Who should attend
This program is appropriate for professionals at all career levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others.
It is especially suitable for newly-promoted managers and leaders, or anyone who is preparing to take that next step from team player to team leader.
No prior training in negotiation is required.
About the course
Whether you're asking for a promotion, bargaining with buyers and suppliers, or seek to influence others to help you achieve your objectives, negotiation skills are essential for success.
In this immersive program, you'll learn how to drive a deal and optimize your financial goals successfully and ethically with expert faculty at Cornell University's S.C. Johnson College of Business.
Through role-play exercises, lectures, and group discussions, you'll gain proven tactics to refine your personal negotiation style and the ability to bargain successfully to overcome a wide range of challenges at work, business, and beyond.
- Develop analytical skills and strategies to create optimal solutions through the process of negotiation.
- Hone relationship management skills.
- Explore how to ask questions, uncover hidden interests, and consider unconventional approaches to problem solving.
- Gain a greater understanding of how people behave in cooperative and competitive situations.
- Learn strategies that maximize your ability to achieve high-quality outcomes.
All sessions take place in the Breazzano Family Center for Business Education adjacent to the Cornell campus.
Schedule is subject to change.
Introduction to Negotiation
- Real-world negotiations
- Negotiating in the workplace
- Obstacles and constraints
- Basic definitions
- Role-play exercise: "Hockey Player"
11:30 a.m. Planning and Preparation
- Understanding goals and interests
- The Preparation Worksheet
- How to create and use the Payoff Table
1:00 p.m. Lunch
1:30 p.m. Using the Payoff Table
- Identifying issues and options
- Establishing targets, reservation points, and BATNAs
- Role-play exercise: "New Product Launch"
3:00 p.m. Creating and Claiming Value in a Job Negotiation
- Power in negotiations
- Contingency bets
- Role-play exercise: "Computron Pharmaceuticals"
5:00 p.m. Social event
8:15 a.m. Breakfast
9:00 a.m. Email Negotiation: Buying a House
- Email vs. face-to-face bargaining
- The impact of framing
- Using data
- Role-play exercise: "Springfield Condo"
10:30 a.m. Group Negotiations
- Negotiating with multiple parties
- Managing information
- Role-play exercise: "Harborco"
Faculty Expertise Organizational Behavior Management and Organizations Leadership Management Behavioral Research Groups and Teams Stephen Sauer is an associate professor in the organizational studies department at Clarkson University's School of Business and a visiting associate professor of m...
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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.