Introduction to Negotiation

School of Hotel Administration

How long?

  • online
  • on demand

What are the topics?

School of Hotel Administration

Disclaimer

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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...

Who should attend

  • Individual contributors
  • Leaders and managers
  • Executives
  • Procurement and contracts professionals
  • Anyone who wants to become a better negotiator in business and in life

About the course

This course will introduce you to basic negotiation terminology. You will learn about the difference between distributive and integrative negotiation, and how to use each of these approaches to negotiation to create maximum value. You will then learn how to balance these two approaches in order to further your chances of making a deal and create even greater further value. By the end of the course, you will have the tools to not only split the pie but also grow the pie in a way that would benefit you and your negotiating partner.

Key Benefits

Participants who complete this course will be able to…

  • Use the basic tactics for distributive negotiation in order to split the pie
  • Use the basic tactics for integrative negotiation in order to grow the pie
  • Analyze how to balance the two sets of tactics to get a positive outcome for you today in a way that allows you to have a positive outcome for you tomorrow

Experts

Allan Filipowicz

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...

Tony Simons

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 ...

Introduction to Negotiation at School of Hotel Administration

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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.

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.