Mastering strategic negotiations

This program is a comprehensive crash course in negotiation strategy that fast-tracks participants from foundational to advanced negotiations in three days. Participants will acquire cutting-edge negotiation techniques to analyze, prepare for, and execute complex deals across most industries.

This results-driven, hands-on negotiation skills incubator uses a combination of teaching tools with 360-degree feedback in order to customize the learning experience to the seniority and professional responsibilities of the participants.

Theme 1

Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. Logic and the principles of argumentation.

Theme 2

Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical behavior, integrative instruments, Pareto-efficient deals.

Theme 3

Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intraintergroup negotiation, time pressure and temporal dynamics.

Deploy a practical and innovative approach to succeed in complex and demanding negotiations

Implement negotiation techniques and strategies specific to each context

Identify economic stakes that can influence opportunities or withdrawal in a negotiation

Master the negotiation process by being attentive to the intentions of counterparts

Develop relational and communication skills by identifying personal strengths and weaknesses

Teaching Methods and Assessment Modalities

A comprehensive class in an accelerated format to fast-track competency training in negotiation.

Highly experiential, customized learning with hands-on simulations, teamwork, and 360-degree feedback.

A multi-method approach: rigorous economic and game theoretical analysis an insightful behavioral playbook from social psychology principles of applied logic to enhance argumentation techniques.

The negotiation techniques discussed during the program can be applied immediately to real-world situations.