Develop your negotiation skills: Build trust and harmony in business relations
Transform your business connections into more than just service exchanges: Create stable partnerships with our course that helps you increase influence without undermining relationship stability.
Gain the skills you need to build bridges, not walls!
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INTRODUCING A COURSE
Introduction to Negotiation:
A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
This course provides a unique framework for understanding and shaping negotiations, teaching you how to persuasively articulate principled arguments and identify underlying interests in conflicts. Through case studies, you'll practice negotiating in business and personal situations, get feedback, and learn from others' approaches. We'll cover a range of topics, from preparation to understanding different perspectives, and deal with advanced issues like powerless negotiation and gender roles.
- Learn to construct and utilize frameworks for analyzing and shaping negotiation strategies.
- Develop the ability to conduct principle-based negotiations that enable you to persuade others.
- Acquire the skill to "look beneath the surface" of apparent conflicts to discover the real interests involved.
- Understand key tactical aspects of negotiations such as information sharing, initial offers, and responding to threats.
- Learn to negotiate in different contexts, including email negotiations and standard testing negotiations.
- Gain insights from global negotiation experts about the role of gender differences in negotiations.
- Learn how to determine and expand the "pie" in negotiations for a better outcome for all parties involved.
Professions Benefiting Most from Negotiation Skills:
- Leaders and Managers: Those managing teams or large organizations are constantly negotiating - from resolving team conflicts to negotiating with partners, clients, or suppliers.
- Sales and Marketing Professionals: Salespeople need negotiation skills as they are constantly negotiating with potential and existing customers.
- Lawyers: Attorneys negotiate agreements, dispute resolutions, and settlements.
- Diplomats and Politicians: Negotiation is a crucial part of diplomatic and political work, whether on an international, national, or local scale.
- HR Professionals: Negotiations are important when hiring, discussing working conditions, or resolving workplace conflicts.
- Entrepreneurs and Freelancers: These professionals often negotiate with clients, suppliers, or investors.
Negotiation skills are also beneficial for teachers, social workers, healthcare workers, and many others. In fact, most individuals could benefit from improving their negotiation skills, regardless of their profession.
COURSE STRUCTURE
We will explore the following questions:
What is the Pie?
In this initial stage of the course, we'll lay a foundation for negotiation with a universal "pie" theory. This framework, often overlooked by even experienced negotiators, will ground your approach and offer principles for making unbiased, persuasive arguments. It provides a common ground for what's considered 'fair', going beyond personal biases. This fundamental understanding will revolutionize how you approach negotiations in this course and beyond.
Negotiations Caselets
In this section, we'll apply our 'pie' theory to mini-case studies. The Merger Case explores how synergy gains from a merger are shared, providing real-world negotiation insights. "Start By Asking" introduces the concept of reservation value, or BATNA, through a student's salary negotiation, and explains why 'no' should be avoided. This week concludes with the interactive Ultimatum Game exercise and a mastery quiz, both serving as learning opportunities and tests of your ability to apply the course concepts.
Zincit Case
Building on what we've covered so far, the Zincit case study will give us the chance to delve into a variety of topics. We'll look into effective negotiation preparation, the strategy of ultimatums, alternating removals, avoiding regret, and expanding the 'pie'. Plus, we'll discuss how to negotiate with individuals who hold vastly different world views.
Outsider Case
As we progress, our next case study increases in complexity, mimicking real-life scenarios where each party possesses hidden information. This creates a negotiation dynamic where the sharing and withholding of information become key. We'll explore strategic considerations such as what to reveal or conceal, who should make the first offer, how to craft it, and how to respond to threats. This case study serves as a platform to address these crucial aspects of negotiation.
Advanced Topics
This module comprises brief lessons covering a broad range of topics, from negotiating under power deficits to negotiating via email. Additionally, we'll detour into how our game theory approach in negotiation can improve performance on standardized tests - a handy tip for you or your children.
You Can Negotiate Anything
We engage with leading negotiation experts. Professor Linda Babcock, a world-renowned expert on negotiation provides insights shows you how to prepare and then how to ask. We can all learn how to better prepare for a negotiation, be soft in style and hard in substance, and aim high without crashing. Herb Cohen, author of classic negotiation books, shares his wisdom, while entrepreneur John McCall MacBain exemplifies principled negotiation in business contexts. This module offers invaluable lessons from the industry's best.
Job Negotiation
In this final module, we'll reinforce negotiation tactics through webinars, case studies, and various thematic sessions. Key topics include setting negotiation ground rules, managing unfair splits, anchoring effectively, and applying strategies in real-world scenarios like job negotiations. The module culminates with a comprehensive review of earlier content and a hands-on Ultimatum Game for practical experience.
DON'T MISS THE CHANCE TO LEARN FROM OUTSTANDING EXPERTS!
Barry Nalebuff, the Milton Steinbach Professor at Yale University
Barry Nalebuff is Milton Steinbach Professor at Yale SOM where he teaches negotiation, innovation, and game theory. He is the coauthor of six books. Thinking Strategically and The Art of Strategy explain game theory. Co-opetition, looks beyond zero-sum games to emphasize the potential for cooperating while competing. Why Not? offers a framework for problem solving and ingenuity. Lifecycle Investing provides a new strategy for retirement investing. Mission in a Bottle tells the story of Honest Tea. In 1998, Barry together with his former student Seth Goldman cofounded Honest Tea, a company that sells ready-to-drink iced tea that tastes like tea. It has grown (organically) to over $100 million in sales. In 2011, Coca-Cola purchased the company. Alongside Honest Tea, Barry advised the NBA in their negotiations with the National Basketball Players Association and serves on the board of Nationwide Insurance. A graduate of MIT, Rhodes Scholar, and Junior Fellow at Harvard’s Society of Fellows, Nalebuff earned his doctorate at Oxford University.
"Never had I been witnessed to such a great teacher. Barry Nalebuff goes th extra mile, from the animations, to personal experiences to recruiting actors and actresses to increase learning. Barry Nalebuff is the model teacher, and the negotiation course is a vital learning not just for business, but also in life, and for even raising children as we see in week 6."
- Shabnam A, feb 2022
"The instructor Barry was awesome. He was articulate, shared industry experience with interactive videos, class room videos and guest speakers. I liked the hands-on real life approach of the course."
- Suddhasattwa D, aug 2021
"It's incredible to learn how you might be succeed negotiating understanding what it is about, understanding others and specially developing strategies and becoming a good negotiator looking inside yourself at same time that you want a win-win deal that will benefit both sides. It's a really good course that also allows you to meet new people and learn from them."
- Andrés P S, jul 2021
Course
390 €
including VAT
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Introduction to Negotiation:
A Strategic Playbook for Becoming a Principled and Persuasive Negotiator
Learning format
The total volume of training: 35 academic hours, which consist of 35 hours of independent work (including work on homework). The training is designed for 2 weeks.
The course must be completed within two weeks.
Payment by invoice
Kindly provide your billing information in the comment field during registration. An invoice will be issued within 3 business days after registration for the training.
Before registering for the training, we kindly ask you to familiarize yourself with the curriculum of and terms of the training organization.
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