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Olin Business School

Negotiation Workshop

Available dates

Nov 19, 2019
St. Louis, Missouri, USA
USD 920
USD 920 per day


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About the course

Negotiations affect almost every aspect of business: purchasing/supplier relationships, sales pricing and terms, partnership (e.g., M&A, JV, alliance) agreements and even employment contracts. While everyone has at one time or another negotiated for something (e.g., buying a car or house), when the business stakes get big, it is critical to be well prepared for the interaction. Being a successful negotiator involves understanding the best practices of engaging in a negotiation, but as importantly, it involves preparation and practice before entering the bargaining arena. This program will discuss negotiation best practices in addition to presenting participants with multiple opportunities to practice negotiating. These practice negotiations will help you apply the lessons on how best to negotiate, in addition to the ability to conduct practice negotiation sessions before the next big deal. Ideal for middle and senior-level managers who are responsible for negotiations of any type.


  • Key elements of analyzing a negotiating position
  • Best practice “tips and tricks” for successful negotiation


  • Experience applying the best practice ideas in simulated negotiations
  • Understanding how to conduct practice negotiations

Trust the experts

John Horn

Area of Expertise: Business/Corporate Strategy, Management Strategy, Negotiation, Business/Corporate Strategy, Management Strategy, Negotiation Research Interests: Competitive Dynamics, Entrepreneurship Awards/Honors: MBA Reid Teaching Award, Washington University in St Louis, 201...


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