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Course Description

This course focuses on the psychological element of negotiation. You will learn how understanding your own and your partner’s psychological state can have a significant effect on how your negotiation unfolds. You will be introduced to techniques that will allow you to develop your emotional intelligence for better communication with the other party. You will also learn about negotiations that failed as a result of certain feelings, and what to do in order to save them.

It is recommended to only take this course if you have completed Introduction to Negotiation and Integrative Negotiation or have equivalent experience.

Faculty Author

Allan Filipowicz & Tony Simons

Benefits to the Learner

  • Manage your own emotions that may hamper your ability to negotiate effectively
  • Predict others’ emotions to convert from impediments to enablers
  • Behave in a way that builds rapport and trust to maximize information flow while limiting your risk

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 SC Johnson College of Business
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