Advanced Negotiation Strategies: Mastering the Art and Science of Negotiation

August 2–3, 2017 $2,700
October 4–5, 2017 $2,700

Increase value to your organization by transitioning from a capable dealmaker to a master negotiator. Going beyond basic negotiation tactics, this highly interactive program delves into the strategic thinking and planning that drive success in simple or multiparty negotiations.

This fast-paced learning experience includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the bargaining table. You will develop more sophisticated negotiating skills, learn how to avoid common dealmaking pitfalls, and emerge prepared to conduct a wider range of complex negotiations with confidence.

Program Benefits

  • Design and execute more effective negotiation strategies
  • Improve outcomes involving multiple parties, issues, and agendas
  • Negotiate across international or cultural boundaries
  • Boost your bargaining power while creating value for all parties
  • Identify and eliminate barriers to success

Topics Covered

  • Orchestrating the negotiation process
  • Sequencing related deals
  • Aligning dealmaking and implementation phases
  • Building and managing coalitions across the negotiating process
  • Managing your team to gather constituent support
  • Choosing how and when to share new information
  • Deciding when to present new options for creating value

Who Should Enroll

This program is designed for professionals with some negotiating experience who want to take their strategic skills to a higher level. It is especially helpful for those who engage or plan to engage in international deals, multiparty negotiations, or more complex deals. Ideally, participants will have previously participated in basic negotiation training, such as our complementary program Negotiation Skills: Strategies for Increased Effectiveness.

Program Information

Program Dates

August 2–3, 2017
Instructor: Maurie Kelly
October 4–5, 2017
Instructor: Maurie Kelly

Class Times

Programs run from 9 am to 5 pm

Program Fee

2017 Program Fee: $2,700

Location

Division of Continuing Education classrooms, One Brattle Square

Instructor

Maurie Kelly is a member of the research faculty and director of informatics at Pennsylvania State Institutes for Energy and the Environment and an instructor at the Smeal College of Business at Pennsylvania State University. Kelly teaches courses in international business, negotiation and conflict resolution, strategic management, leadership, business administration, and information science. Her research focuses on informatics and technology, environmental topics, and crisis leadership, in particular leadership at times of extreme natural disasters. She holds a PhD in organizational development.