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Effective Negotiation

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Purpose and description of the course

Negotiating effective agreements is typically viewed as a blend of art and science. Consequently, to assist you in developing effective negotiation abilities, this course heavily emphasizes experiential learning through participant involvement in exercises and simulations, primarily based on negotiation cases from Kellogg and/or Harvard. Throughout the training you will be placed into realistic negotiation settings, and you will need to prepare for, participate in, and analyze negotiations.

This course focuses on developing your negotiating skills as an individual and as a negotiation team member. You will get acquainted with concepts like BATNA (the best alternative to a negotiated agreement), reservation and aspiration points. You will learn about the differences between the distributive and integrative negotiations. You will learn about how to prepare for a successful negotiation and how to create value, besides claiming value, in the negotiation. You will be introduced to various integrative negotiation techniques, such as logrolling, multiple equivalent simultaneous offers, etc.

Given the challenging nature of many negotiations, we will also discuss tactics that break the barriers to cooperation in negotiation and that facilitate joint problem solving in both face-to-face negotiations and in virtual settings. You will be introduced to the basic cognitive biases and heuristics, as well as emotions and learn how they impact the negotiation process and outcomes. Based on the readings, in-class negotiation exercises and discussion, you will learn how to critically analyze your negotiation performance, and how to use the feedback and experiences in improving your negotiation skills.

Key themes in the course

  • Incremental and discontinuous innovation are not opposites, they are partners
  • We love our customers, but we are always out of equilibrium with them
  • We might serve our customers better by talking with people who are not our customers, and never will be
  • Good ideas do not just rely upon experts, they require non-experts as well
  • Innovation thrives when ambiguity is both reduced and enlarged
  • Creating value is not the same as capturing value
  • Wide-ranging creativity requires discipline
  • Bottom-up entrepreneurial innovation thrives under strong, self-confident, top-down leade

Your learning outcome

In this course you will learn to:

  • Recognize and understand the central concepts of negotiation, and acquire a tool of proven negotiation skills that draw on academic theory and frameworks as well as practical experience
  • Conduct proper planning and preparation for your individual and team negotiations
  • Create and claim more value in your negotiations, while improving relationships
  • Recognize and find ways to counteract manipulative negotiation tactics commonly used in most cultures
  • Develop skills to effectively and constructively manage emotions and other cognitive biases during negotiation, both your own and those of others

Who should attend this course

Anyone interested in negotiation and wanting to improve her/his negotiation skills
Experienced negotiators seeking a comprehensive basis in the preparation and execution of commercial negotiations.

Teachers

aleksandra gregoric

Associate professor PHD

Aleksandra Gregoric

Department of Strategy and Innovation

PhD

Morten Lindholst

Vice President, Global Talent & Leadership Development, Vestas

Classes

Efterår 2021

Class
Class dates
  • 21/09/2021
  • 22/09/2021
  • 23/09/2021

First two days from 9.00 – 17.00, last day from 9.00 – 13.00
Address: CBS, Dalgas have 15, Frederiksberg 2000

Exams

Oral examination based on a written product.
Written synopsis deadline: 11th October no later than 12pm
Oral examination: 14th & 15th October