Negotiating Success: a Learning Laboratory

Darden School of Business

What are the topics?

Darden School of Business

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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

This program is designed for professionals who want to expand their influence, satisfy conflicting interests while maintaining positive relationships, or simply negotiate more valuable outcomes for their organizations. Negotiating Success: A Learning Laboratory is designed to support executives from firms of any size and industry, including both experienced and novice managers, founders of entrepreneurial ventures, and service professionals and partners of service organizations.

About the course

Embrace the habits of word-class negotiators to increase your influence, build positive relationships and secure the best possible outcomes for your organization.

  • Satisfy conflicting agendas by creating value for all parties.
  • Navigate both cooperative and competitive negotiations.
  • Assess different types of negotiations for key issues, stakeholder needs and other complexities.
  • Determine which components are essential for an effective negotiation.

PROGRAM OVERVIEW

Engage in exercises and small-group discussions designed to help you:

  • Identify the components of effective negotiation, and learn which techniques determine consistent success.
  • Take part in face-to-face in-class negotiations with fellow participants to build your comfort and confidence.
  • Watch a live negotiation to study non-verbal cues that affect performance.
  • Discover how others perceive you during individual and team negotiations and how to improve and capitalize on your personal style.

OUTCOMES & IMPACT

  • Prepare and use predetermined walkaways, goals and specific strategies to yield high value outcomes.
  • Apply new insights beyond the negotiating table personally and professionally.
  • Build positive and sustainable relationships internally and externally.

Experts

Mario Moussa

Mario Moussa is an award-winning author, management consultant, keynote speaker, and executive educator. He has taught at the world’s leading academic institutions, including UCLA, Duke, the University of Virginia, and the Wharton School. As a consultant, he advises senior leaders about top team ...

Marc Modica

Education: B.S., MA, University of Washington Lecturer Marc W. Modica teaches Negotiation and Communication courses in Darden''s MBA program. Modica previously taught at a number of institutions, including the International University of Japan, the University of Hawaii, Edmonds and South Seattl...

Videos and materials

Negotiating Success: a Learning Laboratory at Darden School of Business

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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.