Develop effective negotiation skills
We are all experienced negotiators, and we face challenging and complex problems of persuasion and influence on a daily basis. We buy and sell, manage workers and work for managers, deal with friends, family, colleagues, merchants, organisations, and institutions all the time. Successful negotiation requires agreement and collaboration with other people. Since other stakeholders do not often have the same interests, perceptions and values as the negotiator does, skill is needed, professionally and personally.
Negotiations are all pervasive and yet they often do not go as well as we would like. During the Negotiation Dynamics programme you will look at some of the reasons for falling short of success and what can be done about them. In three intensive days, you will develop your personal negotiation style in a challenging, action-oriented international environment.
- Build a stronger negotiation base, helping you to improve the outcome of deals
- Develop analytical tools and frameworks for understanding and winning in more sophisticated negotiations
- Acquire hands-on practice enabling you to strengthen weak points and preparing you to return to work
A view from INSEAD on:
Negotiate your salary now or suffer later, say experts
(Emirates 24|7 – 21 June 11)
This article tells us how to ensure a fair salary when starting a new job, INSEAD Professor Horacio Falcao emphasizes that we should remember that entry pay will become the basis for future raises and bonuses. To read more about the article, click here.
The art of the deal: Is ethics in the picture?
(INSEAD Knowledge - 21 February 2011)
Can you walk away from the negotiating table with a contract in your pocket and your ethics intact? This is the third and final installment in a series of articles on value negotiation from INSEAD Professor Horacio Falcao. To read more about the latest article, click here.
Negotiate value, not price, to achieve better business outcomes bang
(investors.com - 3 September 2010)
Interview with Professor Horacio Falcao, Affliate Professor of Decision Sciences, on negotiation techniques. To read more about the latest article, click here.