Strategic Negotiations

Weatherhead School of Management

What are the topics?

Weatherhead School of Management

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Read more about Leadership

Leadership is a form of social influence that doesn't always depend on your position in the company. However, it is true that if you want to foster a ...

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

Technical professionals and general managers.

No prior knowledge is necessary; however, participants should be familiar with or have experience and responsibility for managing change.

About the course

Research shows that less than 4% of managers reach win-win outcomes. And even on issues for which people are in perfect agreement, they fail to realize it 50% of the time. The reason for this is three-fold: (1) lack of practice, (2) lack of knowledge about the principles and strategies of negotiation, (3) systematic mistakes and biases. This course will address all three areas.

The remarkable thing about negotiations is that, wherever they occur, they are governed by similar principles. In this course, participants learn the theory and processes of negotiation in a variety of settings. They will develop an understanding of the principles, strategies, and tactics of effective negotiation, enhance their ability to assess the variables in negotiations and the impact of interpersonal styles and personality.

In a series of varied bargaining simulations and debriefings built directly around real business issues, this program provides participants with the opportunity to develop their negotiation skills. Each simulation will highlight the central concepts that underlie negotiation strategy. These concepts are the fundamental building blocks for planning negotiation strategy, managing the negotiation process, and evaluating the quality of negotiation outcomes.

Participants will be able to expand their negotiation tool-chest, explore their personal style and its impact, identify specific areas for individual development, and develop greater strategic flexibility across situations and people by trying out new behaviors and strategies in a safe, supportive environment.

Topics

  • How to prepare for negotiations?
  • What are the key strategies in distributive negotiations?
  • What are the key strategies in integrative negotiations?
  • What is your negotiation style and how does it impact negotiation outcomes?

Learning Outcomes

As a result of attending this program, participants will:

  • Recognize, understand, and analyze essential concepts and common biases in negotiations.
  • Recognize which strategies are effective for a particular situation
  • Develop leadership skills by creating value
  • Be able to work with people with different backgrounds, expectations and values
  • Use well-defined strategies to improve your ability to negotiate successfully

Experts

Roman Sheremeta

Roman Sheremeta, PhD, is an assistant professor of economics at the Weatherhead School of Management at Case Western Reserve University and a research affiliate at the Economic Science Institute at Chapman University. He holds a PhD in Economics from Purdue University and is a recipient of many r...

Strategic Negotiations at Weatherhead School of Management

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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 Leadership

One evident benefit of joining a leadership course is gaining the knowledge essential for motivating people for high performance. After completing a leadership course, you will be capable of assessing your trustworthiness as perceived by your colleag...

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.