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Opus College of Business

Strategies for Effective Negotiation

Available dates

Dec 1—8, 2019
2 daysModules info
Minneapolis, Minnesota, United States
USD 1395
USD 697 per day

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About the course

Whether you want to be better equipped to negotiate salaries with new hires, prices with vendors, or mediate conflicts that arise, the St. Thomas Strategies for Effective Negotiation program gives you tools you can use. In-class exercises help you hone your skills, so they’re ready to use at work on Monday morning.

To excel as a business leader, it’s critical to master the art and science of negotiating. The St. Thomas Strategies for Effective Negotiation program gives you a foundation in key strategies, which help you guide conversations and conflict toward a win-win. In this program, you’ll learn to:

  • Actively manage conflict in negotiation
  • Negotiate using problem-solving methodologies
  • Effectively negotiate across cultures
  • Identify non-verbal, verbal and emotional cues to create leverage during negotiations

Benefits of This Program

The Strategies for Effective Negotiation will increase your ability to: Be prepared for any type of negotiation. Learn the different types of negotiation and effective ways to approach each. Practice in class so you are ready when it counts.

Choose the right tactic for the situation. Armed with the ability to identify your counterpart’s positions and interests, you can apply framing techniques to better position yourself with leverage.

Feel confident in your abilities. Practice different approaches to negotiation in class, so you’re better prepared to use them at work.

Curriculum

The Strategies for Effective Negotiation will increase your ability to:

Module 1: Introduction to Negotiation and Frameworks

  • What is negotiation?
  • Negotiables & Tradeoffs
    • Positions vs. Interests
    • Persuasion/Strategies of Influence
    • Negotiation Problem Solving Methodology
    • BATNA and ZOPA frameworks
    • Negotiation Planner – how to prepare for a negotiation
    • In class practice and case study activities

Module 2: Managing Conflict

  • What is conflict & how can I manage it?
  • Strategies for dealing with difficult tactics
  • In class practice and case study activities

Module 3: Communication Techniques

  • Dealing with supplier and customer relationships
  • Internal vs. external communication
  • Verbal vs. nonverbal communication
  • In class practice and case study activities

Module 4: Emotion

  • How to deal with emotion in negotiation
  • Non-verbal expression and messaging
  • Creating and utilizing power in negotiation
  • Managing relationships while negotiating successful outcomes
  • In class practice and case study activities

Module 5: Email Negotiation

  • Practice email negotiation in teams between sessions
  • Receive peer feedback on email negotiation
  • Internal vs external dynamics in email
  • Communication faux pas

Module 6: Multi-Party Negotiation

  • Difference between one-to-one and multi-party negotiation
  • How to approach and prepare differently for multi-party negotiations
  • In class practice and case study activities

Module 7: Commodity Purchase Negotiation

  • How to approach commodity purchases
  • Concession strategies

Module 8: International and Multi-Cultural Negotiation

Negotiation across cultures requires additional consideration.

  • Explore different approaches when it comes to international and multicultural negotiation.
  • Leave with tools and tactics to successfully approach international negotiations.

Who should attend

The Strategies for Effective Negotiation program is ideal for those who:

  • Are entrepreneurs looking to enhance their skillset in this critical area
  • Source products and services locally, nationally and internationally
  • Manage supplier or vendor relationships Hire employees and negotiate salaries
  • Need to negotiate and manage conflicts using methods other than face-to-face such as email, phone or web conference
  • Manage projects by negotiating for time, resources and funding with internal and external stakeholders
  • Negotiate across cultures

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