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Sloan School of Management

Negotiation for Executives

Mastering Difficult Situations through Negotiation
Jun 4—5
2 days
Cambridge, Massachusetts, United States
USD 4100
USD 2050 per day
Oct 10—11
2 days
Cambridge, Massachusetts, United States
USD 4100
USD 2050 per day

How it works

Description

From fundamental principles to specific real-world examples, this program offers a holistic view of negotiation as building relationships that are rooted in mutual trust and respect and that result in success at the bargaining table. Through interactive exercises and extensive feedback, participants learn to prioritize multiple issues to reach the most beneficial resolution and to optimize both the economic and subjective value of negotiations.

Negotiation is a daily practice within business organizations. We negotiate all the time—with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits. Drawing on fundamental negotiation principles, groundbreaking scientific research, and specific real-world examples, this program will help you enhance personal gains in negotiation, while simultaneously sustaining these important relationships. Successful negotiation requires self-awareness, preparation, and practice. This negotiation training course addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and many opportunities to practice and hone your negotiation skills. In Negotiation for Executives, Professor Jared Curhan presents a comprehensive framework to facilitate efficient and effective negotiation preparation, including scientifically validated survey measures that provide insight into your personality and approach to negotiation. This research-based framework helps negotiators analyze and better understand negotiation situations through perspective-taking, benchmarking, creative problem-solving, and brainstorming. Course material is presented in a series of lectures, discussions, and engaging exercises that provide extensive personalized feedback and are designed to help you leverage your individual traits to achieve success and build lasting relationships at the bargaining table. Numerous negotiation simulations will help you practice and hone your new negotiation skills. The simulations are followed up with lively, interactive discussions in which Professor Curhan relates simulation experiences to scientific theory and research. True to the deeply analytical and quantitative MIT style, the material in this program is based on extensive scientific research by Professor Curhan and his colleagues. Curhan is renowned not only for his engaging and interactive teaching style, but also for his pioneering research on the social and psychological components of negotiation. His research includes topics such as: conceptions of fairness, concern for personal integrity, lasting reputations, company loyalty, preference change during the course of a negotiation, norms for appropriate negotiating behavior, and relational dynamics among negotiators who interact multiple times.

In this program, participants will learn how to:

  • Leverage their own specific personality traits and abilities to boost negotiation outcomes
  • Enhance bargaining power to claim a larger share of the pie
  • Recognize and resolve different types of issues to create and claim value
  • Develop strategies for efficient pre-negotiation preparation
  • Build and maintain working relationships without forfeiting economic outcomes
  • Deal with difficult tactics

Sample Schedule—Subject to Change

DAY 1 SAMPLE

  • 07:45AM - 08:30AM Registration and Continental Breakfast
  • 08:30AM - 09:00AM Introductions and Overview
  • 09:00AM - 10:30AM Core Negotiation Strategy
  • 10:30AM - 11:30AM Distributive Bargaining
  • 11:30AM - 12:45PM Influence and Value Claiming
  • 12:45PM - 01:45PM Networking Lunch
  • 01:45PM - 02:30PM Bargaining Practice
  • 02:30PM - 03:45PM Integrative Negotiation
  • 03:45PM - 05:15PM Value Creation
  • 05:15PM - 05:30PM Wrap Up and Assignments
  • 05:30PM - 06:30PM Reception

DAY 2 SAMPLE

  • 08:00AM - 08:30AM Continental Breakfast
  • 08:30AM - 08:45AM Introduction to Day Two
  • 08:45AM - 09:30AM Subjective Value and Personal Signatures
  • 09:30AM - 10:30AM Pre-Negotiation Strategy
  • 10:30AM - 12:30PM Putting It All Together
  • 12:30PM - 01:30PM Networking Lunch
  • 01:30PM - 01:45PM Managing the Tension Between Creating and Claiming
  • 01:45PM - 02:45PM Dealing With Difficult Tactics
  • 03:00PM - 03:30PM Psychological Barriers
  • 03:30PM - 04:00PM Final Wrap Up

Who should attend

Powerful negotiators are valued at all levels of an organization. If your responsibilities include interacting in some shape or form with others, then this program is for you. Typical participants' areas of expertise tend to include:

  • Sales and marketing
  • Planning and development
  • Operations management
  • Strategic partnerships
  • Supply-chain agreements
  • Recruitment and human resources

Course material is presented in a series of lectures, discussions, and engaging exercises that provide extensive personalized feedback and are designed to teach participants how to leverage their individual traits to achieve success and build lasting relationships at the bargaining table. Prior to the first day of sessions, participants are strongly encouraged to complete a detailed written questionnaire that will better customize the experience for each individual negotiator.

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Experts

Jared Curhan is an Associate Professor of Organization Studies at the MIT Sloan School of Management. Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he has pioneered a social psychological approach to the ...

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