NEGOTIATION AND INFLUENCE

ONLINE CERTIFICATE COURSE

OBJECTIVE

The ability to negotiate favorable agreements – with customers, colleagues, investors and suppliers is a vital skill for executives. To be able to do so, leaders should be able to examine the psychology of decision making, overcome barriers to negotiation and apply successful negotiation tactics while evaluating alternate approaches. This course will help you rethink negotiation as a problem solving tool and identify how you can create and claim value in your interactions—from the everyday to the rare and high-value.

At the end of this course, participants will be able to:

– Enhance bargaining power to create more value and claim a larger share of the pie

– Recognize and resolve different issues that occur frequently when negotiating

– Develop strategies for efficient pre-negotiation preparation

– Build and maintain working relationships without forfeiting economic outcomes

– Deal with difficult tactics

Negotiation and Influence - Certificate

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COURSE HIGHLIGHTS

  • Interactive Lecture
    83Interactive Lectures
  • Role-Play
    7Simulations
  • Peer Learning
    12Discussions
  • null
    2Peer Review/ Feedback
  • assignment icon
    9Assignments

SYLLABUS

Pre-Work

a) Personal Evaluation survey

 

Framework

a) Introduction to the negotiations platform

b) Course overview

c) Simulation game: Rock-Paper-Scissors

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for Win As Much As You Can

Framework

a) Simulation Game: Win As Much As You Can

b) Core negotiation strategies

c) Robert Axelrod’s experiment on Tit-for-Tat Strategy

 

Application

a) Reflection and Discussion of Key Takeaways

Pre-Work

a) Prepare for 67 Fish Pond Lane

 

Framework

a) Simulation game: 67 Fish Pond Lane

b) Understanding Disruptive bargaining

c) Claiming value:

– Focal Points

– Best Alternative to a Negotiated Agreement (BATNA)

– Reservation prices

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for used car case

 

Framework

a) Simulation game: Used car case

b) Continuing with the concept of Disruptive bargaining

c) Cialdini’s principles of influence

d) Understand the concepts of anchoring and value claiming

 

Application

a) Reflection and discussion of key takeaways

Pre-Work

a) Prepare for hiring a freelance consultant

 

Framework

a) Simulation game: Hiring a Freelance Consultant

b) Understanding disruptive, compatible, and integrative issues

c) Understanding integrative bargaining

d) Four drivers of subjective value:

– Instrumental

– Self

– Process

– Relationship

 

Application

a) Reflection and discussion of the key takeaways

Pre-Work

a) Download the Personal Evaluation Assignment report

 

Framework

a) Managing the Negotiator’s Dilemma

b) Trait Emotions

c) The Seven Elements of Pre-Negotiation Strategy:

– Parties Interests

– Alternatives

– Options

– Legitimacy

– Commitment

– Relationship

– Communication

 

Application

a) Reflection and discussion of key takeaways

b) Implementing the learning in the Personal Evaluation assignment

Pre-work

a) Prepare for Bakra Beverage

 

Framework

a) Study the Capstone Case – Bakra Beverage

b) Exercise – The Ultimatum Game

 

Application

a) Apply the 7 Elements framework to the Bakra Beverage negotiation

b) Self-reflection: What could you have done differently in your negotiation?

Pre-Work

a) Completion of Bakra Beverage

 

Framework

a) Barriers to Negotiation:

– Psychological

– Power of Framing

– Reactive Devaluation

– The Equity Barrier

b) Strategic Barriers
c) Dealing with Difficult Tactics:

– Stonewalling

– Attacks

– Tricks

d) Difficult Tactics and How to Diffuse Them

Application

a) Analyze a past, current, or future negotiation challenge using the concepts learned in the course

b) Discussion on key takeaways

FACULTY

  • Jared Curhan
    Jared Curhan
    Sloan Distinguished Associate Professor of Organization Studies
    MIT Management Executive Education

LEARNING EXPERIENCE

EMERITUS follows a unique online model. This model has ensured that nearly 90 percent of our learners complete their course.

  • OrientationOrientation Week
    The first week is orientation week. During this week you will be introduced to the other participants in the class from across the world. You will also learn how to use the learning platform and other learning tools provided.
  • Goal SettingWeekly Goals
    On other weeks, you have learning goals set for the week. The goals would include watching the video lectures and completing the assignments. All assignments have weekly deadlines.
  • Video LecturesRecorded Video Lectures
    The recorded video lectures are by faculty from the collaborating university.
  • Live WebinarsLive Webinars
    Every few weeks, there are live webinars conducted by EMERITUS course leaders. Course leaders are highly-experienced industry practitioners who contextualize the video lectures and assist with questions you may have regarding your assignments. Live webinars are usually conducted between 1 pm and 3 pm UTC on Tuesdays and Wednesdays.
  • Clarifying DoubtsClarifying Doubts
    In addition to the live webinars, for some courses, the course leaders conduct Office Hours, which are webinar sessions that are open to all learners. During Office Hours, learners ask questions and course leaders respond. These are usually conducted every alternate week to help participants clarify their doubts pertaining to the content.
  • Follow-UpFollow-Up
    The EMERITUS Program Support team members will follow up and assist over email and via phone calls with learners who are unable to submit their assignments on time.
  • Continuous Course AccessContinued Course Access
    You will continue to have access to the course videos and learning material for up to 12 months from the course start date.

EMERITUS Program Support Team

If at any point in the course you need tech, content or academic support, you can email program support and you will typically receive a response within 24 working hours or less.

 

Device Support

You can access EMERITUS courses on tablets, phones and laptops. You will require a high-speed internet connection.

 

EMERITUS Network

On completing the course you join a global community of 5000+ learners on the EMERITUS Network. The Network allows you to connect with EMERITUS past participants across the world.

ADMISSION & FEES

DURATION AND COURSE FEE

  • Starts 12 November 2019
  • 2 Months
  • 2 – 4 hours per week
  • Course Fees USD 1,200

PAYMENT

  • You can pay for the course either with an international debit or credit card (unfortunately we are unable to accept Diners credit cards), or through a bank wire transfer. On clicking the apply now button below, you will be directed to the application form and the payment page.
  • We provide deferrals and refunds in specific cases. The deferrals and refund policy is available here.
  • You will be provided a course login within 48 hours of making a payment.

APPLICATION PROCESS

  • Please provide your work experience and your current employer via the application.
  • You can apply by clicking the Apply Now button

FAQs

For any questions regarding Emeritus, the learning experience, admission & fees,  grading & evaluation please visit ONLINE CERTIFICATE COURSE FAQs

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