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Negotiation and Influence

No matter how great your ideas, you need to be able to effectively communicate with and influence others. Dive into the theory, research, and practice of negotiation across a variety of settings. You'll have multiple opportunities to develop negotiation skills through role-plays, exercises, and useful analytical frameworks.

Learning Objectives

By participating fully, you will:

  • Learn about distributive and integrative bargaining
  • Discuss psychological biases
  • Apply lessons from game theory
  • Take part in multiparty negotiation
  • Understand the value of relationships and trust in various negotiation

Program Description

No matter how excellent your ideas, most significant achievements require the ability to communicate with and influence others.  This course examines the theory, research, and practice of negotiation across a variety of settings.  It provides multiple opportunities for students to develop negotiation skills through role-plays and exercises, aided by useful analytical frameworks.  Topics include: distributive and integrative bargaining, psychological biases, lessons from game theory, principles of influence, multiparty negotiation, and the value of relationships and trust. 

Details

Open to enrolled graduate students at any stage in any discipline or degree program.

Space is limited. Due to the workshop's interactive format, full participation in all both sessions is required.

If you are accepted to this workshop you must confirm your place by submitting a Student Participation Fee Agreement, which authorizes VPGE to charge $100 to your Stanford bill – only if you do not fully participate in the event. You will receive a link to the Agreement and instructions if you are offered a place.

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Registration Process

Negotiation and Influence will take place on Monday, March 26 and Tuesday, March 27 from 8:30 AM - 5:30 PM. Due to the workshop's interactive format, full participation in all both sessions is required.

Application for Spring 2018 is closed.

 

Featuring

Sloan Distinguished Associate Professor of Organization Studies at MIT's Sloan School of Management...

Past Events in this Program

March 27, 2018 - 8:30am
March 26, 2018 - 8:30am
March 18, 2018 (All day)