Negotiating Leadership Challenges

ESMT Berlin Germany

We negotiate almost every day - with employers, coworkers, significant others, parents, bosses, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, what movie to watch, who will clean the kitchen…all of these are negotiations. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?  Negotiation is the art and science of securing agreements between two or more interdependent parties with different preferences and motives. In our time together we will seek to understand the theory and processes of negotiation in a variety of settings. The course is designed to be relevant to a broad spectrum of negotiation problems and to help you become a more effective leader. A basic premise of this course is that while leaders need analytical skills to develop optimal solutions to problems, a broad array of negotiations skills is needed for these solutions to be implemented. Successful completion of this course will enable you to recognize, understand, and analyze essential concepts in negotiations.