About this course
Have you had a negotiate a deal with a partner or customer and felt it went badly? Do you think you came out undervalued in a salary discussion? Did deciding who takes care of the kids next Sunday lead to an argument?
Negotiations affect many aspects of professional and personal lives. Most of us negotiate daily with suppliers and clients, and even with other team members.
Professor Li Huang, teaches Negotiation and Conflict resolution for the MBA and Executive program at INSEAD Business School
The course will provide a structure and toolkit to prepare and drive both internal and external negotiations as well as behavioural insights to increase your effectiveness. More importantly, realistic simulations will allow you to apply these concepts in “real life” and business situations, testing your approach in a low-risk environment.
What to expect
- How to prepare for negotiations (preparation is key!)
- Understand the differences in the types of negotiations (single vs. multi-issue / individual vs. team etc.)
- Lead negotiations and explore your own strengths and shortcomings as a negotiator.
- Build confidence in your negotiation skills
- Improve your analytical abilities for predicting the behaviour of others in negotiations
- Develop a toolkit of useful negotiation skills, strategies, and approaches
Negotiation is a cross-functional topic; therefore the course is open to anybody.
It will be particularly useful for those who, in their function, are more exposed to situations where there is a need of setting up contracts with suppliers and clients and of setting up internal and external partnerships.
27th February 2020
Tamedia, Werdstrasse 21, 8004 Zürich. Room: Presseclub
Register for this Course
Part 1 - (08:30 - 12:30)
Negotiations are part and parcel of any leadership position. It is the art and science of securing agreements between two or more interdependent parties with different preferences and motives. Over the course of his/her career, a leader performs countless negotiations with colleagues and other organizations to find solutions and achieve business goals. The main purpose of this session is to help you better understand some of the key principles and concepts critical to the negotiation process and to discuss how to apply them in your own interpersonal and interorganizational negotiations to best find productive, win-win solutions. In the first part of the session we will perform an in-class negotiation exercise, giving you the opportunity to attempt strategies and tactics in a low-risk environment and to learn about how others negotiate in similar situations. We will then use the experience and the outcomes from this exercise as a basis for discussing and reviewing key negotiation principles and theoretical frameworks.
Part 2 - (13:30 - 17:30)
One of the main traps that make negotiators compromise and satisfice is complexity, a factor that is omnipresent in organizations. When a managerial or deal-making situation involves multiple inter-connected issues and multiple team members on each side of the table, it is incredibly tempting to come to a solution that is “good enough.” The main purpose of this session is to have you confront situations like this. Together, we will discover some of the best research-based remedies to negotiation complexity. In the first part of the session we will perform an in-class negotiation exercise. This simulation will give you the opportunity to apply existing knowledge on basic negotiation tactics while attempting advanced negotiation techniques as a team. We will then use the experience and outcomes from this exercise as a basis for discussing the dynamic dual of value-creating and value-claiming and for learning some effective tools that you could use to handle negotiation complexities in order to achieve both.
PROFESSOR LI HUANG
Li Huang is a Professor in the Organisational Behaviour area at INSEAD. She holds a PhD in Management and Organizations from the Kellogg School of Management, Northwestern University. Professor Huang has published in leading academic journals such as Academy of Management Journal, Organizational Behavior and Human Decision Processes, and Psychological Science. Her research has been recognised by the scientific community through awards, fellowships, and grants from the American Psychological Association, the Society of Experimental Social Psychology, and the Dispute Resolution Research Center. Her research and insights have also received numerous media mentions including The Wall Street Journal, New York Times, The Economist, Financial Times, MIT Sloan Management Review, The Independent (UK), The Times (UK). Professor Huang teaches the Negotiations course in the MBA and the Executive Education programmes, The Value of Trust course in the MBA programme, as well as the Organisational Behaviour course in the PhD programme at INSEAD. Her teaching has repeatedly received Dean’s Commendation for Excellence in MBA Teaching at INSEAD. Prior to joining the INSEAD faculty, she taught in the MBA program at the Kellogg School of Management, Northwestern University.
Our course begins with the first step for generating great user experiences: understanding what people do, think, say, and feel. In this module, you’ll learn how to keep an open mind while learning.