Executive Education Programs Program Information


Kellogg School of Management - USA

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  Negotiation Strategies for Managers

Negotiation Strategies for Managers

Maximize the Outcome of Your Negotiations

Upcoming Sessions (Fee includes lodging and most meals)
December 2-5, 2013 $6,100
May 12-15, 2014 $6,300  
September 29 - October 2, 2014 $6,300  
December 1-4, 2014 $6,300

Program Overview:
This program will unlock the science of negotiation when preparing to negotiate, managing a negotiating team, and implementing a negotiation strategy in a dynamic evolving situation. In this course, you will identify your negotiating strengths, and learn how to use those strengths in a wide variety of negotiation situations. In addition to one-on-one and team-on-team negotiation skills, you will evaluate your ability to negotiate globally. The course focuses on deal-making within and between organizations and also on dispute resolution.

Who Should Attend:
This program is designed for managers who seek to improve their negotiation performance.  Program participants have included but are not limited to:

   1. Mergers and acquisitions professional
   2. Entrepreneurs, purchasing managers, sales and marketing managers
   3. Administrators of not-for-profit organizations, and human resource managers

Key Benefits:
• Learn strategies to prepare for and manage the negotiation process
• Explore options for dispute resolution
• Learn techniques for cross-cultural negotiations
• Practice and receive feedback on your negotiation skills
• Receive a customized analysis that compares your intuitive approach to negotiation strategy to that of managers in cultures around the world
• Receive two books: Professor Thompson’s encyclopedic The Mind and Heart of the Negotiator and Professor Brett’s award-winning Negotiating Globally


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