Programme Content
The Psychology of Decision-Making
Frame decisions and assessing uncertainty
Seek and interpret information to be more informed judgements
Manage uncertainty and mitigate risk
Recognize and overcome cognitive and emotional biases
Beginning with the Toughest: Price Negotiation
Negotiate assertively while maintaining integrity
Separate relationship building from price-setting dynamics
Balance empathy with assertiveness to achieve win-win outcomes
Techniques for Creating Value
Identify tools for uncovering the other party’s underlying interests
Shift from zero-sum bargaining to collaborative problem-solving
Use quantitative techniques to prepare, measure trade-offs, and create value
Creative Problem-Solving
Apply effective influence tactics—and recognize defenses against them
Use creativity to reframe conflicts and unlock new solutions navigate future challenges
Coalitions, Power, and Fairness
Build strategic coalitions to expand influence and leverage power
Navigate group dynamics and equity challenges within teams
Organizational Decision-Making
Prepare for organizational negotiations through structured process design
Manage joint decision-making and gain buy-in from diverse stakeholders
Action Planning: Putting It All into Practice
Benefit from optional coaching opportunities to refine your personal negotiation approach
Apply frameworks and hard skills in a capstone multi-party negotiation simulation
