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Negotiation Strategies for Managers

Maximize the Outcome of Your Negotiations

Professor Jeanne Brett There is a science to negotiation, and those trained to use the best practices and strategies have an edge over those who don’t. This program will unlock the science of negotiation when preparing to negotiate, managing a negotiating team, and implementing a negotiation strategy in a dynamic, evolving situation.

In this course, you will identify your negotiating strengths, and learn how to use those strengths in a wide variety of negotiation situations. In addition to one-on-one and team on- team negotiation skills, you will have the opportunity to challenge and evaluate your negotiation skills in deal making within and between organizations, resolving disputes, and negotiating in a global environment.
Upcoming Sessions (Fee includes lodging and most meals)
Session Date Cost
September 23-26, 2013 $6,100 Apply
December 2-5, 2013 $6,100 Apply
May 12-15, 2014 $6,300 Apply
September 29 - October 2, 2014 $6,300 Apply
December 1-4, 2014 $6,300 Apply

Program Materials

If you are a manager who seeks to improve your negotiation performance, this program is designed for you. Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers, human resource professionals, government administrators and administrators of not-for-profit organizations have all benefited from this program.

In this course, you will:
  1. Gain feedback on negotiation skills in challenging negotiation simulations
  2. Learn how to prepare systematically for a negotiation
  3. Structure value-creating deals that contain multiple, complex issues
  4. Resolve emotionally charged disputes
  5. Learn how to adjust negotiation strategy in a global environment
  6. Experience negotiating as a solo, in a team, and as an agent
Building a Negotiation Strategy

  1. Negotiating to win
  2. Planning and implementing adistributive negotiation strategy
  3. BATNAs, bottom lines, targets
  4. Evaluating a negotiation outcome
  5. A deal making simulation


Advanced Negotiation Strategy

  1. Negotiating for mutual and individual gains
  2. Planning and implementing an integrative negotiation strategy
  3. How to get and use information critical to integrative strategy
  4. Managing a negotiation team and a constituency
  5. A deal making simulation with integrative potential


Negotiating in Highly Competitive Environments

  1. Managing the tension between competitive and cooperative motives
  2. Signaling
  3. Establishing trust
  4. Building coalitions
  5. A multi-round team on team negotiation


Resolving Disputes

  1. Interests, rights, and power-based approaches to dispute resolution
  2. Managing highly emotional people at the table
  3. Transforming negotiations from power and rights to interests
  4. Involving third parties
  5. Avoiding litigation
  6. A dispute resolution simulation

Cross-Cultural Negotiations

  1. Culture’s effects on negotiation contexts, and negotiator’s interests and strategies
  2. The role of government in cross-cultural negotiations
  3. Communicating and confronting inter-culturally
  4. A multi-culture, multi-party, multi-issue simulation


Agents and Ethics

  1. When to use agents
  2. Incentive alignment for agents
  3. Managing agents’ ethics
  4. Lying and lie detection
  5. A simulation with agents and principals

Jeanne Brett - Academic Director; DeWitt W. Buchanan, Jr., Professor of Dispute Resolution and Organizations; Director of Dispute Resolution Research Center

Leigh Thompson - Academic Director; J. Jay Gerber Professor of Dispute Resolution & Organizations; Director of Kellogg Team and Group Research Center; Professor of Psychology, Weinberg College of Arts & Sciences (Courtesy)

Featured Faculty Video

  • Professor Jeanne Brett: The challenges of cross-cultural negotiations

What Past Participants Say

  • "Excellent use of my time and investment of my company's resources (time and money)."
    - Specialist, Keane, Inc.
  • "Best active training available for learning key negotiating principles."
    - Worldwide Manufacturing/Procurement Manager, Home Storage, SC Johnson
  • "From interpersonal to business issues, I now have a demonstrated set of strategies to help me maximize my outcomes and keep the other party's good will."
    - Technology Management Associate, Tribune Company
  • "Excellent program with high quality professors and a diverse set of participants who added additional value to the program."
    - National Account Executive, Coca-Cola USA
  • "This program far exceeded my expectations. I was blown away by the high quality faculty and curriculum."
    - Director, Business Development, Follett Software Company

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