Negotiation: How to get (More of) What You Want

Stanford Center for Professional Development

How long?

  • online
  • on demand

Stanford Center for Professional Development

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About the course

You spend a significant part of your day negotiating, whether you're always aware of it or not. Negotiating effectively helps you reach agreements, achieve objectives, strengthen your relationships, and ultimately be more productive. An entrepreneur needs strong analytic skills to develop optimal solutions to problems, but they also need negotiation expertise to implement these solutions and bring them to market. In this course you will gain valuable insight into how to be a more effective negotiator and secure more of what you want in life. Through lectures, vignettes and hands-on exercises you will understand the components of effective negotiations, analyze your own behavior and practice your negotiation skills.

Learn How To

  • Develop confidence in the negotiation process.

Gain an understanding of the negotiation process, from planning through making the deal. Learn to understand what you want for yourself in a negotiation, and spend time assessing what your counterpart wants. By understanding various aspects of the negotiation process you will gain confidence in your ability to negotiate effectively.

  • Enhance your ability to understand and predict the behavior of individuals in competitive situations.

Explore the goals of negotiating, learn about the characteristics of a good deal and understand how expectations drive behavior. Learn strategies you can use to influence your counterpart.

  • Evaluate the costs and benefits of different actions and how to manage the negotiating process.

Why do people not negotiate? What are the costs of not negotiating? When should you walk away from a negotiation? Explore these questions and learn how initiating negotiations can create value from your day-to-day interactions as well as how negotiating can have a lasting impact on your future financial well-being.

  • Improve your ability to analyze the negotiation situation and develop a strategic plan to improve your ability to negotiate effectively.

In negotiation we often think the slice of the “pie” we receive reflects the value we get in the deal. Learn how we can create value by enlarging the pie, in addition to claiming value by receiving a bigger piece of the pie.

Experts

Margaret Ann Neale

Research Statement Margaret Neale’s research focuses primarily on negotiation and team performance. Her work has extended judgment and decision-making research from cognitive psychology to the field of negotiation. In particular, she studies cognitive and social processes that produce departures ...

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Negotiation: How to get (More of) What You Want at Stanford Center for Professional Development

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