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Negotiation Strategies for Managers

Maximize the Outcome of Your Negotiations

Professor Jeanne BrettLed by senior Kellogg faculty, both global thought leaders in their field, this immersive, highly interactive program opens your eyes to a new way of thinking about and conducting negotiation. You'll learn how to develop and implement the right strategy, manage a negotiating team and remain agile and focused in a dynamic, evolving situation.
 
You’ll identify your negotiating strengths and the areas where you can improve. You’ll learn one-on-one and team-on-team negotiation skills, apply them in simulations and receive individualized feedback on your performance. You’ll also master the essentials of deal making within and between organizations, dispute resolution and negotiating in a global environment.
Upcoming Sessions (Fee includes lodging and most meals)
Session Date Cost
December 1-4, 2014 $6,300 Apply
May 11-14, 2015 $6,500 Apply
September 21-24, 2015 $6,500 Apply
December 7-10, 2015 $6,500 Apply

Program Materials

  1. Managers who want to improve their negotiation performance and outcomes
  2. Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers and human resource professionals
  3. Government administrators and administrators of not-for-profit organizations
  4. Please Note: Early registration is encouraged; this perennially popular program fills up quickly.
In this course, you will:
  1. Improve your negotiation skills and strategies through simulations and feedback
  2. Prepare systematically for negotiating in any situation or environment
  3. Structure value-creating deals that involve multiple, complex issues
  4. Resolve potentially destructive, emotionally charged disputes
  5. Adapt in a dynamic negotiation environment
  6. Adjust your negotiation strategy to the demands of a global environment
  7. Practice negotiating solo, as part of a team and as an agent
Building a Negotiation Strategy

  1. Negotiate to win
  2. Plan and implement a distributive negotiation strategy
  3. Define BATNAs, bottom lines, targets
  4. Evaluate negotiation outcomes
  5. Participate in a deal-making simulation

Advanced Negotiation Strategy

  1. Negotiate for mutual and individual gains
  2. Acquire and use information critical to integrative strategy
  3. Manage a negotiation team
  4. Participate in a deal-making simulation with integrative potential


Negotiating in Highly Competitive Environments

  1. Manage the tension between competitive and cooperative motives
  2. Understand signaling
  3. Establish trust and build coalitions
  4. Participate in a multi-round, team-on-team negotiation


Resolving Disputes

  1. Understand interests, rights and power-based approaches to dispute resolution
  2. Manage highly emotional people at the table
  3. Transform negotiations from power
  4. Avoid litigation
  5. Participate in a dispute resolution simulation

Conducting Cross-Cultural Negotiations

  1. Understand the effect of culture on negotiation contexts and negotiators’ interests and strategies
  2. Learn the role of government in cross-cultural negotiations
  3. Communicate and confront interculturally
  4. Participate in a multicultural, multiparty, multi-issue simulation

Understanding Agents and Ethics

  1. Learn when to use agents
  2. Align Incentives for agents
  3. Manage agents’ ethics
  4. Detect and deal with lying
  5. Participate in a simulation with agents and principals


Special Feature:

Your Personal Negotiation Library

As a participant in this course, you’ll take home three essential books on negotiation written by your faculty: Professor Brett’s Negotiating Globally and Professor Thompson’s The Mind and Heart of the Negotiator and The Truth About Negotiations.

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

Leigh Thompson - Academic Director; J. Jay Gerber Professor of Dispute Resolution & Organizations; Professor of Management & 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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