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Negotiation Strategies

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.
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Upcoming Sessions

  • Apply Online
    September 19-22, 2016
    Fee includes lodging and most meals
  • Apply Online
    December 5-8, 2016
    Fee includes lodging and most meals
  • Apply Online
    May 1-4, 2017
    Fee includes lodging and most meals
  • Apply Online
    September 25-28, 2017
    Fee includes lodging and most meals
  • Apply Online
    December 4-7, 2017
    Fee includes lodging and most meals
  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 through challenging simulations and constructive 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 and targets
  4. Improve negotiation outcomes
  5. Participate in a dealmaking simulation

Mastering Advanced Negotiation Strategy

  1. Negotiate for mutual and individual gains
  2. Craft a win-win integrative strategy
  3. Optimize negotiation team
  4. Participate in a dealmaking simulation with integrative potential

Negotiating in Highly Competitive Environments

  1. Manage the tension between competitive and cooperative motives
  2. Establish trust and build coalitions

Resolving Disputes

  1. Understand interests, rights and powerbased approaches to dispute resolution
  2. Manage highly emotional people at the table
  3. Avoid litigation

Negotiating Globally

  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

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)

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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LEARN ABOUT | Negotiation | Leadership | Brand Management | Data Analytics

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