What you'll learn

  • The first dimension: maximizing effectiveness at the table

  • The second dimension: engineering the deal

  • The third dimension: designing the process

Course description

The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation strategy program, you will learn how to bring together the right players, identify and address key issues, and develop the best process for each deal—all before the negotiations even start.

Immersed in a rich and focused learning experience that includes faculty presentations, group discussions, and case studies, you will explore how the world's best dealmakers plan and navigate complex negotiations. Through an in-depth examination of the three dimensions of negotiating, you will learn how to weave together a series of mutually reinforcing decisions and activities to drive optimal results.

You will also participate in interactive simulations—beginning with simple two-party deals and moving to complex, multi-party, multi-issue negotiations—which bring to life the importance of strategic planning

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