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Course Description

This course will introduce you to basic negotiation terminology. You will learn about the difference between distributive and integrative negotiation, and how to use each of these approaches to negotiation to create maximum value. You will then learn how to balance these two approaches in order to further your chances of making a deal and create even greater further value. By the end of the course, you will have the tools to not only split the pie but also grow the pie in a way that would benefit you and your negotiating partner.

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

Allan Filipowicz; Tony Simons

Benefits to the Learner

  • Use the basic tactics for distributive negotiation in order to split the pie
  • Use the basic tactics for integrative negotiation in order to grow the pie
  • Analyze how to balance the two sets of tactics to get a positive outcome for you today in a way that allows you to have a positive outcome for you tomorrow

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 Johnson Graduate School of Management; Cornell Nolan School of Hotel Administration
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