Psychology of Negotiation

School of Hotel Administration

How long?

  • 1 day
  • online

What are the topics?

School of Hotel Administration

Disclaimer

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Full disclaimer.

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 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.

Key Benefits

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

Experts

Allan Filipowicz

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...

Tony Simons

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 ...

Psychology of Negotiation at School of Hotel Administration

From  $769

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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.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

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