Comprehensive course analysis
Who should attend
This program is designed to benefit middle, upper middle, and senior level managers, who would like to enhance their influence and performance—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation skills.
Managers in every functional area of responsibility, in all industry types, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general managers who have been promoted through these routes, will find this program highly beneficial.
About the course
Become a more effective negotiator by developing your “tool kit” of negotiation tactics and strategies. Through this program offered in Hong Kong, you will learn an extensive set of negotiation experiences in class, practice your skills, and benefit from valuable feedback.
Because little in business (or life) gets done without negotiation, this program has the potential to deliver significant upside in your professional and personal outcomes.
In this program, you will learn from an extensive set of negotiation experiences in class, practice your skills, and benefit from feedback. The course begins with an introduction to basic negotiation concepts and tactics, followed by a focus on important aspects of the negotiation process—obstacles to effective communication at the bargaining table, the maximization of multiple interests, and tactics for coalition building. In the final session, we put it all together by introducing the impact of social capital on strategic negotiations and exploring negotiations that contain elements of both cooperation and competition.
By attending this program, you will:
- Learn strategies for negotiation analysis and preparing for negotiations.
- Understand different strategic choices (and interpersonal skills) that drive relative success at the bargaining table.
- Know what information is needed to negotiate effective outcomes.
- Engage in a variety of negotiation simulations and receive immediate feedback.
- Experiment with new techniques and test their effectiveness in the safety of the classroom.
Essentials in Negotiations
- Basic concepts and tactics of negotiations
- The cognitive aspects of negotiations
Negotiation Approaches and Styles
- Understanding your own negotiation tendencies and style
- Psychological biases and their impact on negotiations
- Individual differences in negotiation styles
- Time and deadlines in negotiations
- Value claiming versus value creating
- Integrative negotiation and joint gains
Negotiations Tools and Multiparty Negotiations
- Contingent contracts
- Coalition negotiations
- Standards of fairness
- Commitments and threats
Putting It All Together
- Social capital and strategic negotiations
- Schools of bargaining ethics, legal lines, and dishonesty
- Culture and real-world constraints
John Burrows is senior lecturer in leadership at the University of Chicago’s Harris School of Public Policy and an associate fellow at Oxford University’s Saïd Business School. He also teaches healthcare leadership in a newly launched double masters degree program in health policy taught jointly ...
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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.