Your learning journey
You develop your negotiation skills through a carefully selected combination of lectures, small group discussions, and real-life negotiation simulations with other participants. Before the program, you will be asked to read a short article and case study, and submit your personal negotiation challenge, to which you will apply your learnings on campus.
Day 1
Creating value
- Understand psychological biases in negotiations.
- Improve your negotiation preparation using a research-based framework.
- Explore the role of emotions in negotiations.
- Recognize the importance of cultural differences in negotiations.
- Take part in negotiation simulations and debriefs
Day 2
Capturing value
- Examine the role of the negotiator as a persuader.
- Explore stakeholder management and categorization.
- Understand how to work with your negotiation partners to find solutions that satisfy the needs and concerns of both parties.
- Take part in negotiation simulations and debriefs.
Day 3
Sustaining value
- Gain insights into the power of social pressure.
- Be aware of the importance of placing value before ego.
- Apply your learnings and valuable input from your peers to your personal negotiation challenge.