Columbia Business School

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.

Audience

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

Typical Participant Mix: Geographic Location

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.

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.

Faculty

Robert N. Bontempo Adjunct Professor of Management

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.