Negotiating in a Virtual World

This program equips learners to effectively develop a negotiation planning document, align a negotiating team and remain strategically agile in increasingly complex and challenging negotiation situations. Successful completion of the full program is required to earn this Certificate of Completion. Program content includes: Module 1: Building a Negotiation Strategy Optimize opening offers Participate in deal-making simulations Leverage BATNAs, reservation bottom lines and targets Module 2: Strategizing for Complex Business Deals Explore a complex negotiation scenario Multi-issue, high-stakes negotiation Learn to reveal or conceal Optimize negotiation team Evaluate and build trust across parties Learn strategies for acquiring key information Module 3: Dispute Resolution Focus on disputes and contentious negotiations Navigate emotionally-charged situations Learn to de-escalate conflict Plan for multi-party and multi-issue negotiations Negotiate for mutual and individual gains Maintain and enhance your reputation Module 4: Recognizing Agents and Ethics Learn when to use agents Align incentives for agents Manage agents’ ethics Sharpen your value ethics Develop a planning document Module 5: Negotiating Globally Negotiate a complex multi-cultural scenario Adjust to cultural differences in negotiators’ interests and strategies Communicate and confront directly and indirectly Plan and implement a negotiation strategy Communicate and confront directly and indirectly Sharpen nonverbal communication skills Craft win-win deals