Strategic Negotiation

Carey Business School

How long?

  • 3 days
  • online

What are the topics?

Carey Business School

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Who should attend

Powerful negotiators are valued at all levels of an organization. This seminar serves individuals at all career stages as well as rising managers who want to improve their negotiation performance and outcomes. Participants’ with the following areas of expertise may particularly benefit from this course: sales and marketing, planning and development, strategic partnerships, supply-chain agreements, recruitment and human resources.

About the course

We negotiate every day – with employers, coworkers, employees, clients, and others. Although negotiations are ubiquitous, many of us know little about the strategy and psychology underlying them, nor do we feel particularly comfortable negotiating. This seminar will provide participants with the foundational skills and knowledge needed to negotiate effectively. Through a set of interactive, increasingly complex negotiation exercises, participants will hone their negotiation skills, learn about their negotiation style, and develop a systematic approach for approaching a variety of negotiation situations. They will learn to cope with win-lose situations but also transform them into win-win opportunities. Most importantly, participants will leave with the ability to achieve their goals through strategic negotiation.

Experts

Brian Gunia

Brian Gunia, PhD (Management & Organizations, Northwestern University) joined the Johns Hopkins Carey Business School in 2011. He is an Associate Professor in the research track. Brian studies three ways that people commonly jeopardize their careers: by acting unethically, negotiating ineffec...

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Strategic Negotiation at Carey Business School

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