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Executive Negotiations


Course Information

We negotiate every day - at home, at work, and in the community. We often think the term “negotiation” means either: (a) how to get what we want or (b) how to compromise. In reality, great negotiators can reach agreements where everyone leaves the table feeling like a winner.

In Executive Negotiations you will learn techniques to evaluate the situation, communicate your needs, and brainstorm favorable alternatives. This 6-week program will engage you in negotiation simulations and deliver hands-on tactics for executing successful negotiations in the workplace and in life!

Six Sessions

  • Negotiation Styles, Strategies, and Preparation
  • Distributive Negotiation: Bargaining and Persuasion Tactics
  • Integrative Negotiation: Win-Win Problem Solving
  • Warning: Don’t Confuse Positions and Interests
  • Honing Your Skills
  • When to Walk Away

Decision Criteria

Who should take this course?

  • Directors and managers who engage in B2B marketing and sales
  • Sales representatives and others responsible for negotiating contracts, grants or prices
  • Meeting leaders responsible for managing groups and group decisions

What will you be able to do?

  • Analyze, strategize, and execute successful negotiations when interests collide
  • Utilize hard-bargaining and persuasion techniques to protect your interests
  • Compromise to create new solutions that benefit both parties
  • You’ve been negotiating all your life –learn to maximize your effectiveness
  • Transform negotiations to reach favorable solutions
  • Engage in simulations and role-play to hone your negotiation skills