In the course, we will employ both self-paced video and hands-on negotiation exercises to help you gain mastery of various negotiating tools and to develop a strategic framework for getting (more of) what you want in your negotiations.
课程收获
Reframe negotiation as collaborative problem solving and, thus, see more opportunities to negotiate
Systematically prepare for negotiations by developing negotiation strategies based on your goals and interests and those of your counterpart(s)
Identify and implement parameters necessary to determine a good deal
Leverage empirical research and negotiating tools such sa anchoring, collaborative problem solving, and packaging issues to creat and claim more value
Identify the systematic effects, pitfalls, and opportunities of power in outcomes for those negotiators who have power as well as those who do not
课程导师：Margaret Ann Neale（亚当斯杰出管理学教授）
Margaret Ann Neale
The Adams Distinguished Professor of Management
Robert and Marilyn Jaedicke Faculty Fellow for 2018 - 2019
Co-Director, Executive Program in Women's Leadreship
Director, Influence and Negotiation Strategies Program
Director, Managing Teams for Innovation and Success
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