• Managers who want to improve their negotiation performance and outcomes
• Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers and human resource professionals
• Government administrators and administrators of not-for-profit organizations

Please Note: Early registration is encouraged; this perennially popular program fills up quickly.

• Improve your negotiation skills through challenging simulations and constructive feedback
• Prepare systematically for negotiating in any situation or environment
• Structure value-creating deals that involve multiple, complex issues
• Resolve potentially destructive, emotionally charged disputes
• Adapt in a dynamic negotiation environment
• Adjust your negotiation strategy to the demands of a global environment
• Practice negotiating solo, as part of a team and as an agent

Building a Negotiation Strategy

• Negotiate to win
• Plan and implement a distributive negotiation strategy
• Define BATNAs, bottom lines and targets
• Improve negotiation outcomes
• Participate in a dealmaking simulation

Mastering Advanced Negotiation Strategy

• Negotiate for mutual and individual gains
• Craft a win-win integrative strategy
• Optimize negotiation team
• Participate in a dealmaking simulation with integrative potential

Negotiating in Highly Competitive Environments

• Manage the tension between competitive and cooperative motives
• Establish trust and build coalitions

Resolving Disputes

• Understand interests, rights and powerbased approaches to dispute resolution
• Manage highly emotional people at the table
• Avoid litigation

Negotiating Globally

• Understand the effect of culture on negotiation contexts and negotiators’ interests and strategies
• Learn the role of government in cross-cultural negotiations
• Communicate and confront interculturally
• Participate in a multicultural, multiparty, multi-issue simulation

Understanding Agents and Ethics

• Learn when to use agents
• Align Incentives for agents
• Manage agents’ ethics
• Detect and deal with lying

Special Feature:

Your Personal Negotiation Library

As a participant in this course, you’ll take home three essential books on negotiation written by your faculty: Professor Brett’s Negotiating Globally and Professor Thompson’s The Mind and Heart of the Negotiator and The Truth About Negotiations.

Leigh Thompson - Academic Director; J. Jay Gerber Professor of Dispute Resolution & Organizations; Professor of Management & Organizations

Jeanne Brett - Professor Emerita of Management & Organizations

“High-Performance Negotiation Skills for Managers was a game changer for me professionally. Having the framework to think about rights, power and interests as the common lens changed how I embark on negotiations.”
Governance Initiatives Director, Louisiana Association of Public Charter Schools

“High-Performance Negotiation Skills for Managers is one of the best courses I've ever taken. It gave me real tools to perform negotiations more effectively and leave the negotiation table, without leaving a lot of value on the table. I would recommend this course to any manager who needs to do any type of negotiations.”
Group Chief, U.S. Government

“From the start of class, you are immediately put in simulations and case studies - a very interactive, immersive, and exciting way to learn.”
Sr. Director Training & Development, ServiceMaster Company