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Negotiating in a Virtual World

  • USD 1,350

  • online
  • United States (Evanston) |
  • Date not specified
  • Certificate

This intensive program provides an interactive experience in which participants engage in realistic negotiation scenarios. You'll learn how to effectively develop a negotiation planning document, align a negotiating team and remain strategically agile in increasingly complex and challenging negotiation situations. In this action-based 5-week online program, you will engage in real-life negotiation simulations and receive meaningful, personalized feedback. Through this highly interactive and personalized approach, Kellogg's premier faculty will equip you to navigate the complex landscape of deal-making in a global and digital environment. Most participants can expect to dedicate 3-4 hours per week to their learning experience. Participants will master proven strategies through a rigorous set of tactical challenges and will learn to negotiate one-on-one and team-on-team, bridge cultural divides, understand how to approach from positions of high and low power, and how to win when up against tight deadlines and outside pressure. By the end of this program, you will have mastered high-performance negotiation skills that you can use in nearly any negotiation situation, and in any medium.

Program Benefits

  • Improve your negotiation skills through challenging exercises 
  • Receive constructive, detailed feedback 
  • Practice negotiating using various communication technologies 
  • Structure value-creating deals that involve multiple, complex issues 
  • Expand your negotiation best practices to leverage global environments 
  • Practice negotiating solo, as part of a team and in multi-party contexts

Who Should Attend

  • Professionals looking to improve their negotiation performance and outcomes 
  • Sales and marketing managers, merger and acquisition professionals, entrepreneurs, purchasing managers, and human resource professionals 
  • Government administrators and administrators of not-for-profit organizations 
  • Managers coordinating across functions, businesses or cultures

Faculty

LEIGH THOMPSON
Academic Director; J. Jay Gerber Professor of Dispute Resolution & Organizations; Professor of Management & Organizations; Director of Kellogg Team and Group Research Center

*Program faculty is subject to change

Curriculum

Module 1- BUILDING A NEGOTIATION STRATEGY

  • Optimize opening offers
  • Participate in deal-making simulations
  • Leverage BATNAs, reservation bottom lines and targets

Module 2- STRATEGIZING FOR COMPLEX BUSINESS DEALS

  • Explore a complex negotiation scenario
  • Multi-issue, high-stakes negotiation
  • Learn to reveal or conceal
  • Optimize negotiation team
  • Evaluate and build trust across parties
  • Learn strategies for acquiring key information

Module 3 – DISPUTE RESOLUTION

  • Focus on disputes and contentious negotiations 
  • Navigate emotionally-charged situations
  • Learn to de-escalate conflict
  • Plan for multi-party and multi-issue negotiations
  • Negotiate for mutual and individual gains
  • Maintain and enhance your reputation

Module 4 - RECOGNIZING AGENTS AND ETHICS

  • Learn when to use agents
  • Align incentives for agents
  • Manage agents’ ethics
  • Sharpen your value ethics
  • Develop a planning document

Module 5 – NEGOTIATING GLOBALLY

  • Negotiate a complex multi-cultural scenario
  • Adjust to cultural differences in negotiators’ interests and strategies
  • Communicate and confront directly and indirectly
  • Plan and implement a negotiation strategy
  • Communicate and confront directly and indirectly
  • Sharpen nonverbal communication skills
  • Craft win-win deals

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