Courses

Contact Information

Jennifer L. Metzler, Director

402-280-2330
businessinstitute@creighton.edu

Creighton Business Institute
Heider College of Business
Creighton University
2500 California Plaza
Omaha, NE 68178

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Negotiating the Deal

We are continually negotiating, whether it is with our clients, colleagues, suppliers or business partners. In this course based on Principled Bargaining, pioneered by the Harvard Negotiation Project, you will learn the basic techniques for finding joint gain.

Audience(s):

Contractors, Executives, Managers, Procurement, Project Managers, Supervisors

Details:

This course covers the five foundational techniques for finding joint gain in the negotiating process.

Goals:

Better skills in negotiations may increase gains, prevent loss or improve circumstances for you or your company.

Method:

Instructor-led course

 

LESSON 1: WHAT ARE NEGOTIATIONS?

  • INTRODUCTION
  • TWO TYPES OF NEGOTIATORS
  • TRUE STORY
  • SUMMARY
  • EXERCISE
  • DEBRIEF NOTES

LESSON 2: NEGOTIATION STRATEGIES

  • INTRODUCTION
  • SEEKING ADVANTAGE
  • SEEKING JOINT GAIN
  • TRUE STORY
  • TRUE STORY
  • SUMMARY
  • EXERCISE

LESSON 3:  CHARACTERISTICS OF NEGOTIATIONS

  • INTRODUCTION
  • RECURRING DYNAMICS ~ STEPS OF THE NEGOTIATION PROCESS 
  • ASYMMETRICAL INFORMATION
  • TENSION
  • SUMMARY 
  • TRUE STORY
  • EXERCISE
  • DEBRIEF NOTES


LESSON 4: INTERESTS OF NEGOTIATING PARTIES

  • INTRODUCTION
  • SUMMARY
  • EXERCISE
  • DEBRIEF NOTES
  • EXERCISE
  • DEBRIEF NOTES
  • TRUE STORY

LESSON 5: TOOLS FOR MUTUAL GAIN

  • INTRODUCTION
  • SUMMARY
  • TRUE STORY

LESSON 6: UNDERSTANDING THE PEOPLE AND SEPARATING THEM FROM THE PROBLEM

  • INTRODUCTION
  • SUMMARY

LESSON 7: HARD BARGAINING

  • INTRODUCTION
  • SUMMARY

LESSON 8:  GROUP PRACTICES, BOTH GOOD AND BAD

  • INTRODUCTION
  • SUMMARY
  • EXERCISE

COURSE SUMMARY
REVISIT PARTICIPANT’S KEY TAKE-AWAY LIST
DEBRIEF
GLOSSARY OF NEGOTIATION DEFINITIONS

Day(s): 
1.00

Scheduled Classes

No classes currently scheduled.