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Course Description

This course will focus on negotiation preparation. You will be introduced to tools that will help you clearly define your goals prior to starting your negotiation. You will learn how to conduct research and gather information that will allow you to understand the other party, their preferences, and resources. You will learn how to cultivate trust with your negotiating partner as a way of allowing smooth information flow. Most importantly, you will learn how to prevent unexpected traps and scenarios and instead focus on the person across the table.

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

Faculty Author

Allan Filipowicz & Tony Simons

Benefits to the Learner

  • Acquire a clear sense of your interests, priorities, and constraints
  • Create a payoff matrix that will guide through the negotiation
  • Gather information about the other party
  • Create a strategy based on your research
  • Cultivate a relationship with the other party by clarifying common ground issues
  • Avoid confusion and miscommunication during a negotiation

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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