WINNING AT STRATEGIC NEGOTIATIONS
We all negotiate all the time: for goods, for money, about ideas or boundaries, with your boss, your friends, your partner or family. If you understand the logical and emotional elements involved in the negotiations, you will be a better negotiator and achieve better personal and professional outcomes. In this seminar students will expand upon the three strategic fundamentals of the negotiation process, learn about the meaning and implications of negotiating, and engage in practical exercises that acquaint them with the language, thought, and praxis of being a good negotiator.
SECOND SEMESTER
ANAT HORNUNG ZIFF
Anat Ziff, M.A. is an international organizational studies professor and management consultant who has improved the effectiveness of students, managers and executive teams in the public and private sector on four continents. She has taught at universities in the U.S., Italy, Venezuela, and Colombia, founded two non-profit organizations, and is a Partner Consultant in the Barcelona-based management-consulting firm INNOVA.
Skills
1) The students will achieve a greater understanding and awareness of the theory and practical application of the interpersonal, inter-cultural dynamics in many negotiations settings.
2) Students will be able to analyze how they perform as negotiators to maximize negotiation potential and become better negotiators in their personal and professional lives.
3) Students will become familiar with negotiation strategies, improve their communication, bargaining, and collaborating skills, and identify the strategy and style best suited for any given negotiation situation.
Schedule
Which dates?
9-ene. 16-ene. 23-ene. 30-ene. 6-feb. 13-feb.
What day?
THURSDAY
What time?