In business, the ability to negotiate well is not merely an important skill – it is essential to success.

All negotiations – whether with clients, strategic partners, merger candidates, union representatives, key employees, investors, colleagues, vendors, or service providers – require the ability to create and capture value through cooperation while fostering strong working relationships with others. Focusing on one at the expense of the other inhibits the potential for gain in any partnership. Like most other skills, the ability to perform in negotiations is determined by some combination of natural ability, experience and formal training. Yet most managers have received little or no negotiation training.

This program provides an intensive, one-day introduction to negotiation analysis and practice. The program uses negotiation simulations, case studies and group discussion to highlight practical applications of the issues discussed. By the end of the program, participants will have a conceptual framework, which will help them turn their own negotiating experience into expertise. In addition, participants will be able to transform the learning to more effectively manage client relations and avoiding systematic biases in making decisions.

This program will be beneficial to management whose work involves negotiating with subordinates, peers, superiors and vendors. Those who seek to better understand the strengths and weaknesses of their own negotiation style and strategic habits, improve their own negotiation performance and enhance the quality of their negotiated settlements will benefit from this course.