High Performance Negotiation Skills

Kellogg School of Management

How long?

  • 5 days
  • online

What are the topics?

Kellogg School of Management


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...


Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
Individual needs analysis

Who should attend

  • Managers who want to improve their negotiation performance and outcomes
  • Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers and human resource professionals
  • Government administrators and administrators of not-for-profit organizations

Please Note: Early registration is encouraged; this perennially popular program fills up quickly.

About the course

Maximize your outcome with proven strategies

There is a science to negotiation. In this immersive, highly interactive program, you’ll learn Kellogg’s proven approach to achieving concrete results, best practices and strategies to give you a critical edge. Guided by senior Kellogg faculty, both global thought leaders in their field, you’ll discover a new way of thinking about and conducting negotiation and how to develop and implement the right negotiation strategy, manage a negotiating team and remain agile and focused in a dynamic, evolving situation.

You’ll identify your personal negotiating strengths and the areas where you can improve, learn one-on-one and team-on-team negotiation techniques, apply them in simulations and receive individualized feedback on your performance. You’ll also master the essentials of deal making within and between organizations, dispute resolution and negotiating in a global environment.

Key Benefits

  • Improve your negotiation skills through challenging simulations and constructive feedback
  • Prepare systematically for negotiating in any situation or environment
  • Structure value-creating deals that involve multiple, complex issues
  • Resolve potentially destructive, emotionally charged disputes
  • Adapt in a dynamic negotiation environment
  • Adjust your negotiation strategy to the demands of a global environment
  • Practice negotiating solo, as part of a team and as an agent

Program Content

Building a Negotiation Strategy

  • Negotiate to win
  • Plan and implement a distributive negotiation strategy
  • Define BATNAs, bottom lines and targets
  • Improve negotiation outcomes
  • Participate in a dealmaking simulation

Mastering Advanced Negotiation Strategy

  • Negotiate for mutual and individual gains
  • Craft a win-win integrative strategy
  • Optimize negotiation team
  • Participate in a dealmaking simulation with integrative potential

Negotiating in Highly Competitive Environments

  • Manage the tension between competitive and cooperative motives
  • Establish trust and build coalitions

Resolving Disputes

  • Understand interests, rights and powerbased approaches to dispute resolution
  • Manage highly emotional people at the table
  • Avoid litigation

Negotiating Globally

  • Understand the effect of culture on negotiation contexts and negotiators’ interests and strategies
  • Learn the role of government in cross-cultural negotiations
  • Communicate and confront interculturally
  • Participate in a multicultural, multiparty, multi-issue simulation

Understanding Agents and Ethics

  • Learn when to use agents
  • Align Incentives for agents
  • Manage agents’ ethics
  • Detect and deal with lying

Special Feature:

Your Personal Negotiation Library

As a participant in this course, you’ll take home three essential books on negotiation written by your faculty: Professor Brett’s Negotiating Globally and Professor Thompson’s The Mind and Heart of the Negotiator and The Truth About Negotiations.


Leigh Thompson

Leigh Thompson is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University. An acclaimed researcher, author, and speaker, Thompson’s research focuses on negotiation, creativity, and teamwork. Thompson’s books...

Jeanne Brett

Jeanne Brett is the DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution and Organizations. Professor Brett's research is in the areas of cross cultural negotiations, the resolution of disputes, and the performance of multicultural teams.  Her current research investigates cultu...

Videos and materials

High Performance Negotiation Skills at Kellogg School of Management

From  $5,550
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.

Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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.