Negotiation Strategies: Creating and Maximizing Value
“Negotiation Strategies was a terrific program, particularly because we negotiate every single day in our lives. I learned about methods to find common ground in order not to negotiate myself into a gridlock.”
Program Participant Olaf GlaserPresident & CEO at Champignon North America, Inc.
Faculty director Bob Bontempo discusses his application-oriented teaching approach for immediate application.
“I took Negotiation Strategies not knowing the impact it would have on my professional life. It has changed the way I perceive a problem, the way I plan my arguments prior an important meeting, how to create mutual value with your counter-party which creates a long-term solid relationship, and much more. The main strength of the course was the practical cases that pushed us to interact and practice, 1-on-1 with our classmates.”
“It was unique to discover that, while negotiating, it is crucial to create value for yourself but also value for your counterparties. In the complex global business world, value is often destroyed due to one way thinking: I take all and leave you with nothing. During the course, through the theoretical approach as well as practical case study simulations, I learned that combined value creation is beneficial for both parties.”
“Negotiating is always part of my job, especially since I work in a cross-cultural environment. BATNA was an interesting and useful concept for me to learn. How to plan your BATNA before your negotiating sessions is absolutely key.”
“Bob [Bontempo]'s insights about different negotiation strategies and his deep understanding of human behavior across cultural differences provides a powerful platform to understand this topic from a new, fresh perspective.”
“This course is extremely valuable and directly applicable to many real-world business interactions. I highly recommend it. The best part is the ability to network and learn from world business leaders.”
“As a manager I negotiate with stakeholders every day. In the program, I learned that negotiation isn't about winning, but about adding value for all participants involved. In my opinion, every executive should take a negotiation course.”
Robert N. Bontempo
Adjunct Professor of Business
Faculty Member, Executive Education
Robert Bontempo is a leading advisor to senior executives worldwide. He advises on the leadership of organizational change and the implementation of business strategy to such companies as Goldman Sachs, Boeing, Glaxo-Welcome, and NASA. Bontempo has advised the US State Department under both democratic and republican administrations, and has worked closely with the UN Population Fund. His observations on leadership have been featured in The New York Times, the Wall Street Journal, and The Economist, and he has been named by Businessweek magazine as one of the top MBA professors in the U.S.
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