S7PR 2EN03 - Negotiation skills

Negotiation is a civilized way to resolve perceived intractable differences.

Negotiation Skills is a practical course on the various tactics to negotiate.

You will learn and practice three key dimensions to successful deal-making:

• Drive efficient process and close deals that might otherwise be dead-locked;
• Maximize value creation in agreements you reach;
• Enhance relationship, resolve differences before they escalate and manage conflicts.

More than one-off advice, you will develop your negotiation skills in a strategic way to come up with your own solutions and keep learning in your future negotiations.

None

As a blend of hard facts and soft skills, negotiation has a theoretical background and is rooted in experimentation.

Therefore, each session will be divided between some theoretical elements and real simulations based on cases.

You will take away some theoretical background, some analytical tools and some interpersonal techniques used in negotiations.

Pass / Fail based on assiduity.

You are required to actively participate to all simulated negotiations.

Reading the cases and your own set of instruction before.

Please, do not share any of your confidential information to your fellow students, as it would ruin part of the exercise.