Learn how to successfully manage the most difficult negotiations, including those with multiple parties and multiple offers.
Overview
Syllabus
Introduction
- What makes a negotiation complex?
- Coordinating negotiation teams
- Handling multiple negotiation partners
- Using agents in negotiation
- Communicating with constituents during negotiation
- International negotiation
- Maintaining relationships while negotiating price
- Managing relationships away from the table
- Making the first offer when negotiating
- Making multiple opening offers
- Understanding psychological traps when negotiating
- Is it best to be nice or be aggressive when negotiating?
- Handling tough negotiators
- Gender and negotiation
- Experimenting with strategies
Taught by
Carolyn Goerner
