High-Performance Negotiation Skills
offered by Northwestern University

Private University
240 acre campus
Estd. 1851

High-Performance Negotiation Skills
at
Northwestern University
Overview

Improve your negotiation skills through challenging simulations and constructive feedback

Duration	5 days
Total fee	₹4.24 Lakh
Mode of learning	Online
Official Website	Go to Website
Course Level	UG Certificate

High-Performance Negotiation Skills
at
Northwestern University
Highlights

Earn a certificate of completion from the Northwestern Kellogg
Learn from industry experts

High-Performance Negotiation Skills
at
Northwestern University
Course details

Skills you will learn

Negotiation Simulation Dispute Resolution

Who should do this course?

For Managers who want to improve their negotiation performance and outcomes
For Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers and human resource professionals
For Government administrators and administrators of not-for-profit organizations

What are the course deliverables?

Prepare systematically for negotiating in any situation or environment
Structure value-creating deals that involve multiple, complex issues
Resolve potentially destructive, emotionally charged disputes
Adapt in a dynamic negotiation environment
Adjust your negotiation strategy to the demands of a global environment
Practice negotiating solo, as part of a team and as an agent

More about this course

In this immersive, highly interactive program, you'll learn Kellogg's proven approach to achieving concrete results, best practices and strategies to give you a critical edge
Discover a new way of thinking about and conducting negotiation and how to develop and implement the right negotiation strategy, manage a negotiating team and remain agile and focused in a dynamic, evolving situation
You'll identify your personal negotiating strengths and the areas where you can improve, learn one-on-one and team-on-team negotiation techniques, apply them in simulations and receive individualized feedback on your performance
You'll also master the essentials of deal making within and between organizations, dispute resolution and negotiating in a global environment

High-Performance Negotiation Skills
at
Northwestern University
Curriculum

Building a Negotiation Strategy

Negotiate to win

Plan and implement a distributive negotiation strategy

Define BATNAs, bottom lines and targets

Improve negotiation outcomes

Participate in a deal making simulation

Mastering Advanced Negotiation Strategy

Negotiate for mutual and individual gains

Craft a win-win integrative strategy

Optimize negotiation team

Participate in a deal making simulation with integrative potential

Negotiating in Highly Competitive Environments

Manage the tension between competitive and cooperative motives

Establish trust and build coalitions

Resolving Disputes

Understand interests, rights and power based approaches to dispute resolution

Manage highly emotional people at the table

Avoid litigation

Negotiating Globally

Understand the effect of culture on negotiation contexts and negotiators-interests and strategies

Learn the role of government in cross-cultural negotiations

Communicate and confront interculturally

Participate in a multicultural, multiparty, multi-issue simulation

Understanding Agents and Ethics

Learn when to use agents

Align Incentives for agents

Manage agents-ethics

Detect and deal with lying

High-Performance Negotiation Skills
at
Northwestern University
Faculty details

Leigh Thompson

Leigh Thompson is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University. Thompson’s research focuses on negotiation, creativity, knowledge transfer and teamwork.

Jeanne Brett

Jeanne Brett is the DeWitt W. Buchanan, Jr. Professor Emerita of Dispute Resolution and Organizations. Professor Brett's research is in the areas of cross-cultural negotiations, the resolution of disputes, and the performance of multicultural teams.