Today’s complex global and cross-cultural marketplace requires astute relationship-building skills for internal and external partnerships and alliances. Negotiation and influence are organisational competencies that play a critical role in creating value, managing cross-functional relationships and securing successful business outcomes. Although people negotiate all the time, understanding the strategy and psychology of effective negotiations is an invaluable asset in a globally interdependent environment.
This innovative programme brings together the models developed by Harvard and Kellogg. This blend consists of understanding the process of negotiations and influencing, the cross-cultural context and the behavioural aspects that parties bring to the process that defines the dynamics of a negotiation. Through lectures, discussions, analysis and multi-party negotiation exercises, you will acquire the conceptual framework, tools and coaching to refine critical thinking, negotiation skills and decision making.
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