Navigating Complex Negotiations

• Get better outcomes in both “within-team” and “between-team” negotiations
• Build agreement in committees, coalitions or boards
• Effectively negotiate with multiple opponents over multiple issues
• Understand how differences can simultaneously create value and detract from negotiation outcomes
• Boost your chances of achieving “win-win” results in cross-cultural/ international settings
• Address ethical issues in negotiations

Introduction

• Basic elements of negotiations, different negotiation strategies and when to use each

Negotiating Within and Between Teams

• Pitfalls of team negotiations
• Planning and assigning roles, making the most of team member skills, keeping the team on the same page

Multi-Party, Multi-Issue Negotiations

• Keys for effective multi-party negotiating
• Managing multiple opponents while maintaining positive relationships at the table

Cross-Cultural Negotiations

• Avoiding common barriers to success and discovering what “winning” means to the other side
• Strategies for international negotiations

Negotiating Online

• Best practices for online negotiations

Ethical Dilemmas

• Dealing with opponents who may be engaging in unethical behavior, avoiding ethical “grey areas”

Special features

You will engage in exercises and cases as a vehicle for learning, and apply the program content to real-time problems designed to develop key negotiating skills. You'll also assess your skill set and receive feedback on your performance.