Throughout Business Negotiations, you will be provided with some of the key insights and strategic skills for deal-making.
In both deal-making and dispute resolution contexts, it’s important to consider what the negotiators may want — and why they may want what they want. These online sessions will provide you with strategic skills for deal-making in business negotiations.
Both sessions will take you through a guided simulation, providing you with experience in the three stages of a negotiation:
- Strategic preparation
- Negotiation (within specified teams)
Session 1: Competitive business bargaining situations
Managers are likely to encounter both competitive and cooperative negotiators, and negotiations, within a deal-making and/or dispute resolution context.
Competitive bargainers often assume a fixed pie and seek to claim value (rather than create added value).
The first session will focus on providing actionable frameworks relating to competitive (distributive) bargaining techniques and provide you with the opportunity to apply the competitive-distributive model in an interactive simulation.
Session 2: Cooperative (integrative) bargaining
Cooperative bargainers assume that the pie can be expanded and seek to create value (rather than claim value).
The second half of this two-part series will take a closer look at the frameworks relating to cooperative (integrative) bargaining techniques.