Programme Content
Module 1 Module 1 Module 1 Module 1 Module 2 Module 2 Module 2 Module 3 Module 3 Module 4 Module 4 Module 4 Module 5 Module 5 Module 5 Module 5 Module 6 Module 6
Claiming Value in Price-Driven Negotiations
Module 1Explore the fundamentals of distributive bargaining and learn how to claim value in single-issue, price-driven deals
Define classic positional negotiation tactics and apply bargaining strategies across narrow, negative, and wide zones
Evaluate outcomes based on your preparation, emotional discipline, and predefined limits
Explore anchoring techniques and biases, and a structured preparation routine for value-claiming negotiations
Value Creation: Basic Techniques for Mutual Gains
Module 2Analyze positions and underlying interests, uncover value-creating opportunities, and propose mutually beneficial solutions
Use persuasion principles and design negotiation strategies that account for counterpart priorities
Craft thoughtful, flexible offers that move negotiations forward through a structured preparation routine
Advanced Value Creation Strategies
Module 3Use payoff modeling, trade-off strategies, and MESO offers to effectively identify mutual gains and anchors
Examine contingency clauses, fallback agreements, and tools, including spreadsheet models and delegation roles, to navigate complexity and reach high-value outcomes
Cultivating Value and Conflict Management
Module 4Learn to manage emotionally charged conflicts using structured tools and a six-step process for turning conflict into collaboration
Discover how to shift disputes toward interest-based dialogue and co-author solutions through emotionally safe, forward-looking conversations
Gain practical frameworks to help you de-escalate tension, align on shared goals, and foster lasting outcomes
Third-Party Roles: Agents vs. Constituents
Module 5Examine the differences between force-based, rights-based, and interest-based approaches to dispute resolution
Learn how mediation can reframe conflicts, rebuild trust, and foster commitment
Discover how to mediate workplace conflicts while preserving relationships through structured approaches, including those explored in the Green Gauge case
Analyze how to navigate multiparty negotiations by managing agent dynamics and aligning diverse interests
Multiparty Negotiations: Coalition Techniques and Voting Dynamics
Module 6Explore how traditional negotiation tactics must evolve to address voting rules, competing interests, and power dynamics
Examine real-world scenarios, including the Harbor Co peer-to-peer negotiation, to build and manage coalitions, navigate procedural structures, and design strategies that account for role clarity, group psychology, and decision-making processes
