哈弗谈判课英课程详细计划.docVIP

Negotiation Skills Course -- Shanghai -- Summer 2015 A practical course to apply negotiation skills into business and personal life Course Description: Humans begin negotiating at a very young age. As a result, most of us have developed negotiation skills and habits. Unfortunately, we limit ourselves to this narrow, intuitive repertoire of familiar responses. These provide us with, at best, inconsistent results. Increasingly, we find ourselves requiring a wider range of communication skills and negotiation techniques. We need to broaden our skill set. This course seeks to answer two questions: “What are the best ways to get what you want in a negotiation while strengthening (rather than damaging) your relationship with your negotiation counterpart?” As students uncover answers to this question, the next question arises: “How do you achieve lasting behavior change, integrating negotiation best practices?” To answer these questions, the course explores current theoretical frameworks used to understand, prepare for, and implement successful negotiations. We begin with the theory of simple distributive negotiations, moving on to discuss integrative negotiation where it is possible to create value through collaboration with your negotiation counterpart. Each class will focus on understanding a particular aspect of negotiation dynamics. Using short lectures, role-plays, exercises and simulations, the class will provide a number of opportunities for students to develop their skills and test the theories discussed in class.? Developing effective negotiation skills requires changing our typical behavioral responses in difficult situations. The course examines behavior change theories, which students will draw on as they integrate class content into their own day-to-day negotiations. In particular, we will consider how to maintain best practices even when emotionally triggered. Building on research from neuroscience, emotional intelligence and psychology, stud