Negotiation Strategies: Creating and Maximizing Value

Columbia Business School

How long?

  • from 3 days
  • online, in person

Columbia Business School

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Who should attend

Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.

About the course

Capabilities with people – whether reading a client's concern or settling an internal conflict – influence results and determine success.

Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.

Most people are surprised at how much they need these skills on a day-to-day basis. People expect they will develop skills in negotiation with vendors or over salaries. What they begin to realize is that when you're in a meeting it's a negotiation, a marriage is a negotiation, and raising children is an extremely challenging negotiation.

— Robert Bontempo, Faculty Director

Negotiation vs. Persuasion Skills

Are you looking to complement your negotiation skills with expert persuasion skills? In these short videos, the program's faculty director Bob Bontempo explains why persuasion and negotiation are different sets of behaviors but with two complementary skill sets, and a past participant explains his need for both skills in his role.

Impact

"Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.

"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders."

The program examines each element of a negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques. –Robert Bontempo, faculty director

Summary of Benefits

  • Discover the four different communication styles and how they affect negotiations
  • Learn how to avoid common decision traps
  • Understand the effects of making decisions in a group
  • Determine when to walk away from a negotiation
  • Improve your ability to negotiate across cultures
  • Strengthen your ability to resolve conflicts and manage your emotions during a negotiation

Program Structure

Negotiation Strategies is a hands-on, practical approach to negotiations, with participants analyzing case studies and then testing their negotiation skills within a supportive environment.

In addition to actively participating in negotiating role-plays, participants read selections on negotiating within a global context, mediation skills, turning negotiating into a corporate capability, and the science of persuasion.

Sample Session Titles

  • Power: What It Is and How to Get It
  • Third Party Roles in Managerial Negotiation
  • The Psychology of the Negotiating Opponent
  • Advanced Negotiation: The Hard Work on the Soft Stuff

Experts

Robert Bontempo

29 years experience advising senior executives at the Federal Reserve Bank of New York, United Nations, U.S. State Department, and leading investment banks on issues of leadership and organizational development. In 2013, Robert Bontempo was appointed Chairman of the Board of the Michael Baker Co...

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Negotiation Strategies: Creating and Maximizing Value at Columbia Business School

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