Kellogg News

Minerva Capital Founder and CEO pivots Latin American markets

Professor Florian Zettelmeyer and an alumni panel talk big data analytics and management

Joe Hinrichs of Ford Motor Company shares how positivity accelerates career growth and builds strong leaders

First two classes to meet this year to discuss opportunities for social change

Learn the essentials for achieving win-win outcomes in your negotiations

News & Events

Professor Leigh Thompson launches a video series designed to improve negotiation skills in under an hour.

Negotiation Tactics 101 - Leigh Thompson

Videos: Negotiation Tactics 101

Learn effective negotiation skills in under an hour


Strengthen your negotiation skills with four short video sessions. Negotiation Tactics 101 is designed to improve the skills and confidence of anyone who sits at the negotiation table — large- and small-business people, managers who deal in professional as well as personal settings and internal as well as external negotiations. Each of the “negotiation toolboxes” provides step-by-step best practices and clear strategies alongside real examples, stories and management science research. Course participants are given suggestions for follow-up readings.

Negotiations Tactics 101 Syllabus:
Toolbox 1 - Negotiation: What can go wrong? What must go right?
  • Learn the “Big Four” errors that negotiators make most often, and set the stage for tapping into your potential as a negotiator.




Toolbox 2 - How to prepare effectively
  • Learn how to develop your BATNA, quantify your reservation point, set an optimal target point and use a positions and interests chart.




Toolbox 3 - Claiming value
  • Learn the benefits of making the first offer, the art of counter-offering and how to leverage your position — even with the toughest of negotiators.




Toolbox 4 - Creating value
  • Don’t be a statistic. Eighty percent of negotiators fail to discover over 25 percent of the win-win value. Learn how to unearth negotiation potential and grow the pie with these seven win-win strategies.