Curriculum
Dive into the art and science behind negotiation. Gain an understanding of:
- What is negotiable
- How to identify positions and interest of those in the negotiation
- The BATNA and ZOPA frameworks to identify the right negotiation strategy for various scenarios
- Uses of persuasion and strategies of influence
- Tools and frameworks to prepare for any negotiation
Conflict is inherent when two or more sides are not on the same page. Explore:
- What is conflict & how can I manage it?
- Strategies for dealing with difficult tactics
- In-class practice and case study activities
Communication style influences the way a negotiation plays out. Through in-class practices and discussion, you’ll feel confident in handling:
- Supplier and customer relationships
- Internal vs. external communication
- Verbal vs. nonverbal communication
Identify how emotion affects the way you proceed through a negotiation. Using real-life scenarios, explore:
- Verbal and non-verbal expression and messaging.
- Power dynamics in a negotiation
- The role of relationships while negotiating successful outcomes
Today, negotiation can take many forms, with many happening over email. In this module you will:
- Explore internal vs. external dynamics in email
- Understand communication faux pas
- Practice email negotiation in teams between sessions
- Receive peer feedback on email negotiation
Adding multiple parties to a negotiation can change the way you approach the situation. After this session, you will:
- Understand the difference between one-to-one and multi-party negotiation
- Explore ways to approach and prepare for multi-party negotiations
- Practice in-class so you know what to do when it really counts
Negotiation in commodity purchases has nuances. Gain an understanding of:
- How to approach commodity purchases
- Concession strategies
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.