Negotiation Strategies (Online)NEW

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Negotiation Strategies (Online)


Overview

Impact

Program Structure

Claiming Value in Price-Driven Negotiations

  • Explore the fundamentals of distributive bargaining and learn how to claim value in single-issue, price-driven deals
  • Define classic positional negotiation tactics and apply bargaining strategies across narrow, negative, and wide zones
  • Evaluate outcomes based on your preparation, emotional discipline, and predefined limits 
  • Explore anchoring techniques and biases, and a structured preparation routine for value-claiming negotiations

Participant Profile

Faculty

Michael Morris

Michael Morris

Chavkin-Chang Professor of Leadership
Management Division

Program Director

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