High Performance Negotiation Skills

Maximize your outcome with proven strategies

There is a science to negotiation. In this immersive, highly interactive program, you’ll learn Kellogg’s proven approach to achieving concrete results, best practices and strategies to give you a critical edge. Guided by senior Kellogg faculty, both global thought leaders in their field, you’ll discover a new way of thinking about and conducting negotiation and how to develop and implement the right negotiation strategy, manage a negotiating team and remain agile and focused in a dynamic, evolving situation.

You’ll identify your personal negotiating strengths and the areas where you can improve, learn one-on-one and team-on-team negotiation techniques, 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.

This program will be offered in a live virtual format for fall 2020. Our live virtual programs are built to deliver a rich experience that’s comparable to our in-person programs. In this highly interactive format, you will have the opportunity to engage with our faculty and your peers in live discussions and lecture sessions. You will come away with the tools to navigate and succeed in the new business landscape.

Leigh Thompson

Leigh Thompson / Academic Director

Who Should Attend

  • Managers who want to improve their negotiation performance and outcomes
  • Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers and human resource professionals
  • Government administrators and administrators of not-for-profit organizations

Please Note: Early registration is encouraged; this perennially popular program fills up quickly.

Key Benefits

  • Improve your negotiation skills through challenging simulations and constructive feedback
  • Prepare systematically for negotiating in any situation or environment
  • Structure value-creating deals that involve multiple, complex issues
  • Resolve potentially destructive, emotionally charged disputes
  • Adapt in a dynamic negotiation environment
  • Adjust your negotiation strategy to the demands of a global environment
  • Practice negotiating solo, as part of a team and as an agent

Program Content

Building a Negotiation Strategy

  • Negotiate to win
  • Plan and implement a distributive negotiation strategy
  • Define BATNAs, bottom lines and targets
  • Improve negotiation outcomes
  • Participate in a dealmaking simulation

Mastering Advanced Negotiation Strategy

  • Negotiate for mutual and individual gains
  • Craft a win-win integrative strategy
  • Optimize negotiation team
  • Participate in a dealmaking simulation with integrative potential

Negotiating in Highly Competitive Environments

  • Manage the tension between competitive and cooperative motives
  • Establish trust and build coalitions

Resolving Disputes

  • Understand interests, rights and powerbased approaches to dispute resolution
  • Manage highly emotional people at the table
  • Avoid litigation

Negotiating Globally

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

Understanding Agents and Ethics

  • Learn when to use agents
  • Align Incentives for agents
  • Manage agents’ ethics
  • 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.


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

Jeanne Brett - Professor Emeritus of Management & Organizations

CPE Credits

Continuing Education Credit
This program is registered with the National Association of State Boards of Accountancy and is recommended for 19.50 CPE credits.

Continuing Professional Education Information
The Kellogg School of Management, Northwestern University is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.

All Kellogg programs that qualify for CPE credits do not have pre-requisites. Advanced readings and case preparation is required. A packet of course materials is emailed to all participants before the program begins.

All Kellogg programs are group-live or internet-based. Program level: Advanced. For more information regarding administrative policies such as complaints and refunds, please contact our office at 847-467-6018.

What Participants Say

“High Performance Negotiation Skills for Managers was a game changer for me professionally. Having the framework to think about rights, power and interests as the common lens changed how I embark on negotiations.”
Governance Initiatives Director, Louisiana Association of Public Charter Schools

“High Performance Negotiation Skills for Managers is one of the best courses I've ever taken. It gave me real tools to perform negotiations more effectively and leave the negotiation table, without leaving a lot of value on the table. I would recommend this course to any manager who needs to do any type of negotiations.”
Group Chief, U.S. Government

“From the start of class, you are immediately put in simulations and case studies - a very interactive, immersive, and exciting way to learn.”
Sr. Director Training & Development, ServiceMaster Company

Personal Consultation

Please contact us to schedule an advising session

2020 Session

November 9-13, 2020

Start: November 9 at 9:00 AM

End: November 13 at 12:30 PM

Live Virtual Program

Download the Topic Overview


2021 Sessions

November 8-11, 2021

Start: November 8 at 1:00 PM

End: November 11 at 11:45 AM

Evanston campus


Fee includes lodging and most meals

Kellogg School of Management

James L. Allen Center
2169 Campus Drive, Evanston, IL 60208