COURSE CONTRIBUTION TO PROGRAM
Negotiating in Tough Environments
This course is designed to help students manage and develop their negotiation skills. In fact, managers are negotiating constantly because negotiation is just a tool to assign scare resources between two or more parties in a human behavioral process. So we negotiate with suppliers, clients, bosses, peers, subordinates, not to mention friends, family and partners. We negotiate prices, resources, timing, and even where we should spend our holidays with friends. So learning to negotiate is central to anyone that wants to work in any business, but it's also an attitude so that we can also negotiate life!. Just imagine these situations. Wouldn't it be great to have a toolkit to resolve them?
1. You have to negotiate with a difficult customer known for their tough bargaining stance and getting their own way in commercial deals. Do you play along with them or go head-to-head?
2. You are working on the product development of a new innovation with two other companies. But show should we split the profits?
3. You have been told to negotiate the acquisition of another firm. How should you approach the deal?
4. You have to re-new a deal with a supplier. The market is going flat and you need to seal an agreement as soon as possible, says your boss. What tactics should you employ?
5. You have been offered a job you've longed for. But should I negotiate my salary? How to start?
So the course will help budding business people to resolvie the sorts of issues we face every day at work when assigning scare resources!
Course Learning Objectives
The ability to negotiate favorable agreements with customers, partners, investors, suppliers, and colleagues is a vital skill for leaders and executives. This course is designed for people want to develop a fundamental skill for business professionals. The course lasts 30 hours set over 10 sessions, each containing interactive simulations to help students develop their skills and knowledge.
Negotiation will enable you to become a stronger negotiator by learning how to:
- Design and execute deals that create maximum value on a sustainable basis;
- Achieve superior results in a vast array of competitive environments, including those that entail uncertainty, difficult people, conflict, intense pressure from competitors, negotiating from a position of weakness, negotiating in multi-party environments, and negotiating online;
- Identify, understand, and develop your own negotiation styles and those of others;
- Use power effectively in negotiations to achieve desired outcomes,
- Recognize the psychology of negotiation and understand cognitive biases;
- Integrate cultural dimensions into your negotiations to achieve superior results in the international playing field;
- Understand the dynamics of coalitions and the relevance of fairness in negotiation;
- Develop third party intervention skills to mediate between others in conflict
- Simulate negotiations in a variety of real life situations (unions, mergers, joint ventures, office conflicts) that we could well find ourselves in when we are leading organisations and teams
- Develop a strategic approach to deal making and networking beyond
- Use auctions and hybrid negotiation models to develop alternative strategies to assign scare resources between two or more parties
- Investigate how electronic negotiations might change the normal dynamics of bargaining
This course is designed to actively involve participants fully in the learning process: You will engage in a wide array of negotiation simulations and other skill-building exercises, receive feedback on your strategies and performance, debate alternative approaches, and work with classmates to discover new insights. We will use role plays, cases and simulations to develop our learning.
A major objective of this seminar is to give students more self-confidence with respect to their negotiation skills. This workshop helps students develop an analytical understanding of negotiations and the management of conflicts so they can become more effective problem solvers.
Bibliography
Bazerman, Max H., and Margaret A. Neale. Negotiating rationally. New York Toronto New York: Free Press 1992. Print.
Ekman, Paul. Telling lies : clues to deceit in the marketplace, politics, and marriage. New York: W.W. Norton, 2001. Print.
Fisher, Roger, and Daniel Shapiro. Building agreements : using emotions as you negotiate. London: Random House Business, 2007. Print.
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes : negotiating an agreement without giving in. London: Random House Business Books, 1999. Print.
Kennedy, Gavin. Everything is negotiable! : how to get the best deal every time. London: Arrow Books, 1997. Print.
Lax, David A., and James K. Sebenius. 3-D negotiation : powerful tools to change the game in your most important deals. Boston, Mass: Harvard Business School Press, 2006. Print.
Lewicki, Roy J. Negotiation : readings, exercises, and cases. Boston: McGraw-Hill/Irwin, 2003. Print.
Lewicki, Roy J. Negotiation. Boston: McGraw-Hill/Irwin, 2003. Print.
Malhotra, Deepak, and Max H. Bazerman. Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond. New York, N.Y: Bantam Dell, 2008. Print.
Mnookin, Robert H. Bargaining with the devil : when to negotiate, when to fight. New York: Simon & Schuster, 2010. Print.
Mnookin, Robert H., Peppet, Scott R., and Tulumello, Andrew S. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, Mass. The Belknap Press of Harvard University Press 2000.
Raiffa, Howard, John Richardson, and David Metcalfe. Negotiation analysis : the science and art of collaborative decision making. Cambridge, Mass. London: Belknap, 2007. Print.
Raiffa, Howard. The art and science of negotiation. Cambridge, Mass: Belknap Press of Harvard University Press, 1982. Print.
Shell, G R. Bargaining for advantage : negotiation strategies for reasonable people. New York: Penguin Books, 2000. Print.
Stone, Douglas, Bruce Patton, and Sheila Heen. Difficult conversations : how to discuss what matters most. New York, N.Y: Penguin Books, 2000. Print.
Subramanian, Guhan. Negotiauctions : new dealmaking strategies for a competitive marketplace. New York: W.W. Norton & Co, 2010. Print.
Thompson, Leigh L. The mind and heart of the negotiator. Upper Saddle River, N.J: Pearson/Prentice Hall, 2005. Print.
Ury, William. The power of a positive No : how to say No and still get to Yes. London: Hodder Mobius, 2007. Print.
Voss, Chris. Never Split the Difference: Negotiating As If Your Life Depended On It. (2017)
