Negotiation Fundamentals - Online
offered by INSEAD - France

Private University
1 Campus
Estd. 1957

Negotiation Fundamentals - Online
at
INSEAD - France
Overview

Build the foundations to become an expert negotiator

Duration	8 hours
Total fee	₹41,787
Mode of learning	Online
Course Level	UG Certificate

Negotiation Fundamentals - Online
at
INSEAD - France
Highlights

Earn a certificate of completion from Insead
Access the full expertise of INSEAD's world-class faculty
Learn through dynamic and engaging methods, including videos, quizzes and role-plays

Negotiation Fundamentals - Online
at
INSEAD - France
Course details

Skills you will learn

Negotiation

Who should do this course?

For Professionals who want to master the fundamentals of negotiations
For Executives who want to increase emotional intelligence, decision-making, and leadership skills
For Leaders looking to enhance personal collaboration, assertiveness
For Particularly suitable for those working in sales or procurement

What are the course deliverables?

Master the essentials of evidence-based negotiation frameworks with practical application
Build your self-awareness as a negotiator to customise your approach and fully leverage your strengths
Develop the core negotiation skills every negotiator should have, but few actually do

More about this course

Negotiation is the one skill that, if improved, can greatly help us navigate our interconnected human condition away from failure and towards success
Negotiation Fundamentals is an introduction to the full negotiation learning path offered by INSEAD Executive Education
The tools and ideas taught are all evidence-based and practice-tested, covering the key negotiation concepts and skills, giving you the grounding to start becoming a sophisticated negotiator
Explore the what of negotiation: how it works in theory, where to focus and what you need to prepare to be a successful negotiator

Negotiation Fundamentals - Online
at
INSEAD - France
Curriculum

Fundamental Negotiation Concepts

Gain a solid understanding of science-based negotiation knowledge, which involves fundamental parameters in every negotiation

Understand how these fundamental parameters help you design negotiation strategies and choose practical moves with a higher likelihood of success

Discover and understand well-researched moves such as anchoring, the power of first offers, the effectiveness of framing offers and how to develop a concession making strategy

Interest Based Negotiation

Examine the elements that allow for a transition from the foundation of bargaining to more sophisticated negotiation processes, which enable negotiators to collaborate and create superior value

Understand more sophisticated and challenging aspects of collaborative negotiations including the difference between interests vs positions, building interdependence and trust, and perspective taking

In addition to your knowledge, start to improve your negotiation abilities by learning how to ask questions well in negotiations

How to Compete and Collaborate Simultaneously

Learn how to push towards higher value creation processes, craft superior deals, structure negotiations, and avoid easy compromises

Identify how to prepare for complex negotiations, learn what you want, and how to make essential trade-offs during negotiations

Start to work on your negotiation listening abilities

Bringing it All Together

Learn how to improve your negotiation advocacy abilities and choose methods that are more likely to persuade your counter-parties

Negotiation Fundamentals - Online
at
INSEAD - France
Faculty details

Horacio Falcao, Professor of Management Practice

Horacio teaches and researches on Negotiation Sciences, while also directing the INSEAD executive education Negotiation Dynamics programme. He is the creator of the Value Negotiation system: a strategic and flexible approach to negotiation designed to maximize rewards at minimum risk in an international and complex world.

Roderick Swaab, Professor of Organisational Behaviour

Roderick is a Professor of Organisational Behaviour and the Academic Director of INSEAD's PhD programme. He also serves as an Associate Editor at Organisational Behavior and Human Decision Processes and as The INSEAD Dutch Alumni Fellow in Leadership, Diversity and Governance. Roderick's teaching received several awards.

Eric Luis Uhlmann, Associate Professor of Organisational Behaviour

Professor Uhlmann conducts research on stereotyping and discrimination, moral judgments and behaviours, and the crowdsourcing of science. Eric's teaching interests include organisational behaviour, negotiation, influence and persuasion, cross-cultural management, judgment and decision making, leadership, business ethics, managerial and organisational cognition, diversity, and teams.