Negotiation beyond the Obvious: Capturing the Systemic Nature of Complex Negotiations

Negotiation beyond the Obvious: Capturing the Systemin Nature of Complex Negotiations

Global Network Week, March 15-19, 2021

School: SKOLKOVO, Moscow School of Management

Course Title: Negotiation Beyond the Obvious: Capturing the Systemic Nature of Complex Negotiations

Lead Faculty: Professor Moty Cristal

Course Description

In world that dramatically changes its business patterns, in a world that VUCA became a known term also to junior managers, in a world that “Power” and “Winning” have mainly a contextual meaning, applying classic “win-win” negotiation theories will short fall of delivering satisfactory results. Based on the unique NEGOSYSTEM model, this course is designed as an intensive online workshop which provides students with conceptual frameworks and operational tools to understand and design effective negotiation processes in a complex business environment. With active involvement of SKOLKOVO faculty and Russia’s international business leaders, the course will address issues such as negotiating in power imbalance, crisis negotiations, negotiating in a low-to-no trust environment, levering media, technology and social-networks in negotiations, role of culture, and psychological tactics in complex negotiations.