Negotiation Strategies: Creating and Maximizing Value
As organizations stretch to meet the demands of today's economic climate, negotiations take on an ever more importance for reaching business goals.
Negotiation Strategies: Creating and Maximizing Value (formerly called Negotiation and Decision-Making Strategies) is a three-day program that allows participants the opportunity to learn to negotiate more effectively with various parties, from clients to
November 12-14, 2013
May 6-8, 2014
September 16-18, 2014
November 12-14, 2014
Location: Columbia University Campus, New York City
Includes materials and some meals.
Capabilities with people—whether reading a client's concern or settling an internal conflict—influence results and determine success.
Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.
"Most people are surprised at how much they need these skills on a day-to-day basis. People expect they will develop skills in negotiation with vendors or over salaries. What they begin to realize is that when you're in a meeting it's a negotiation, a marriage is a negotiation, and raising children is an extremely challenging negotiation."
–Robert Bontempo, Faculty Director
Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.
Typical Participant Mix: Geographic Location
North America: 68%
Asia Pacific: 13%
South America: 7%
Africa and Middle East: 2%
Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for programs lasting up to seven days.
"Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.
"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders."
The program examines each element of a negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques.
–Robert Bontempo, faculty director
Summary of Benefits
- Discover the four different communication styles and how they effect negotiations
- Learn how to avoid common decision traps
- Understand the effects of making decisions in a group
- Determine when to walk away from a negotiation
- Improve your ability to negotiate across cultures
- Strengthen your ability to resolve conflicts and manage your emotions during a negotiation
Upon completion of this program, you will earn 3 days towards a Certificate in Business Excellence.