Learn how to successfully manage the most difficult negotiations, including those with multiple parties and multiple offers.
- You're back for another round of negotiation with your biggest supplier. Your mandate is clear, save money by cutting the price. Will this mitigate the years you've spent building trust with the supplier's representative? Will your demands hurt them financially? And if so, should you care? There's a third party contracted to deliver their supplies to you. Should they be at the table? These are the kinds of scenarios I've helped negotiators work through in both the real world and the classroom. I've taught negotiation for 25 years. I love it. Helping students understand the power of alternatives or the psychology of a first offer is rewarding. They leave class able to navigate a one time sale, or even a job offer with confidence. But sometimes students come back for more. Their foundational skills aren't enough to manage complex negotiations, which have many moving parts. The bargaining mix is complicated with more issues, many of them interdependent. You've got multiple parties requiring you to manage many strategic relationships simultaneously. Relationships are ongoing with multiple bargaining rounds, requiring a longterm orientation. Information is complex, uncertain, or even unavailable. Your negotiation partners come from different countries and use a variety of strategies. Many interested outside parties need effective communication. I'm Doctor Carolyn Goerner. As a professor and negotiation consultant, I've coached hundreds of people through challenging deliberations. This course combines practical experience with the latest research. We'll explore best practices in managing multiple negotiation partners, building and maintaining relationships, planning for complicated situations, and developing your professional demeanor. I'll dive into some of my favorite questions. How do you build a relationship and still negotiate price? What's the best way to prepare for international negotiation? What's the role of gender in negotiation? What do I do if my opponent is aggressive? Join me as I help you build a strong skillset to manage complex negotiations.
- Coordinating negotiations with multiple parties
- Maintaining long-term relationships
- Making multiple offers
- Being friendly and aggressive in negotiations
- Gender and negotiation