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NEGOTIATION AND INFLUENCE



The ability to negotiate favorable agreements – with customers, colleagues, investors and suppliers is a vital skill for executives. To be able to do so, leaders should be able to examine the psychology of decision making, overcome barriers to negotiation and apply successful negotiation tactics while evaluating alternate approaches. This course will help you rethink negotiation as a problem solving tool and identify how you can create and claim value in your interactions—from the everyday to the rare and high-value.


At the end of this course, participants will be able to:

  • Enhance bargaining power to create more value and claim a larger share of the pie
  • Recognize and resolve different issues that occur frequently when negotiating
  • Develop strategies for efficient pre-negotiation preparation
  • Build and maintain working relationships without forfeiting economic outcomes
  • Deal with difficult tactics


Course Highlights

53

Interactive Lectures

6

Simulation, Games and Role Plays

4

Discussions

6

Mobile App Discussions



Syllabus

Pre-Work

  • a) Reflection: What Kind of Negotiation Challenges Do You Face at Work?

Framework

a) Principles of Influence

b) Simulation Game: Rock Paper Scissors

c) Simulation Game: Win As Much As You Can

d) The Evolution of Cooperation

Application

a) Reflection and Discussion of Key Takeaways

Pre-work:

a) 67 Fishpond Lane (Harvard Law School Program on Negotiation)

Framework:

a) Case Study: Buying or Selling a House

b) Claiming Value:

  • Focal Points
  • “BATNA”s – Best Alternative to a Negotiated Agreement
  • Reservation Values – Knowing When to Walk Away

c) Principles of Influence:

  • Reciprocity
  • Commitment
  • Other Principles of Influence

d) Distributive Bargaining – How to Claim Value

Application:

a) Practice: Negotiate to buy and sell used cars

b) Self-Reflection Survey:

  • What went well?
  • What did not go well?
  • What could be done differently?

Framework:

  • a) Invention, Innovation and Creativity
  • b) Example: YCC Concept Car
  • c) Great Ideas
  • d) Brainstorming Common Rules
  • e) Research on Brainstorming and Creativity
  • f) Concept Sketches and Sketch Modelling
  • g) Concept Generation Process
  • h) External and Internal Search – Brainstorming
  • i) Concept Generation – Example of Combining Ideas
  • j) Concept of Down Selection

Application:

a) Decompose Project Idea into Key Elements

b) Real-World Group Project: Develop a Solution Concept

Framework:

a) The Difference between Goods and Services

b) Services Innovation at Bank of America

c) Services Experience Cycles

d) Examples of Services Experience Cycle:

  • Movie Theatre Example
  • Zipcar

Application:

a) Decompose the Movie Theatre Example

b) Real-World Group Project:

  • Analysis and Concept Development
  • Map Out the Customer Experience Cycle for Your Project Idea
  • Think of Innovation Opportunities that Stem from that Cycle

Framework:

a) Introduction to Product Development Economics

b) Thought Experiment and Product Development Cash-flow

c) PD Project Financial Marketing

d) NPV and Nespresso Example

e) Nespresso Example:

  • The Numbers for Machines and Capsules
  • Model Uncertainty

f) Spreadsheet Modelling – How much more do we need to sell to recover recycling program?

  • Put several worst cases and see what happen to NPV
  • Put in best cases and see what happens to NPV

g) Debrief on the Above Discussions

Application:

a) Analyze the Nespresso case from a Financial Perspective

b) Exercise: List 5 reasons firms may choose to pursue a product even if the analysis reveals a negative NPV

c) Real-World Group Project: Complete report factoring in any additional financial analysis you have learnt

a) Peer Rating for Project Submission

b) Course Wrap-Up

Benefits to the learner

Intellectual Capital
  • Global IVY Education
  • Rigorous and experiential curriculum
  • World-renowned faculty
  • Globally Connected Classroom: Peer to Peer Learning Circles
  • Action Learning: Learning by Doing
Brand Capital
  • Certificate from EMERITUS in collaboration with Columbia
    Business School
Social Capital
  • Build new networks through peer interaction
  • Benefit from diverse class profiles
Career Capital
  • Professional Acceleration through our enriched leadership toolkit
  • Learn while you earn
  • Get noticed. Get ahead.

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