Spring Conference New York

Modul: Corporate Negotiations (5 ECTS)
The need for bargaining and dispute resolution skills arises wherever decision-making is necessary. The context may be bilateral or involve several interested parties, each with veto power over a particular solution. The aim of negotiation is not simply to reach an acceptable outcome for all participants, but to create maximum value in the deal-making process.

This course will be useful for all individuals interested in managing any enterprise or organization. Negotiating skills are critical for effective managers who are also increasingly confronted with the conflicting views of subordinates as firms emphasise employee participation. Although the course discusses distributive bargaining, corporate America increasingly requires integrative negotiation skills, as taught at Harvard’s Business School by Roger Frye. In this intensive, five-day program you will acquire proven theories and techniques to navigate the negotiation process from setup to outcome.