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Course Description

This course will allow you to further explore the integrative approach to negotiation and teach you how to collaborate with your partner to grow your pie and add further value. You will learn how to define yours and your partner’s preferences in a way that would serve each party’s interests. You will learn how to rate your priorities and trade issues based on how important they are to you and to your negotiating partner. You will learn how to cultivate trust with your negotiating partner so that you can share your preferences while mitigating risk.

This course requires 2 live negotiation sessions per course with a partner from your class. You will be asked to submit information on your time zone within 24 hours after the course starts  so that you are matched with a negotiating partner in time to complete the required negotiating assignments. Please be prepared to coordinate your schedule with an assigned partner. Specific instructions will be provided in the course. 

Faculty Author

Tony Simons

Benefits to the Learner

  • Separate interest from position to facilitate collaboration
  • Problem solve to meet both parties interests simultaneously
  • Define yours and your partner’s high and low priorities to achieve mutual gains
  • Ask the right questions to learn about your partner’s preferences and create trust

Target Audience

  • Individual contributors
  • Leaders and managers
  • Executives
  • Procurement and contracts professionals
  • Anyone who wants to become a better negotiator in business and in life

Accrediting Associations

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Cornell Nolan School of Hotel Administration
Thank you for your interest in this course. Unfortunately, the course you have selected is currently not open for enrollment. Please complete a Course Inquiry so that we may promptly notify you when enrollment opens.
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