Negotiation and Influence - EMERITUS Institute of Management

Negotiation and Influence

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

Duration and Course Fee

  • Starts 6 Jul 2017
  • 2 Months
  • 2 - 4 hours per week
  • Course Fees USD 1200
 

Faculty

Jared Curhan

Sloan Distinguished Associate Professor of Organization Studies

Course Highlights

  • 53Interactive Lectures
  • 6Mobile App Discussions
  • 6Simulation, Games and Role Plays
  • 4Peer Learning Discussions
  • 6Simulation, Games and Role Plays
  • 4Peer Learning Discussions

SYllabus

Pre-Work

a) Reflection: What Kind of Negotiation Challenges Do You Face at Work?

 

Framework

a) Principles of Influence

b) Simulation Game: Rock Paper Scissors

c) Simulation Game: Win As Much As You Can

d) The Evolution of Cooperation

 

Application

a) Reflection and Discussion of Key Takeaways

Pre-Work

a) 67 Fishpond Lane (Harvard Law School Program on Negotiation)

 

Framework

a) Case Study: Buying or Selling a House

b) Claiming Value:

– Focal Points

– “BATNA”s – Best Alternative to a Negotiated Agreement

– Reservation Values – Knowing When to Walk Away

c) Principles of Influence:

– Reciprocity

– Commitment

– Other Principles of Influence

d) Distributive Bargaining – How to Claim Value

 

Application

a) Practice: Negotiate to buy and sell used cars

b) Self-Reflection Survey:

– What went well?

– What did not go well?

– What could be done differently?

Pre-Work

a) Read and Prepare Your Role in the Case of Hiring a Freelance Consultant

 

Framework

a) Types of Negotiation Issues:

– Distributive

– Compatible

– Integrative

b) Integrative Bargaining

c) How to Create Value?

d) Subjective Values

e) 4 Pillars of Subjective Value

 

Application

a) Negotiate COO vs Consultant

b) Discussion on Subjective Value

Pre-Work

a) Survey: Understanding Your Personal Negotiation “Signature”

 

Framework

a) Difference between BATNA and Reservation Price

b) Value Creation and Value Claiming

c) Managing the Negotiator’s Dilemma

d) The Neo 5 Factors Inventory

e) TraitEmotions

f) The Seven Elements of Pre-Negotiation Strategy:

– Parties Interests

– Alternatives

– Options

– Legitimacy

– Commitment

– Relationship

– Communication

 

Application

a) Apply what you have learned & analyze the Monty Python case

b) Survey: Evaluate your negotiation skills & receive feedback

Pre-Work

a) Prepare your role: Bakra Beverage(Harvard Law School Program on Negotiation)

 

Framework

a) Study the Capstone Case – Bakra Beverage

b) Exercise – The Ultimatum Game

c) Barriers to Negotiation – Structural Barriers

 

Application

a) Peer Learning Circle: Work with your peers on the seven-element framework for your side of the Bakra case

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

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) The Circle of Value

e) Difficult Tactics and How to Diffuse Them

 

Application

a) Reframing test: Submit your option to reframe

b) Work in pairs: Spend 10 minutes to diffuse a difficult tactic

c) Discussion on key takeaways

BENEFITS TO THE LEARNER

Intellectual Capital

Intellectual Capital

  • Global IVY Education
  • Rigorous and experiential curriculum
  • World-renowned faculty
  • Globally Connected Classroom: Peer to Peer Learning Circles
  • Action Learning: Learning by Doing

Brand-Capital

Brand Capital

  • Certificate from EMERITUS in collaboration with MIT Sloan

Social-Capital

Social Capital

  • Build new networks through peer
    interaction
  • Benefit from diverse class profiles

Career-Capital

Career Capital

  • Professional Acceleration through
    our enriched leadership toolkit
  • Learn while you earn
  • Get noticed. Get ahead.

Duration and Course Fee

  • Starts 6 Jul 2017
  • 2 Months
  • 2 – 4 hours per week
  • Course Fees USD 1200

Jared Curhan
Sloan Distinguished Associate Professor of Organization Studies

Duration and Course Fee

  • Starts 6 Jul 2017
  • 2 Months
  • 2 - 4 hours per week
  • Course Fees USD 1200
 

Faculty

Jared Curhan

Sloan Distinguished Associate Professor of Organization Studies

Other Programs

Global Ivy Emeritus Institute of Management