Who should attend
- Individual contributors
- Leaders and managers
- Procurement and contracts professionals
- Anyone who wants to become a better negotiator in business and in life
About the course
This course focuses on the psychological element of negotiation. You will learn how understanding your own and your partner’s psychological state can have a significant effect on how your negotiation unfolds. You will be introduced to techniques that will allow you to develop your emotional intelligence for better communication with the other party. You will also learn about negotiations that failed as a result of certain feelings, and what to do in order to save them.
Participants who complete this course will be able to…
- Manage your own emotions that may hamper your ability to negotiate effectively
- Predict others’ emotions to convert from impediments to enablers
- Behave in a way that builds rapport and trust to maximize information flow while limiting your risk
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 ...
Read more about Negotiations
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.