Who should attend
- Individual contributors
- Leaders and managers
- Procurement and contracts professionals
- Anyone who wants to become a better negotiator in business and in life
About the course
This course will allow you to further explore the integrative approach to negotiation and teach you how to collaborate with your partner to grow your pie and add further value. You will learn how to define yours and your partner’s preferences in a way that would serve each party’s interests. You will learn how to rate your priorities and trade issues based on how important they are to you and to your negotiating partner. You will learn how to cultivate trust with your negotiating partner so that you can share your preferences while mitigating mitigate risk.
Participants who complete this course will be able to…
- Separate interest from position to facilitate collaboration
- Problem solve to meet both parties interests simultaneously
- Define yours and your partner’s high and low priorities to achieve mutual gains
- Ask the right questions to learn about your partner’s preferences and create trust
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 ...
Read more about Negotiations
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.