Being able to negotiate is a practical, everyday skill that is critical for anyone working within an organization. The good news is it's a skill you can practice and master. Negotiation skills are ones you can use in any context and, once you master the behaviors of effective negotiation, you will use all the time. In this course, developed by Cornell University's Professor Samuel Bacharach, Ph.D., you will develop an awareness that every conversation is a negotiation, and you will identify the critical components of effective negotiation.
Key Course Takeaways
Identify strategies for preparing for a negotiation
Explore critical decisions such as when to negotiate, when not to negotiate, whether you should make the opening move in a negotiation, and how many issues you want to put on the table
Categorize and prioritize the issues to be negotiated
Define the negotiation interaction at the tactical and emotional level
McKelvey‑Grant Professor Emeritus, Cornell ILR School
Samuel Bacharach is the McKelvey-Grant Professor Emeritus and Director of the Smithers Institute at the Cornell ILR School. He received his B.S. in economics from NYU., and his M.S. and Ph.D. from the University of Wisconsin.
Upon joining the Cornell faculty in 1974, Dr. Bacharach spent most of his time working on negotiation and organizational politics, publishing numerous articles and two volumes (“Power and Politics in Organizations” and “Bargaining: Power, Tactics, and Outcome,” both with Edward J. Lawler). In the 1980s he continued working on negotiation but shifted emphasis to the study of complex organizations, with the empirical referent being schools. Besides his academic articles, Dr. Bacharach has published a number of books on school management and leadership, such as “Tangled Hierarchies” (with Joseph Shedd) and “Education Reform: Making Sense of It All.”
Current and aspiring managers and senior managers; professionals with over three years of experience who are working at or aspiring toward leadership roles; anyone who needs to negotiate as part of daily business or daily life. This course does not assume that the students are in a formal leadership position or management role today.
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