High Performance Negotiation Skills

Kellogg School of Management

How long?

  • from 4 days
  • online, in person

What are the topics?

Kellogg School of Management

Disclaimer

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.

Reviews

Comprehensive course analysis

  • How many participants were promoted within three years after graduation?
  • How did this course affect participants' professional trajectories?
  • How many participants got their salary increased within two years after completing the program?
  • What do past participants have to say about the course?
      FREE
      Individual needs analysis

    For a limited time only $40.00 $20.00

    Order

    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.

    Experts

    Leigh Thompson

    Leigh Thompson is the J. Jay Gerber Professor of Dispute Resolution & Organizations in the Kellogg School of Management at Northwestern University. She is the director of the Kellogg Team and Group Research Center, the Kellogg Leading High Impact Teams Executive program, and co-director of th...

    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  $6,150
    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.

    Disclaimer

    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.

    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.