Negotiation Skills

In this course you will develop the tactics and strategies involved in successful negotiations. In-class exercises include a series of graduated negotiation simulations that reinforce negotiating concepts that prepare you to put principles into practice.    

In this training you will learn to recognize "value creation" opportunities and how to best structure agreements in order to take advantage of them.

Call us at 716-645-3200 to set up a training session at your facility, or avoid office distractions by conducting training here at UB. We can also be reached via email at mgt-ced@buffalo.edu.

Course Objectives

In this course, you will:

  • Gain a thorough understanding of distinct negotiation strategies, with instruction on choosing the proper strategy for any given negotiation.
  • Learn to appropriately plan a negotiation, enter a negotiation session with confidence, and feel in command of the negotiating environment.
  • Discover how to obtain "win-win" negotiation outcomes that make both parties better off at the close of a session, with instruction on when it is desirable to pursue such an outcome and when it is not.
  • Learn to make certain that negotiations are never left worse off than when they began.
  • Receive ample negotiation practice in a low-risk setting, where you can learn from each others' successes and failures.

Topics

  • Analyzing the structure of a negotiation
  • Identifying, selecting and implementing proper negotiation strategies
  • Value distribution
  • Negotiation planning and preparation
  • Recognizing value creation opportunities
  • Structuring complex agreements
  • Risk sharing
  • Contingent agreements