Negotiation and Influence

The ability to negotiate favorable agreements – with customers, colleagues, investors and suppliers is a vital skill for executives. To be able to do so, leaders should be able to examine the psychology of decision making, overcome barriers to negotiation and apply successful negotiation tactics while evaluating alternate approaches. This course will help you rethink negotiation as a problem solving tool and identify how you can create and claim value in your interactions—from the everyday to the rare and high-value.

At the end of this course, participants will be able to:

– Enhance bargaining power to create more value and claim a larger share of the pie

– Recognize and resolve different issues that occur frequently when negotiating

– Develop strategies for efficient pre-negotiation preparation

– Build and maintain working relationships without forfeiting economic outcomes

– Deal with difficult tactics

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Take the first step to a Global Education

Your details will not be shared with third parties. Privacy Policy

Duration and Course Fee

  • Starts 12 November 2019
  • 2 Months
  • 2 - 4 hours per week
  • Course Fees USD 1,200
 
 

Faculty

Jared Curhan

Sloan Distinguished Associate Professor of Organization Studies

Course Highlights

  • 83Interactive Lectures
  • null
    7Simulations
  • null
    12Discussions
  • null
    2Peer Review/ Feedback
  • null
    9Assignments
  • 6Simulation, Games and Role Plays
  • 4Peer Learning Discussions

SYllabus

Pre-Work

a) Personal Evaluation survey

 

Framework

a) Introduction to the negotiations platform

b) Course overview

c) Simulation game: Rock-Paper-Scissors

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for Win As Much As You Can

Framework

a) Simulation Game: Win As Much As You Can

b) Core negotiation strategies

c) Robert Axelrod’s experiment on Tit-for-Tat Strategy

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for 67 Fish Pond Lane

 

Framework

a) Simulation game: 67 Fish Pond Lane

b) Understanding Disruptive bargaining

c) Claiming value:

– Focal Points

– Best Alternative to a Negotiated Agreement (BATNA)

– Reservation prices

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for used car case

 

Framework

a) Simulation game: Used car case

b) Continuing with the concept of Disruptive bargaining

c) Cialdini’s principles of influence

d) Understand the concepts of anchoring and value claiming

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for hiring a freelance consultant

 

Framework

a) Simulation game: Hiring a Freelance Consultant

b) Understanding disruptive, compatible, and integrative issues

c) Understanding integrative bargaining

d) Four drivers of subjective value:

– Instrumental

– Self

– Process

– Relationship

 

Application

a) Reflection and discussion of the key takeaways

Pre-Work

a) Download the Personal Evaluation Assignment report

 

Framework

a) Managing the Negotiator’s Dilemma

b) Trait Emotions

c) The Seven Elements of Pre-Negotiation Strategy:

– Parties Interests

– Alternatives

– Options

– Legitimacy

– Commitment

– Relationship

– Communication

 

Application

a) Reflection and discussion of key takeaways

b) Implementing the learning in the Personal Evaluation assignment

Pre-work

a) Prepare for Bakra Beverage

 

Framework

a) Study the Capstone Case – Bakra Beverage

b) Exercise – The Ultimatum Game

 

Application

a) Apply the 7 Elements framework to the Bakra Beverage negotiation

b) Self-reflection: What could you have done differently in your negotiation?

Pre-Work

a) Completion of Bakra Beverage

 

Framework

a) Barriers to Negotiation:

– Psychological

– Power of Framing

– Reactive Devaluation

– The Equity Barrier

b) Strategic Barriers
c) Dealing with Difficult Tactics:

– Stonewalling

– Attacks

– Tricks

d) Difficult Tactics and How to Diffuse Them

Application

a) Analyze a past, current, or future negotiation challenge using the concepts learned in the course

b) Discussion on key takeaways

BENEFITS TO THE LEARNER

Intellectual Capital

Intellectual Capital

  • Global Business Education
  • Rigorous and experiential curriculum
  • World-renowned faculty
  • Globally Connected Classroom: Peer to Peer Learning Circles
  • Action Learning: Learning by Doing

Brand-Capital

Brand Capital

  • Certificate from EMERITUS in collaboration with MIT Sloan

Social-Capital

Social Capital

  • Build new networks through peer
    interaction
  • Benefit from diverse class profiles

Career-Capital

Career Capital

  • Professional Acceleration through
    our enriched leadership toolkit
  • Learn while you earn
  • Get noticed. Get ahead.

Duration and Course Fee

  • Starts 12 November 2019
  • 2 Months
  • 2 – 4 hours per week
  • Course Fees USD 1,200

Jared Curhan
Sloan Distinguished Associate Professor of Organization Studies

GET PROGRAM INFO

Take the first step to a Global Education

Your details will not be shared with third parties. Privacy Policy

Duration and Course Fee

  • Starts 12 November 2019
  • 2 Months
  • 2 - 4 hours per week
  • Course Fees USD 1,200
 
 

Faculty

Jared Curhan

Sloan Distinguished Associate Professor of Organization Studies

Other Programs

Emeritus - Online Certificate Courses | Diploma Programs