| Program Content |
|
| |
Evaluating Your Negotiation Skills |
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Buyer and seller simulation to evaluate negotiation skills |
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Integrative and distributive negotiation strategies |
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Planning and implementing a negotiation strategy |
Advanced High-Stakes Negotiations |
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Team-based deal-making simulation |
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Managing tension between integrative and distributive negotiations |
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Negotiating joint and individual gain |
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Managing a negotiation team and a constituency |
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Negotiations within and between companies |
Negotiating in a Highly Competitive Environment |
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Multi-party simulation using negotiation skills to generate cooperation and profits in competitive environments |
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Developing cooperative strategies |
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Signaling |
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Building coalitions |
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Establishing trust |
Resolving Disputes |
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Dispute resolution simulation using strategy to manage highly emotional people and to reach agreements |
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Interest-based, rights-based, and power-based negotiations |
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Managing emotions |
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Involving third parties in dispute resolution procedures |
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Avoiding litigation |
Negotiating Across Cultures |
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Cross-cultural simulation |
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Cultural values and negotiators’ interests and positions |
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Negotiation strategies across cultures |
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The role of government in cross-cultural negotiations |
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Communicating and confronting inter-culturally |
