Course description

This virtual and highly interactive semester-length course explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.

Emphasizing both theoretical and practical insights, this course engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.

Throughout the seminar, participants will read and engage with materials from three negotiation books:

  • Getting to Yes (3rd Ed.); (Fisher, Ury and Patton; New York: Penguin, 2011).
  • Getting Past No: Negotiating in Difficult Situations; (Ury; New York: Bantam, 1993).
  • Difficult Conversations: How to Discuss What Matters Most; (Stone, Heen and Patton; New York: Penguin, 2000).

Supplementary readings from other sources will be provided as well.

Upon successful completion of this course, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.

You may also like

In-Person

Six esteemed PON faculty members have come together to lead our in-person 3-day program. The program curriculum is packed with negotiation strategies and best practices designed to help you get results.

Price
$4,997
Registration Deadline
Starts Apr 8
In-Person

Master-level course for experienced negotiators taught by five negotiation experts. You'll emerge a highly skilled and confident negotiator who can drive negotiations, salvage relationships and achieve better outcomes at the bargaining table.

Price
$5,997
Registration Deadline
Starts May 13