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.
Timothy Feddersen / Wendell Hobbs Professor of Managerial Politic
Please Note: Early registration is encouraged; this perennially popular program fills up quickly.
Building a Negotiation Strategy
Mastering Advanced Negotiation Strategy
Negotiating in Highly Competitive Environments
Understanding Agents and Ethics
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; Director of Kellogg Team and Group Research Center; Professor of Psychology, Weinberg College of Arts & Sciences (Courtesy)
Jeanne Brett - DeWitt W. Buchanan, Jr., Professor of Dispute Resolution and Organizations; Professor of Management & Organizations
Timothy Feddersen - Wendell Hobbs Professor of Managerial Politics; Professor of Managerial Economics & Decision Sciences
“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
Please email or call us if you would like a personal consultation
September 24-27, 2018
Start: September 24 at 5:00 PM
End: September 27 at 12:00 PM
Fee includes lodging and most meals