Negotiation

Rady School of Management

What are the topics?

Rady School of Management

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Who should attend

This course has been designed for mid-level to senior managers and individual eager to expand their negotiation capabilities and increase their influence and impact at work, home and practically everywhere.

About the course

Negotiation is both the science and the art of reaching agreement with other parties.

The workshop will proceed along these two lines. First, we familiarize ourselves with the science of negotiation: how to recognize the structure of a conflictual situation and know what techniques tend to be most effective given that structure. Second, we will use a hands-on approach of role-playing exercises to help you develop your own style and learn for yourself the art of negotiation.

We are concerned with (1) developing a broad understanding of the central concepts in negotiation; (2) providing experience in the negotiation process, learning how to use strategies and tactics; (3) understanding how to avoid psychological biases yourself and use it to influence your opponent.

Impact

  • Understand psychological biases, and how to overcome them
  • Gain key negotiation tools: How to prepare for the negotiation and then execute this plan effectively
  • Discover your negotiation style and how to adjust it to different players and environments

Experts

Uri Gneezy

Industry Areas Behavioral Economics Field Experiments Strategy As a researcher, my focus is on putting behavioral economics to work in the real world, where theory can meet application. I’m looking for basic research as well as more applied approaches to such topics as incentives-based interv...

Negotiation at Rady School of Management

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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.

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.