ILRSM 516 - Tactics and Skills for Negotiating

Institution:

Cornell University

Subject:

Description:

Successful negotiation demands the flawless execution of a well-crafted strategy. This course develops the skills necessary to ensure that you can think both strategically and tactically at the negotiation table and master the techniques and maneuvers that will determine your success or failure. This course provides a practical framework for managing negotiations that can be used in almost any type of negotiation. This course clearly guides you through the process of negotiating to ensure that you are able to execute your strategy and achieve your objectives. How a negotiation starts can significantly affect how it ends; this course ensures that you are able to set the initial tone for your negotiations, decide whether you should make the first move, determine how to present your proposals, and establish your negotiation style. It also provides tools to ensure that your ego does not impair your ability to gain your desired outcome. Who Should Take This Course Negotiation is an integral part of almost every business activity. This course is essential for managers, leaders, and individual contributors who need to master the skill of preparing for negotiations to ensure that they achieve their objectives. Course Format This course contains the following modules: Getting Started Avoiding the ego trap Establishing setting and tone Making the first move Deciding how many issues to put on the table Being cooperative or competitive Engaging the Other Party Being a Proactive Listener Asking Proactive Questions Making Proactive Arguments Knowing When to Bluff Using emotions effectively Closing the deal Benefits to Learner Learners who complete this course will be able to: Avoid the dangers of ego Establish the negotiation setting and make the first move Decide whether to be cooperative or competitive Use proactive arguments, questions, and emotions to engage the other party Close negations effectively Sponsoring School Cornell University's School of Industrial and Labor Relations

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.cornell.edu

Phone Number:

(607) 255-2000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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