Negotiations for Managers and Entrepreneurs

This course is critical for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively.

To achieve that, the first half of this concentration module follows the framework below:

1. Negotiation setup - Stakeholders, positions, interests, etc.
2. Deal design - Effective trade and contingent contracts
3. Negotiation tactics - Think, talk, and act at the negotiation table

In the second half, participants are offered the opportunity to apply their negotiation skills to real-life contexts by investigating a specific negotiation or negotiation setting (this can also be accomplished through a negotiation-focused interview).

• Acquire in-depth knowledge concerning the major theories and concepts needed for successful negotiations
• Acquire and leverage the mindset and toolkit to negotiate effectively
• Understand how to reach a deal even when differences remain
• Become aware of (and avoid) tactical and psychological pitfalls
• Gain confidence in navigating complex and stressful situations
• Learn to deal with power imbalances and difficult personalities
• Improve skills to read and influence others and to claim value
• Develop critical thinking and problem-solving skills to foster logical, but out-of-the-box, entrepreneurial thinking, allowing for the recognition of a multitude of “best” questions, answers, and solutions
• Practice teamwork and responsible leadership by (1) contributing own strengths; (2) making room for the strengths of fellow students; and (3) exercising listening, communication, and question formulation/answering skills to allow for more effective and efficient negotiation simulations.