Negotiation Strategies: Creating and Maximizing Value™

at Columbia Business School - Morningside Heights

(9)
Course Details
Price:
$6,450 3 seats left
Start Date:

Tue, Nov 19, 8:30am - Nov 21, 5:30pm (3 sessions)

Next start dates (3)

Location:
Morningside Heights, Manhattan
3022 Broadway Uris Hall
Btwn W 116th & W 120th Streets
New York, New York 10027
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Description
Class Level: All levels
Age Requirements: 21 and older
Average Class Size: 25

What you'll learn in this negotiation training:

Capabilities with people—whether reading a client's concern or settling an internal conflict—influence results and determine success.

Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.

Impact
Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.

"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders."

The program examines each element of negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques.
–Robert Bontempo, faculty director

Summary of Benefits
  • Discover the four different communication styles and how they affect negotiations
  • Learn how to avoid common decision traps
  • Understand the effects of making decisions in a group
  • Determine when to walk away from a negotiation
  • Improve your ability to negotiate across cultures
  • Strengthen your ability to resolve conflicts and manage your emotions during a negotiation
Upon completion of this program, you will earn three days towards a Certificate with select alumni and tuition benefits.

Curriculum
Negotiation Strategies is a hands-on, practical approach to negotiations, with participants analyzing case studies and then testing their negotiation skills within a supportive environment.

In addition to actively participating in negotiating role-plays, participants read selections on negotiating within a global context, mediation skills, turning negotiating into a corporate capability, and the science of persuasion.

Sample Session Titles
  • Power: What It Is and How to Get It
  • Third Party Roles in Managerial Negotiation
  • The Psychology of the Negotiating Opponent
  • Advanced Negotiation: The Hard Work on the Soft Stuff 

Participant Profile
Negotiation Strategies is designed for all levels of executives who are seeking to enhance their negotiation capabilities.

Admissions Qualifications
Successful candidates should have managerial experience and responsibilities matching a program’s “Who Should Attend” or “Participant Profile” description. All registrations are subject to approval by Columbia Business School.

Still have questions? Ask the community.

Refund Policy
Notification of withdrawal must be sent in writing to CourseHorse. Full refunds can be obtained up to 30 days before the program start date. Due to the costs incurred for program preparation and administration, any cancellations or requests for transfers or deferrals received 30 days or less from the program start are subject to penalty fees as described below. 
  • More than 30 days notice: 0% Cancellation – Transfer Penalty
  • 14 to 30 days notice: 30% Cancellation – Transfer Penalty
  • Less than 14 days notice: 50% Cancellation – Transfer Penalty
Columbia Executive Education, at its sole discretion, reserves the right to limit enrollments regardless of acceptance status. Individuals who have paid tuition but who are deemed ineligible to participate due to such enrollment limitations will receive a refund.

Substitutions:
Requests must be submitted in advance to Columbia Business School Executive Education and will be reviewed on an individual basis, based on participant qualifications and lead time needed for any program pre-work.

Transfers: Transfer requests must be submitted to Columbia Business School Executive Education and must indicate the new dates and/or new program the participant wishes to attend. Transfers are valid only within one year of the original program start date.

Refunds: Any remaining balance of a cancelled program's payment can be applied to another Columbia Business School Executive Education program within one year of the program date. After one year, the balance is nonrefundable.

Full tuition is nonrefundable under these conditions:
  • The registrant or substitute does not enroll in another program within one year of the original start date, and/or
  • The registrant or substitute defers or transfers more than two times.

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Start Dates (4)
Start Date Time Teacher # Sessions Price
8:30am - 5:30pm Robert N. Bontempo 3 $6,450
This course consists of multiple sessions, view schedule for sessions.
Wed, Nov 20 8:30am - 5:30pm Robert N. Bontempo
Thu, Nov 21 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,550
This course consists of multiple sessions, view schedule for sessions.
Wed, Mar 04 8:30am - 5:30pm Robert N. Bontempo
Thu, Mar 05 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,550
This course consists of multiple sessions, view schedule for sessions.
Thu, Jul 09 8:30am - 5:30pm Robert N. Bontempo
Fri, Jul 10 8:30am - 5:30pm Robert N. Bontempo
8:30am - 5:30pm Robert N. Bontempo 3 $6,550
This course consists of multiple sessions, view schedule for sessions.
Wed, Nov 18 8:30am - 5:30pm Robert N. Bontempo
Thu, Nov 19 8:30am - 5:30pm Robert N. Bontempo

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Reviews of Classes at Columbia Business School (9)

(9 Reviews)
Negotiation Strategies: Creating and Maximizing Value™
Reviewed by Anonymous on 3/27/2016
Everything about this class was top-notch, but it could have incorporated more practice. There were 2-3 practice scenarios/day and they were each unique and challenging which was great. The concepts and principles take a while to sink-in in practice though and more practice would have been a nice addition. Even extending it one more day to do so.
Negotiation Strategies: Creating and Maximizing Value™
Reviewed by Giseli A. on 7/15/2016
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School: Columbia Business School

Columbia Business School

About Columbia Business School Executive Education

Columbia Business School Executive Education provides executives from across industries and sectors with the tools, frameworks, and learnings needed to lead and excel. Designed for high-impact business leaders, our offerings include over 50 non-degree,...

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