ILRSM 515 - Preparing for Negotiation

Institution:

Cornell University

Subject:

Description:

Negotiation is a basic leadership skill that all successful managers need. However, many of us suffer from common misconceptions about negotiators and negotiations. Before you can become an effective and proactive negotiator, you need to confront these myths, put them to rest, and learn the skills that are critical to anticipating, analyzing, and preparing for negotiations. This course will provide you with a practical and effective framework and toolset to prepare for all types of negotiations, ranging from power negotiations to problem-solving negotiations and mixes of the two. It is based upon the academic and applied research of the Cornell ILR School's Professor Samuel Bacharach and makes extensive use of real-world examples and situations, advice and insight from negotiation experts, and opportunities to apply and practice the skills in authentic situations. 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: Proactive Negotiation Introducing Proactive Negotiations To Negotiate or Not The Proactive Negotiator Framing the Negotiation Analyzing the Situation Categorizing the Issues Prioritizing the Issues Alternatives and Bargaining Power Knowing With Whom You're Dealing Negotiating with the Right Person Negotiating with the Right Person Personality and Negotiation Style Understanding Their Culture Benefits to Learner Learners who complete this course will be able to: Assess your needs and alternatives Assess the other parties' needs and alternatives Determine when to negotiate Anticipate power, personality, and cultural issues that may affect negotiations 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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