Program Series The Art and Science of Negotiation
The Art and Science of Negotiation
To achieve organizational goals, today’s executives must develop an ability to employ a full range of negotiation techniques—from win-win to no deal. They need to be able to identify whom programs and policies impact, identify who loses and gains from a particular action, and know the strategic value of understanding one’s "best alternative to a negotiated agreement." This strategy goes beyond simple influence and persuasion techniques to a finely honed ability to understand how and when to apply sophisticated negotiation methods.
[This course is now full. To be placed on the waiting list please contact registrations at email@example.com or 800.925.5730]
In this dynamic, interactive three-day program, you will learn both the strategy and psychology of effective negotiation; how to involve potential opponents in discussion to find common ground; and how to enhance the likelihood of achieving true consensus. Experiential learning methods will give you hands-on practice with negotiation skills and help you achieve long-term solutions to seemingly intractable problems.
This course is part of the Executive Pathways series, and is required for the Master of Science in Leadership.
- Influencing and negotiating
About the Instructor
Judi McLean Parks is a professor of organizational behavior at the Olin Business School at Washington University in St. Louis.