Power, Influence and Negotiation

Eli Broad College of Business

What are the topics?

Eli Broad College of Business

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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

This program is designed to provide managers with effective negotiation strategies and influence tactics for all kinds of business situations. All functional areas within organizations and all industry sectors can benefit from this program.

About the course

This highly interactive two-day program is designed to improve your understanding and ability to master the skill of negotiation and enhance the competitive position of your organization by drawing on the latest research in negotiation, influence and decision-making. You will gain expertise in diagnosing negotiation situations, knowing what strategies to apply in that given situation, maximizing power position, creating opportunities for joint gains, and developing trade-offs that lead to mutually beneficial agreements. The feedback and discussion sessions following each case will reinforce our newly acquired skills.

Key Learning Outcomes

After attending this program, participants will be better equipped to:

  • Negotiate more effectively with business partners, customers, and employees
  • Build stronger relationships and ability to influence through skillful negotiation
  • Make better decisions during the negotiation process that result in competitive advantage for your organization
  • Achieve optimal decision-making through planning and diagnosing the negotiation strategy
  • Ability to negotiate in complex or multiple party situations
  • Understand common negotiation barriers and how to avert them

Experts

Jennifer Dunn

Jennifer Dunn is a faculty member in the Department of Management at Michigan State University. Jennifer received her Ph.D. in Decision Processes from The Wharton School at the University of Pennsylvania. Jennifer conducts research in the areas of negotiations, trust, reputation, and ethical ...

Power, Influence and Negotiation at Eli Broad College of Business

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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.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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.