Influence and Negotiation Strategies Program


What’s the real cost of not negotiating? When do you share, and when do you hold back? How can you exert influence when you lack authority?

The Influence and Negotiation Strategies Program addresses these questions and more.
It provides a rigorous and comprehensive curriculum that combines research-based discussions with daily, hands-on simulations.

This program will challenge your assumptions and help you develop powerful influence tactics and negotiation strategies for a range of situations — from recruiting a key player to competing for scarce resources to closing a major deal.

Program Highlights

The Choice to Negotiate

Everyone negotiates. Yet many people think of negotiation only as an interaction between a buyer and a seller, ignoring the common daily opportunities that exist to improve on the status quo for themselves, their teams, and their organizations.

Negotiation is not about getting to yes or simply getting an agreement; it’s about getting a good agreement.
Margaret Neale, Faculty Director

This session will help you to rethink negotiation as problem-solving and to identify how you can create and claim value in your interactions — from the everyday to the rare and high-value.

You will also explore the value that is left “on the table” and begin to develop a framework for getting (more of) what you want.

Reciprocal Influence Between Managers and Subordinates

While analyzing the results of simulated performance reviews, you’ll examine the psychological and behavioral factors that determine reciprocal influence processes between managers and their reports.

Influencing Without Authority: The One to the Many

Learn the importance of influencing small groups, particularly when you have little or no authority. Analyze effective influence tactics, and develop multiple perspectives on how to gain influence through dynamic interactions with others.

Multiparty Negotiation

On the final day of the program, you’ll put all of your newly acquired negotiation strategies and tactics to the test by taking part in an intense six-party negotiation exercise that pits you against multiple coalitions and hidden agendas.

Other Selected Sessions

  • Strategic Use of Information
  • Negotiating for Competitive Advantage
  • Influencing Others in Organizations
  • Negotiating in Groups
  • The Art and Science of Social Influence
  • Ethics and Negotiation
  • Managing Through Networks
  • Managing Emotions in Negotiations