Executive Education Programs Program Information


Columbia Business School - USA

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  Negotiation Strategies: Creating and Maximizing Value

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

Program Details

Upcoming Sessions
November 12-14, 2013
May 6-8, 2014
September 16-18, 2014
November 12-14, 2014
 
Location: Columbia University Campus, New York City

Tuition: 
$5,650 (2013)
$5,850 (2014)

Includes materials and some meals.

Overview
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

Audience
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%
Europe: 11%
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.

Benefits
"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.


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