You are here

Negotiation Strategies

Negotiation Strategies

Overview

Capabilities with people—whether reading a client's concern or settling an internal conflict—influence results and determine success.

Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.

"Most people are surprised at how much they need these skills on a day-to-day basis. People expect they will develop skills in negotiation with vendors or over salaries. What they begin to realize is that when you're in a meeting it's a negotiation, a marriage is a negotiation, and raising children is an extremely challenging negotiation."
–Robert Bontempo, Faculty Director

For a complete program schedule download the agenda.

Please Contact Us

Please contact our Learning Solutions Specialists at 212-854-3395 for a personal conversation to learn more.

Benefits

"Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions. 

"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders."

The program examines each element of a negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques.
–Robert Bontempo, faculty director

Summary of Benefits

  • Discover the four different communication styles and how they effect negotiations
  • Learn how to avoid common decision traps
  • Understand the effects of making decisions in a group
  • Determine when to walk away from a negotiation
  • Improve your ability to negotiate across cultures
  • Strengthen your ability to resolve conflicts and manage your emotions during a negotiation

Upon completion of this program, you will earn three days towards a Certificate in Business Excellence. Learn more.

Curriculum

Negotiation Strategies is a hands-on, practical approach to negotiations, with participants analyzing case studies and then testing their negotiation skills within a supportive environment.

In addition to actively participating in negotiating role-plays, participants read selections on negotiating within a global context, mediation skills, turning negotiating into a corporate capability, and the science of persuasion.

Sample Session Titles

  • Power: What It Is and How to Get It
  • Third Party Roles in Managerial Negotiation
  • The Psychology of the Negotiating Opponent
  • Advanced Negotiation: The Hard Work on the Soft Stuff

For a complete program schedule download the agenda.

Audience & Testimonials

Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.

Typical Participant Mix: Geographic Location

North America: 68%
Asia Pacific: 13%
Europe: 11%

South America: 7%
Africa and Middle East: 2%

Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for programs lasting up to seven days. More on the Alumni Tuition Benefit.

Related Programs

Other Leadership Programs:

  • Emerging Leader Development Program
    Participants focus on leadership, strategy formulation, decision making and negotiating, and change management, and use 360-degree feedback to become stronger leaders.
     
  • High Impact Leadership
    Offers executives a profound understanding of how they are perceived as leaders in the context of their organization through a dynamic mix of lectures, discussions, 360-degree feedback, one-on-one coaching and self-assessment tools.
     
  • Leadership Essentials
    During this two-day program, participants improve their abilities in such areas as team leadership, emotional intelligence, conflict management, and managing change.
     
  • Personal Leadership (Online)
    Tools for tangible personal improvements and greater leadership skills through a distinctive set of video-lectures, delivered with a flexible learning schedule and self-reflection exercises.
     
  • Personal Leadership and Success
    Uses breakthrough research in psychology, neuroscience and cognitive behavior therapy to provide techniques for tangible personal improvements and greater leadership skills.
     
  • Persuasion: Influencing Without Authority
    An intensive three-day experience focusing on practical skills for real-world persuasive situations ranging from one-on-one negotiations to driving change in an organization's culture.
     

PROGRAM FINDER

Find the right program for you, a blend of scholarly research and practical approaches, delivered as only Columbia can deliver.

Find programs by date

Find programs by topic

Earn Alumni Benefits

The Certificate in Business Excellence (CIBE) is awarded to participants who complete a total of 18 program days within a four-year period.

Learn more about the benefits of earning a CIBE.

The Center

Columbia Business School offers students exposure to the very pulse of business. Watch the video to find out more.

Quick Links