiate with a distant party, master multi-party and team negotiation, and acquire the ability to deal with personality or cultural differences. These new skills will make you a confident and efficient negotiator even under unfavorable circumstances
Participants who complete this course will be able to…
- Handle the nuances of complex negotiations
- Manage distance and time barriers when negotiating remotely
- Recognize personality and cultural considerations during a negotiation
- Capitalize on the upside of multi-party negotiations and mitigate the challenges of multi-party negotiations
Allan Filipowicz is Clinical Professor of Management and Organizations at the Samuel Curtis Johnson Graduate School of Management at Cornell University. Professor Filipowicz's research focuses on how emotions drive or impede leadership effectiveness, at both the intrapersonal and interpersonal l...
Professor Tony Simons teaches organizational behavior, negotiation and leadership at the Cornell School of Hotel Administration. His research examines trust–employee trust in leaders, executive team member trust, and trust in supply chain relationships. Simons''s research has focused on how well ...
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.