Negotiation Strategies and Techniques

Register 5 weeks in advance and get an early bird discount of 10%

For safety reasons, all the Executive Education classes are held in line with the WHO and Luxembourg Ministry of Health guidelines. The size of the group is limited to 25 participants.

Overview

Whether you are forging an agreement with suppliers, trying to seal the deal with potential customers, raising money from investors, managing conflict inside the firm, or even facing a dispute at home, professional (and personal!) success requires the ability to negotiate effectively.

At its core, this workshop is designed to help you lead at the bargaining table by sharpening your negotiation skills and become the central person when it comes to resolving conflicts both in and outside the company, communicating with difficult clients or partners, and executing the most crucial and complex deals for your organization.

Who should attend?

This workshop is useful for managers and executives who need to influence others or negotiate with other co-workers or clients. Participants from all functional areas and all industries are welcome.

Program Objectives

This course will enable you to become a more effective negotiator by learning how to:

• Design and execute deals that create maximum value on a sustainable basis;
• Capture your fair share of the value that is created;
• Think strategically in competitive contexts and execute deals that others might overlook;
• Avoid common mistakes made by negotiators;
• Identify, understand, and use psychological influence tactics at the negotiation table;
• Achieve superior results in a vast array of competitive environments.

Faculty

Jordi Quoidbach is an Associate Professor of Behavioral Decision Making in the Department of People Management at ESADE Business School in Barcelona. He completed his Ph.D. in Psychology conjointly at the University of Liège and the University of British Columbia before spending several years as a Postdoctoral Fellow at Harvard University. His research explores the bi-directional relationship between choice and happiness. In particular, Prof. Quoidbach is interested in understanding how people’s current happiness—and other emotional states—shape their decisions, and how people’s everyday decisions profoundly shape their happiness. His work highlights novel perspectives to help individuals making better personal and professional decisions that will improve their happiness in the long run.

This research has been published in top-tier journals such as Science, Psychological Bulletin, Psychological Science, JAMA Psychiatry, and Proceedings of the National Academy of Sciences. Popular accounts of his research have been featured on CNN, BBC, and NPR and have appeared in publications such as Scientific American, Wall Street Journal, Harvard Business Review, and the New York Times.

Prof. Quoidbach was identified among the Best 40 Business Professors Under 40 in Poets & Quants.

In addition to his research activities, he has published three popular science books on emotions and well-being and hosted a TV series about the Science of Happiness on the French television channel M6.