Negotiation and Influence

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.