Negotiation Strategies: Creating and Maximizing Value
| Date | |
| Jul 8–10, 2020 | $6,550 |
| Nov 17–19, 2020 | $6,550 |
Christine Tom
Assistant Director, Learning Solutions
+1 212-851-2505
christine.tom@gsb.columbia.edu
"Negotiation Strategies was a terrific program, particularly because we negotiate every single day in our lives. I learned about methods to find common ground in order not to negotiate myself into a gridlock."
–Program Participant Olaf Glaser, President & CEO at Champignon North America, Inc.
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.
Negotiation vs. Persuasion Skills
Are you looking to complement your negotiation skills with expert persuasion skills? In these short videos, the program's faculty director Bob Bontempo explains why persuasion and negotiation are different sets of behaviors but with two complementary skill sets, and a past participant explains his need for both skills in his role.
View Professor Bontempo's program on Persuasion: Influencing Without Authority.
Please Contact Us
Please contact our Learning Solutions Specialists at 212-854-3395 for a personal conversation to learn more.
IMPACT
"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 affect 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 with select alumni and tuition benefits. Learn more.
PROGRAM STRUCTURE
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.
PARTICIPANT PROFILE & TESTIMONIALS
Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.
Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for full-price Executive Education in-person programs lasting up to seven days and all full-price online programs. More on the Alumni Tuition Benefit.
Typical Participant Mix
Hear From Past Participants on Their Return on Learning:
More Feedback from Past Participants:
Fidaa Nesr
Board of Directors Member, Partner, Senior Trader, Webcor Group
"I took Negotiation Strategies not knowing the impact it would have on my professional life. It has changed the way I perceive a problem, the way I plan my arguments prior an important meeting, how to create mutual value with your counter-party which creates a long-term solid relationship, and much more. The main strength of the course was the practical cases that pushed us to interact and practice, 1-on-1 with our classmates."
Andria Jokhtaberidze
Consultant (M&A), Magticom
"It was unique to discover that, while negotiating, it is crucial to create value for yourself but also value for your counterparties. In the complex global business world, value is often destroyed due to one way thinking: I take all and leave you with nothing. During the course, through the theoretical approach as well as practical case study simulations, I learned that combined value creation is beneficial for both parties."
Rajiv Kumaraswamy
Product Manager, Schlumberger
"Negotiating is always part of my job, especially since I work in a cross-cultural environment. BATNA was an interesting and useful concept for me to learn. How to plan your BATNA before your negotiating sessions is absolutely key."
Rodrigo Cuadra
AHS Business Development Manager, Modular Mining Systems
"Bob [Bontempo]'s insights about different negotiation strategies and his deep understanding of human behavior across cultural differences provides a powerful platform to understand this topic from a new, fresh perspective."
Anthony Schatz
Director EHS & Product Regulatory, Ashland, Inc.
"This course is extremely valuable and directly applicable to many real-world business interactions. I highly recommend it. The best part is the ability to network and learn from world business leaders."
Miriam Manrique
Country Manager, Amba Research
"As a manager I negotiate with stakeholders every day. In the program, I learned that negotiation isn't about winning, but about adding value for all participants involved. In my opinion, every executive should take a negotiation course."
FACULTY
Robert N. Bontempo, Faculty Director
Adjunct Professor of Business
Faculty Member, Executive Education
Robert N. Bontempo is a leading advisor to senior executives worldwide. He advises on the leadership of organizational change and the implementation of business strategy to such companies as Goldman Sachs, Citibank, ExxonMobil, General Electric, Sony, Boeing, Glaxo-Welcome, NASA, and Deloitte & Touche, as well as government and ministry officials from The World Bank and The United Nations. He has served on the board of directors of the Michael Baker Corporation, an energy services and engineering firm with operations worldwide, since 1997.
Bontempo’s research on the role leadership plays in the effectiveness of global organizations has been published in journals in Europe, Asia, and the US. His perspectives on management have been featured in the New York Times, Wall Street Journal, and The Economist, as well as network news broadcasts. He is also a consulting editor for the Journal of Cross-Cultural Psychology. Bontempo’s recent research on international comparative management involves cultural factors in international negotiations and international differences in risk perception.
The winner of the 1994 Singhvi Prize for Scholarship in the Classroom, Bontempo teaches executives and students at Columbia Business School.
Along with Professor Bontempo, additional Columbia Business School faculty contribute to and teach in the program.