This course will allow you to further explore the integrative approach to negotiation and teach you how to collaborate with your partner to grow your pie and add further value. You will learn how to define yours and your partner’s preferences in a way that would serve each party’s interests. You will learn how to rate your priorities and trade issues based on how important they are to you and to your negotiating partner. You will learn how to cultivate trust with your negotiating partner so that you can share your preferences while mitigating mitigate risk.
Who should take this course
This course is ideal for individual contributors, leaders and managers, executives, procurement and contracts professionals, and anyone who wants to become a better negotiator in business and in life.
Participants who complete this course will be able to…
- Separate interest from position to facilitate collaboration
- Problem solve to meet both parties interests simultaneously
- Define yours and your partner’s high and low priorities to achieve mutual gains
- Ask the right questions to learn about your partner’s preferences and create trust
- Allan Filipowicz, Clinical Professor of Management and Organizations, Samuel Curtis Johnson Graduate School of Management
- Tony Simons, Professor, School of Hotel Administration