Who should attend
This course is ideal for individual contributors, leaders and managers, executives, procurement and contracts professionals, and anyone who wants to become a better negotiator in business and in life.
About the course
This course will teach you how to balance power and ethics as part of your negotiation. You will learn to recognize where your and your partner’s power lies, and how to harness it to your benefit. At the same time, you will learn how not to abuse and misuse your power in order to avoid ethical issues that may put you in legal jeopardy and that might very well end your business relationship with your partner. You will learn how to develop and maintain your reputation and how to align your values with your desired negotiation outcomes.
Participants who complete this course will be able to…
- Use different sources of power to maximize your negotiation outcomes
- Recognize your partner’s source of power to and find a countervailing source
- Anticipate the ethical challenges you might face and approach them thoughtfully
- Use reputational information about the other party to assess how much you need to protect yourself and how
- Balance your values and your business goals
Allan Filipowicz is Clinical Professor of Management and Organizations at the Samuel Curtis Johnson Graduate School of Management at Cornell University. Professor Filipowicz's research focuses on how emotions drive or impede leadership effectiveness, at both the intrapersonal and interpersonal l...
Professor Tony Simons teaches organizational behavior, negotiation and leadership at the Cornell School of Hotel Administration. His research examines trust–employee trust in leaders, executive team member trust, and trust in supply chain relationships. Simons''s research has focused on how well ...
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.