Overview
What you will learn
The ability to negotiate favorable agreements—with customers, colleagues, investors, and suppliers is a vital skill for executives.
The key benefits of the Negotiation and Influence course offered by Emeritus Institute of Management are:
- Experience virtual conflict and explore the basics of negotiation, using the iDecisionGames negotiations simulation platform.
- Learn to identify the differences between distributive, compatible, and integrative issues as you conduct employment negotiations.
- Dive deeper into core negotiation concepts to identify strategies and principles that can be applied to achieve different outcomes.
- Analyze your own personality traits, target the best negotiation approach, and prepare to bargain using the Seven Elements of Negotiation.
- Explore how to claim value in negotiations, understand the difference between BATNA (Best Alternative to a Negotiated Agreement) and reservation price, pinpoint common errors, and anticipate three kinds of “no.”
- Apply the Seven Elements framework to a negotiation, identify strategies that worked, and explore equity barriers, reactive devaluation, and the power of framing.
- Discover the principles of influence, the use of anchoring and value claiming, the function of focal points, and the ethical implications of negotiating,
- Focusing on difficult tactics in negotiations, you will create a plan to overcome them, including concepts such as the circle of value and reframing.
Programme Structure
The program focuses on:
- Negotiations
- Integrative Negotiation: Value Creation and Subjective Value
- Core Negotiations Strategy
- The Negotiator's Dilemma: Personal Signatures and Pre-Negotiating Strategy
- Distributive Bargaining: Key Concepts
- Putting It All Together
- Distributive Bargaining: Influencing and Claiming Value
- Psychological and Strategic Barriers
Key information
Duration
- Part-time
- 2 months
Start dates & application deadlines
- StartingApplication deadline not specified.
Language
English
Delivered
Online
Disciplines
Corporate Communication Strategic ManagementAcademic requirements
We are not aware of any specific GRE, GMAT or GPA grading score requirements for this programme.
English requirements
We are not aware of any English requirements for this programme.
Other requirements
General requirements
- Executives
Tuition Fee
To always see correct tuition fees
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International
1335 USD/fullTuition FeeBased on the tuition of 1335 USD for the full programme during 2 months. -
National
1335 USD/fullTuition FeeBased on the tuition of 1335 USD for the full programme during 2 months.
Funding
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