Capabilities with people—whether reading a client's concern or settling an internal conflict—influence results and determine success.
Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.Impact
Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.
"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders."
The program examines each element of negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques.
–Robert Bontempo, faculty directorSummary of Benefits
- Discover the four different communication styles and how they affect negotiations
- Learn how to avoid common decision traps
- Understand the effects of making decisions in a group
- Determine when to walk away from a negotiation
- Improve your ability to negotiate across cultures
- Strengthen your ability to resolve conflicts and manage your emotions during a negotiation
Upon completion of this program, you will earn three days towards a Certificate with select alumni and tuition benefits.Curriculum
Negotiation Strategies is a hands-on, practical approach to negotiations, with participants analyzing case studies and then testing their negotiation skills within a supportive environment.
In addition to actively participating in negotiating role-plays, participants read selections on negotiating within a global context, mediation skills, turning negotiating into a corporate capability, and the science of persuasion.Sample Session Titles
- Power: What It Is and How to Get It
- Third Party Roles in Managerial Negotiation
- The Psychology of the Negotiating Opponent
- Advanced Negotiation: The Hard Work on the Soft Stuff
Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.Admissions Qualifications
Successful candidates should have managerial experience and responsibilities matching a program’s “Who Should Attend” or “Participant Profile” description. All registrations are subject to approval by Columbia Business School.